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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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5 Things Sales Technology Can’t Improve (without Some Human Help)

by Chris Bucholtz
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Recently, I did an interview with TechnologyAdvice for their Expert Interview Podcast Series – you can hear it in its entirety here. The conversation was pretty far-ranging, but one area that kept surfacing focused on the area of balancing sales … Continue reading

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Research: What are the Most Important Metrics to Sales?

by Chris Bucholtz
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important metric for sales

Although in the big data era all data are considered important, some data are more important than others. I’m not saying that just because it’s fun to use the correct plural of “data” to construct sentences that seem weird at … Continue reading

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Giving Data Veto Power in Sales Management

by Chris Bucholtz
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A company I once covered as a journalist had an interesting hiring process for its sales staff. Possible new sales reps would be recruited, interviewed and reviewed by HR and the sales management. HR was particularly involved and sought out … Continue reading

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Secrets to a Great Sales Playbook

by Poornima Mohandas
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Sales Playbook

After the generation and hand-off of leads, there may be no higher-contact area between sales and marketing than the sales playbook. Marketing develops this tool, primarily, and sales uses it on a daily basis, making it critical to both ends … Continue reading

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Quit Carpet-Bombing Your Email List – Get More Precise and Get Better Results

by Erika Alexander
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So, you have a decent-sized marketing mailing list. And you have a lot of things to say about what your company’s doing. Plus, you’re running nurture campaigns, and you have a big show coming up. That sounds like a lot … Continue reading

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Calling All Concerned Parties: the Collaborative Way to Build a Marketing Content Calendar

by Chris Bucholtz
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Ignoring the customer journey, even part time, is the equivalent of throwing money away. According to a 2014 McKinsey & Co. study, maximizing satisfaction with customer journeys has the potential not only to increase customer satisfaction by 20 percent but … Continue reading

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The Miracle of Creativity: Why Vendors Should Rejoice when Users Invent a New Use Case

by Chris Bucholtz
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At C3 2015, the customers were the stars of about half of the sessions. In some cases, they were reporting on how the performance of their businesses had improved using software to automate components of sales, marketing, learning or customer … Continue reading

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