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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 Salesforce.com. 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, […]

market based pricing

Market Differentiation: 3 Ways CPQ Helps You Stand Out From The Crowd

When companies compete to offer nearly identical products or services, it’s difficult to create and maintain a consistent pricing strategy. As competitors fight to increase market share and revenue, price erosion sets in, and prices drop across entire industries as the product becomes more of a commodity. This erosion is particularly challenging in innovative industries that have relatively short product […]

sales rock stars

5 Tips To Help Sales Rock Stars Sell CPQ To Their C-Suite

Imagine you’re a sales leader at an organization providing configurable products in the B2B space. You’ve reviewed the research and talked with experts about configure, price, quote (CPQ) tools. You know companies that employ CPQ solutions enjoy a 49 percent increase in sales rep productivity, 27 percent shorter sales cycles and 19 percent higher lead-conversion rate. By switching to CPQ […]

master customer analytics

It’s Time To Master Customer Analytics: 5 Predictions For 2015

For 2015, many CEOs have made growing their customer base their No. 1 investment priority, according to the annual CEO survey by PricewaterhouseCoopers (PwC). To improve your company’s sales growth this year, you need the right predictive and prescriptive customer analytics. When it comes staying ahead of trends in technology and the marketplace, the experts at PROS are sought after […]

parts business software

How CPQ Brings Speed And Accuracy To Your Parts Business

The refrigeration unit you supplied to a customer has broken down. When they call you about the problem, they have a truck full of frozen pizzas that’s slowly but steadily starting to thaw. You need to replace the faulty parts and get the unit repaired in a short timeframe, before those pizzas go bad and your customer is looking for […]

sales effectiveness tools

Unconscious Sales Effectiveness: How Learning Drives Incremental Revenue

When you have a complex product offer supported by complex processes, it’s difficult for a sales rep to access and internalize all of the information necessary to be effective in the sales process. Trying to be an expert on 10,000 SKUs is nearly impossible for anyone. Add in the ability to configure those products so the permutations and combinations reach […]