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big data

Finding the Hidden Value in Big Data: Smarter is Better

By Craig Zawada and Neil Biehn, Ph.D Many organizations are grappling with how they use data to deliver real business value. It’s no easy task with today’s massive data acceleration that continues to grow in complexity and at exponential rates. According to Computer Science Corporation, by 2020 data production will be 44 times greater than it was in 2009. While […]

margin

Does Your Organization Follow Best Practices For Analyzing A Deal To Drive Margins?

One of your sales reps is getting close to closing a deal when the prospect asks for a discount. On one hand, you don’t want the rep to immediately offer a discount in order to close the deal. On the other hand, how do you defend saying “no” to a discount request made by a great new prospect in the […]

sales strategy

4 Steps To Optimizing Your Sales Strategy

Strategy without execution is hallucination, to paraphrase a quote sometimes attributed to Thomas Edison. And that’s especially true in the case of your sales strategy. Every sales organization needs a high-level sales strategy to ensure sales effectiveness. But in order to meet your short-term and long-term objectives, those high-level goals also need to be effectively communicated, executed and measured. Here […]

sales tools

What Sales Tools Give Reps Insights Into Customer Need?

Whether your sales rep is dealing with an existing customer or a prospect (someone you’re not doing business with today), they need insights from data analytics to win business and increase deal sizes. While some solutions tout that it’s simple and easy, it takes accurate and actionable insights from proven analytics tools to greatly increase sales effectiveness. Here’s how these […]

procurement

3 Ways To Deal With Complex Customer Procurement Practices

Sophisticated procurement organizations have a maniacal focus on internal process efficiency and improving their ability to objectively choose the right suppliers. Unfortunately, simplifying the procurement process means greater challenges in your sales process. To build the necessary relationships, your sales rep now needs to find a way to work beyond just the transactional procurement process. So, what makes the sales […]

CPQ Best Practices

CPQ Best Practices For A Winning Sales Process

Every sales organization wants more wins by working smarter, not harder, to achieve them. For a winning sales process, you need to efficiently succeed in three areas: configuration, pricing and quoting. This blog post looks at each of these elements and how to use configure, price, quote (CPQ) tools to increase sales productivity and effectiveness. Configuration: The key to working […]

bain group PROS

5 Ways To Make Your Sales Process More Scalable

When the Bain Group studied the profit-and-loss statements of 200 U.S.-based companies from 2003 to 2011, it found that more than half of those companies had their sales and marketing expenses increase as a percentage of revenue. In other words, more than 50 percent had sales and marketing organizations that weren’t scalable. True, from 2003 to 2011 we saw dramatic […]

product catalog

How Streamlining Your Portfolio Improves Sales Effectiveness

When you streamline your product portfolio to align with what your customers are actually buying, it unlocks massive value for your organization. Reducing complexity allows you to streamline operations and sales effectiveness, lowering overhead while improving the customer experience. Here’s an illustrative exercise, based on a computer company’s experience. Imagine that you’re running a company with a product catalog that […]

CPQ tool

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

When Henry Ford established the concept of the eight-hour workday, he essentially developed a three-shift day to support his business model. This industrial timing has carried over into today’s work environments, even though the way we work now differs substantially from Ford’s day. Today’s businesspeople are often expected to manage their professional lives 24/7 and be responsive anytime, anywhere via […]

cpq solution

How a CPQ Solution Helps You Become A Trusted Partner

Today’s customers are looking for ways to streamline their business and increase purchasing power by reducing the number of suppliers and working with a few trusted partners. To start positioning yourself as a trusted partner, instead of a commodity provider, you need to create offers that are relevant, comprehensive and accurate, and deliver them in a way that demonstrates your […]