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  • Anil Somaney
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  • Dave Brock
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  • Diana Zuzek
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  • Kate Visconti


manual pricing

Stop The Stress Of Manual Pricing With Software Solutions

With the pressure always on to reach the sales quota, reps typically want to spend as much of their time as possible on customer-facing tasks rather than administrative tasks, such as managing data as part of the pricing strategy. When sales reps must also generate their own reports and manually pull information from different data warehouses or reporting systems, it’s […]

configured products

Using CPQ To Drive Growth In 2015

If you expect your B2B company to grow in 2015, you’re hardly alone. But do you have the right tools and strategy in place? For successful growth, you need to focus on enabling sales, product innovation and understanding your buyer’s journey. No wonder many companies today are adopting Configure, Price, Quote (CPQ) tools. According to a 2014 study by research […]

complex configurations

Navigating Complex Configurations With CPQ

For many companies, the main reason to purchase a Configure, Price, Quote (CPQ) solution is to become faster and more efficient in their quote creation process, and most companies that use CPQ are successful in reducing quoting errors and increasing sales productivity. But that’s just one of many ways to improve your sales process with CPQ. CPQ solutions are also […]

discount pricing strategy

Is Poor Discount Discipline Killing Your Credibility… And Your Brand?

As you approach the end of the quarter, you’ll often start to see a lot of discounts coming in from the sales team as reps scramble to meet their quotas at the last minute. If you’ve taken the time to properly develop and implement your pricing strategy, this discounting undercuts your prices, and could undermine an entire pricing initiative — […]

sales software

Is Your Sales Process Slowing Your Growth?

In the United States, companies are beginning to pursue growth opportunities, and we’re seeing cautious optimism in the business environment as we emerge from the economic malaise of recent years. Globally, research from the World Bank predicts that GDP will grow at 2.8 percent this year, 3.4 percent in 2015 and 3.5 percent in 2016. Is your company’s sales process […]

pricing effectiveness

CRM Watchlist Award Underscores Growing Convergence of Sales and Pricing Effectiveness

The 2015 CRM Watchlist named PROS one of its three “elite” winners this year alongside industry giants Microsoft and The annual award winners are decided by CRM guru and ZDNet Contributor Paul Greenberg, owner of The 56 Group. Salesforce is an obvious choice for creating a powerful ecosystem around its cloud CRM platform and driving SaaS adoption in general […]

sales process

How CPQ Helped Blackboard Overhaul Its Sales Process

Faced with new acquisitions and a changing business model, Blackboard needed new capabilities to manage these massive changes. For Blackboard, the world’s leading education technology company, the solution was to re-architect its ERP and CRM systems and add Configure, Price, Quote(CPQ) technology. Blackboard provides learning technology for higher education and K-12 institutions, corporate organizations and government agencies around the world. […]

sales pipeline

3 Ways CPQ Increases Velocity In Your Sales Pipeline

As the economic recovery continues, we’re slowly starting to see growth around the world. If your company is entering a growth phase, you might want to consider using Configure, Price, Quote (CPQ) technology. These powerful tools help your sales team become more efficient and productive, driving more deals through the pipeline and increasing sales velocity. Here are three ways CPQ […]

greater sales effectiveness

How To Motivate Salespeople And Drive Greater Sales Effectiveness

Salespeople tend to have a competitive nature and are motivated by winning. But that doesn’t mean they’re able to constantly improve their sales performance without any outside help. The foundation of great sales performance is creating a positive environment that’s designed to support the sales rep, providing the right metrics and reports to motivate them and increase sales effectiveness. That […]

increase sales team performance

3 Coaching Secrets To Focusing Your Sales Team On Customer Retention

When you take into account the time and energy a sales rep invests, it’s easier for them to generate sales from your existing customers than by pursuing new opportunities. Everyone knows that. Sure, losing a customer has a significant impact and no one takes it lightly. However, customer retention is less exciting than trying to land a new logo. So, […]