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  • Anil Somaney
  • Ben Blaney
  • Dave Brock
  • Doug Fuehne
  • Diana Zuzek
  • Eric Petty
  • Frank Sohn
  • George Faris
  • Hans-Peter Klug
  • Kate Visconti


bain group PROS

5 Ways To Make Your Sales Process More Scalable

A study by the Bain Group of 200 U.S.-based companies found that more than half had sales and marketing organizations that weren’t scalable. In order to scale any business process, including your sales process, it has to be consistent and repeatable. Here are five ways to achieve greater scalability.

product catalog

How Streamlining Your Portfolio Improves Sales Effectiveness

Are you wasting money on managing products that drive little revenue? The challenge is to lower that expense while still meeting customer requirements. Using transaction data to streamline your product portfolio and align it with customer buying behavior allows your organization to improve operations and sales effectiveness.

CPQ tool

3 Ways To Speed Up Your Sales Process And Make Customers Love You

Speed is a valuable commodity in today’s business environment. When your company offers solutions that help your customers achieve greater speed, they’re able to increase capacity and productivity, allowing them to create an improved experience for their own customers. Here are three ways that CPQ helps you increase speed in the sales process.

cpq solution

How a CPQ Solution Helps You Become A Trusted Partner

Today’s customers want to streamline their business and increase purchasing power by working with a few trusted partners instead of multiple suppliers. CPQ tools help you deliver relevant, accurate, comprehensive offers, and present them in a way that demonstrates your professionalism.

distribution channel

5 Sales Process Tips For Opening A New Distribution Channel

Planning to open a new sales channel? That’s a great way to cover more of your addressable market. Just don’t expect results overnight, especially if you haven’t taken the time to implement the appropriate sales processes for each of your sales channels. Learn five tips for long-term success when opening a new channel.

configure, price, quote software

Shifting Into Hyper Drive With Configure, Price, Quote Software

If you provide an intuitive, elegant customer experience, people are glad to pay — and tell their friends about the amazing experience they had with your company. But if you don’t meet those expectations, they can be equally as vocal about the negative experience while quickly finding another business partner. Speed is the new currency of business, and CPQ tools offer improvements in quote time that help you provide an exceptional customer experience.

sales effectiveness and productivity

Key To Sales Effectiveness: Knowing Customer Needs Before They Do

Delivering a great product in response to a customer’s business problem is essential for sales effectiveness. When companies fail to align product offers with customer needs, they soon fall by the wayside. The challenge for many organizations is how to look beyond what customers say about their pain points … and get to what they actually mean.


Does Your Sales Process Discourage Cross-Selling And Upselling?

When reps use cross-selling and upselling effectively, it helps drive revenue and provide comprehensive solutions to customers. But overly complex processes may discourage reps from pursuing these opportunities. Learn how using CPQ drives sales productivity, increases average deal size and improves the customer experience.

B2B Sales Effectiveness

Why Sales Effectiveness Is Key To ‘Trusted Partner’ Status

When you’re thinking about B2B sales effectiveness, the underlying goal is to move from being a commodity supplier to a trusted partner — there’s a big upside in terms of reaching your sales target. Here are five ways to improve your effectiveness by standardizing and automating your lead tracking, quoting and order management.

sales productivity

7.5 Tips For Maximizing Sales Productivity

Sales productivity is the ability to generate the revenue and margin your company needs. Any company would love for its sales team to produce more revenue without the expense of hiring more people. Here are 7.5 tips for maximizing your sales team’s productivity using sales effectiveness technologies, such as price optimization, CRM and CPQ.