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Sales Forecasting: the Dark Art that Can Doom Your Business When Done Wrong

by Chris Bucholtz
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Ever noticed how sales managers and sales VPs all get a little weird around forecast time? There’s a bit of edginess in the air; they’re forced into looking at data, and extrapolating some meaning from it; they have to take … Continue reading

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Insurance: Software Should Help You Battle Through The Blah Stuff to Get to Your Customers

by Chris Bucholtz
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Software help Get Your Customers

As a youngster, I worked for an insurance agent, which was a great chance to see a lot of important things. First, I saw CRM – the discipline, not the technology – as it is supposed to be practiced. Our … Continue reading

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Marketing Qualified Leads vs. Sales Qualified Leads: the Reality Gap

by Chris Bucholtz
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There are a lot of acronyms out there used to describe leads. I’ve worked in places that used terminology like HQLs (highly qualified leads), AQLs (automation-qualified leads), TALs (teleprospecting-accepted leads), TQLs (teleprospecting-qualified leads), TGLs (teleprospecting-generated leads), SGLs (sales-generated leads) and … Continue reading

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The 10 Commandments of Sales and Marketing Alignment

by Chris Bucholtz
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According to CallidusCloud’s 2015 Sales and Marketing Sentiment Study, only about 15 percent of sales pros and marketers say their operations are fully aligned. IDC said sales and marketing misalignment costs the average $100 million company $10 million annually. Another … Continue reading

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Coaching the Coach: Shortcuts to Great Sales Performance Management

by Chris Bucholtz
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Being a sales manager is tough. In many cases, managers started out as great salespeople, and after they proved their capabilities they were tapped for management – a role that demands an entirely new set of capabilities. Forecasting, territory design, … Continue reading

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Capturing the Upsell: How CPQ Ends Up Paying for Itself

by Chris Bucholtz
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Upselling is easy when your product mix is simple. If I’m selling you a horse, getting you to buy saddle blankets or riding tackle’s an obvious suggestion. If I’m selling you children’s toys, it would make sense if I asked … Continue reading

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How Much Money are You Giving Away by Managing Sales Territories Badly?

by Chris Bucholtz
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If you have a sales force of bigger than a few reps, you have territories. They were first introduced to reduce confusion and help maximize sales productivity, and they still perform those roles. But today they can also be effective … Continue reading

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Success Creep: Unexpected Benefits of CPQ

by Chris Bucholtz
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The term “unintended consequences” is usually used to describe something bad: kill all the wolves and there’s a disastrous deer overpopulation. Make a bridge from extra-light materials and it starts oscillating in the wind until it collapses. Test an atomic … Continue reading

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CLM: Safeguarding Your Customer Relationships Where the Rubber Meets the Road

by Chris Bucholtz
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Safeguarding your customer relationship

The shift toward a subscription economy has a lot of fascinating aspects to it – not only does it reduce the barrier for entry for new customers, allowing them to afford and justify purchases in a new way, but it … Continue reading

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Will Your Goal-Creating Process Help or Hurt Your Move into a More Incentivized World?

by Chris Bucholtz
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AON Hewitt’s annual study of worldwide compensation found that base pay was on the rise worldwide. Base wages and salaries rose in 2014 by 5.25 globally, with Africa seeing wages and salaries increase a whopping 8 percent. How about in … Continue reading

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