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The End of the Apple-IBM Feud Gives Marketers Hope

by Jen Kling
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Last week the tech world was stunned by an unexpected landmark deal between Apple and IBM, ending a 30-year rivalry started at the dawn of the personal computing age. The unexpected partnership creates a marriage between the giant in personal computing and the giant in enterprise computing and services to capitalize on the increasingly mobile workforce. Perhaps the deal would never have materialized under Steve Jobs, given that he has dissed Big Blue many times be it in magazine interviews, advertisements, and even by flipping the finger at its logo. But that’s another matter altogether. This path breaking deal shows [...]

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4 Tips to Raise the % of Sales Reps Making Quota

by Eric Brown
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“Do more with less,” was the common refrain during the Great Recession of 2008. But there’s only so much you can do with LESS. How long will reps make quota if you constantly cut back on training, coaching, and enablement? In the years of the recession the percentage of reps making quota steadily rose through 2009, 2010, and 2011, until it plateaued at 63% in 2012 and finally dropped to just over 58% in 2013, says data from CSO Insights. This underlines the fact that there’s only so much productivity and efficiency that a rep can achieve while constrained for [...]

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Give Your Sales Reps a Lil More Netflix

by Gina Erle
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Last week the Emmy nominations for 2014 were announced and although many different shows were nominated from a variety of networks, one network (well, it’s not really a network) stood above the rest: Netflix. Unless you live under a rock I’m sure you’ve heard of Netflix’s current hit shows “Orange is the New Black” and “House of Cards”. Both shows together racked up a total of 31 Emmy nominations for Netflix, a very impressive number for the on-demand content streaming provider. These shows stand out over the regular cable networks not only for their concept, writing, and acting, but for [...]

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Predictive Analytics Can Transform Marketing

by Hannah Hanrahan
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Advertising genius, John Wanamaker famously said, “Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” Decades later, this statement rings true across advertising and marketing and may even have inspired much of the innovation driving predictive analytics, data science, machine learning, and its application to marketing. A key factor to success in demand generation is ensuring lead qualification teams are not only fed enough leads, but are also able to quickly sift through leads and spend time on those most likely to turn into business. Unfortunately, like Wanamaker, lead qualification teams often [...]

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Want to Clone Your Best Sales Reps?

by Poornima Mohandas
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Who said cloning is only for sheep and pigs? While Dolly the sheep did not survive past her sixth birthday and cloning technologies are not efficient enough, just yet for humans; there are technologies out there that can help clone the best behaviors among humans. And you could apply it to your high-performing sales reps! High-performing, high-energy sales reps who easily impress today’s educated customers and quite naturally close million dollar deals are an asset to every organization, but unfortunately they don’t come in droves. They are few and far between. All organizations treasure and pamper these target busting reps [...]

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Where Are You With Your SPM?

by Christine Dorrion
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As head of sales operations I constantly work to drive efficiencies within my sales organization and advise customers on the same. Along the way, I’ve noticed something that never fails to shock me: even very high-tech large enterprises often rely on largely manual Excel-based systems to manage their sales reps’ commissions and compensation. Needless to say such systems are slow, reactive, and only tackle immediate challenges; they are not really forward looking and fail to successfully drive model selling behaviors. No matter how convenient Excel may seem, don’t let your sales folks be stuck with something so yesterday. Of course, [...]

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World Cup Marketing Lessons – The Capitulation of Brazil and Channel Marketing Success

by Giles House
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Channel Marketing Success

On Tuesday, host nation Brazil suffered the worst drubbing in 94 years in the highest scoring World Cup semi-final. Without their talisman Neymar and of course their captain Thiago Silva, the Brazilians seemed to lack focus and strategy. Meanwhile with classic German efficiency, opportunities for goals were easily converted, records were made, and Brazilian hearts were broken. While the pain from the defeat is still fresh, how do we learn from this debacle to ensure our channel partners are inundated with plenty of scoring opportunities? In the post-recessionary world the partner universe has become more competitive as you compete for [...]

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Are Your Sales Reps Ready for a Digitally Evolved Marketplace?

by Eric Brown
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Years ago, the sales rep was the primary source of information for the customer. The customer looked to the sales rep (and at times, their peers in competitors) to educate them. Those were simpler times, when sales reps could regulate the flow of information and control the sales cycle. Today, customers get on the Internet and educate themselves on business problems, products and solutions, read independent reviews, join communities, and consult peers all in a matter of minutes. This has hidden a large chunk of the buyer journey from you, impacted how you communicate with the customer, at times even [...]

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How to Build a Sales Acceleration Machine

by Jen Kling
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What is a sales acceleration machine? And more importantly, how do you make one at your organization? To put it simply, it is a smooth and well-oiled mechanism between marketing and sales that facilitates working leads through a clearly defined step-by-step process till they turn into revenue. Highly integrated sales and marketing teams achieve higher revenue goals. According to Demand Metric, 80% of companies that have highly integrated sales and marketing teams achieve revenue goals as against only 36% of companies that achieve goals when there is zero integration. It’s clear from this statistic that sales and marketing integration is [...]

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What Sales and Marketing Can Learn From the US World Cup Team

by Giles House
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The US team has played some excellent football so far at the World Cup against (on paper) very strong opposition. Sunday’s game was a rollercoaster of emotions, but nevertheless a result the team would have taken at the start of the tournament.  The US have a great chance of getting through today which will do wonders for the popularity of the ‘beautiful game’ in America. In fact, Sunday’s riveting game, viewed by 24.7 million people was the most watched football game in US history. Quality performances can deliver high returns. The story is little different between sales and marketing, which [...]

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