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The Power of the Nudge

by Lara Golden
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The Power of the Nudge

A recent article LinkedIn article by Laszlo Bock told a story of how Google helped its employees cut three million calories from their diets by putting candy in opaque jars while displaying healthier snacks like fruit and granola bars out … Continue reading

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CPQ is Helping to Reduce Sales Managers’ Importance in Pricing Decisions – and That’s a Good Thing

by Chris Bucholtz
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In a webinar on April 14 done in conjunction with the Sales Management Association, Bob Kelly and I talked a lot about the things sales managers are tasked with. The conversation ranged from coaching to reducing administrative work, but it … Continue reading

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Getting a Handle on your Sales Enablement Crisis

by Craig Nelson
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Sales is in panic! They need content now or deals will die – but they can’t get it. Marketing rushes to generate what sales needs, but by the time they do sales is working different deals with different content needs. … Continue reading

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6 Lessons NPR’s Terry Gross Can Teach Sales Pros about Prospect Conversations

by Chris Bucholtz
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There’s an art to selling, and part of it involves the art of conversation. Sales pros need to get their prospects talking so they can learn their problems, their needs and their desires, and so they can pick up on … Continue reading

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The Past Predicts the Future: Anticipating Changes with Compensation

by Chris Bucholtz
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It’s pretty well established that sales pros do what they get paid to do. Sales commissions are a reward for bringing in revenues. SPIFs are rewards for selling certain products. Sales contests are competitions that reward winners for doing specific … Continue reading

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If You Want to Close Deals, You Need to Get to the Point

by Allison Levy
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In every sales organization, reps have one main priority and goal in mind: close deals, and close them fast. From conference calls to demos, in-person presentations to negotiations, getting that deal closed is always on the mind. With that said, … Continue reading

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CPQ: a Key Tool in Helping Sales and Finance Get Along

by Doug Erb
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(Editor’s note: so many areas of friction within businesses can be eliminated by technology – often, areas we never even consider. Doug Erb of Lanshore brings us an example of this today – CPQ is the technology, and conflict between … Continue reading

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Rescuing Leads from a Leaky Funnel: Returning Leads to Marketing and Marketing Automation

by Chris Bucholtz
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The funnel metaphor for sales is well known by now: opportunities go in, then, as marketing and sales further qualify and work those opportunities they turn to leads or are eliminated. It’s an easy metaphor to grasp visually, and it … Continue reading

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Sales and Marketing Alignment: the Wrong Goal?

by Dave Jackson
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My premise is a simple one. Seeking to align marketing and sales has no validity and little benefit: it is the wrong goal. I have read a great deal in the past few months suggesting that alignment of marketing and … Continue reading

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The Slow Revolution: Matching Human Change to the Speed of Technology

by Chris Bucholtz
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When you’re in the enterprise software business, you look at the way business works through a certain prism. That prism reduces interactions into transactions, simplifies discussions into data, and describes processes in its programming. Enterprise software creates a digital metaphor … Continue reading

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