Lead to Money Blog - CallidusCloud

Lead to Money Blog RSS

The Past Predicts the Future: Anticipating Changes with Compensation

by Chris Bucholtz
TwitterFacebookLinkedInGoogle+PinterestEmail
Anticipating-Changes-with-Compensation-thumbnail

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 things for a specific amount of time. Since we know that works, it also makes sense to use the same concepts to encourage other behaviors. We explored this idea in a previous blog, which pointed out that the evolution of business is such that these older methods of compensating sales reps, while still valid, need to be complemented by compensation [...]

Read More

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

by Allison Levy
TwitterFacebookLinkedInGoogle+PinterestEmail
cpq-close-leads-thumbnail

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, many companies are still lacking the tools that help their reps get to the finish line. Every day I hear the same story: “The quoting process is completely manual, approvals take way too long and proposals take hours to create.” The end result: sales reps may have to deal with hours of manual work, going back and forth with managers, [...]

Read More

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

by Doug Erb
TwitterFacebookLinkedInGoogle+PinterestEmail
sales-finance-get-along-thumbnail

(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 sales and finance is the area of friction. Here’s Doug.) We all know that in sales there are often price concessions given to customers. This can be in many forms, from a simple discount to a more strategic B2B negotiation. In the latter case, sales may have to get approval from several people to allow for specific price concessions. This [...]

Read More

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

by Chris Bucholtz
TwitterFacebookLinkedInGoogle+PinterestEmail
Rescuing-Leads-from-a-Leaky-Funnel-thunbnail

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 reflects the fact that a minority of opportunities close. But it’s also a one-way metaphor – opportunities move down and through the end of the funnel. That single direction does a disservice to the lead generation and sales process, because as any modern marketing or sales pro knows, there are lots of directions that leads end up going. Leads can [...]

Read More

Sales and Marketing Alignment: the Wrong Goal?

by Dave Jackson
TwitterFacebookLinkedInGoogle+PinterestEmail
sales-marketing-alignment-customer-thumbnail

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 sales is a hot topic; a challenge that brings significant benefits for companies that master it. This is not a new phenomenon: back in 2010, Forrester research shows that only 8 percent of B2B companies surveyed say they have “tight alignment” between sales and marketing. The benefits of alignment are clear, according to MathMarketing. Companies with strong alignment of sales [...]

Read More

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

by Chris Bucholtz
TwitterFacebookLinkedInGoogle+PinterestEmail
the-Speed-of-Technology-thumbnail

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 for real-world activities. By simplifying business interactions to a basic level, it allows them to be transacted, analyzed and evaluated faster. That speed allows areas for improvement to be identified rapidly and permits flexible organizations to make changes to become constantly better. Speed is great. It’s a major competitive advantage. But is your organization culturally and organizationally prepared to handle [...]

Read More

Why Sales Should Get Excited About Marketing Automation

by Vinod Choudhary
TwitterFacebookLinkedInGoogle+PinterestEmail
Sales Should Get Excited About Marketing Automation

How does your sales team respond when they hear about an investment in marketing technology? They may be cautious but hopeful – it could result in more leads. They may be skeptical – if marketing isn’t delivering the leads they’re supposed to, why are they getting new goodies? They may be utterly disinterested – if past technology has not moved the needle on leads, why will this new investment be any different? And you can’t blame them for any of those responses. After all, most marketing technology has been added in such a way that actually reinforces misalignment. Most marketing [...]

Read More

Beyond Commission: Sales Behaviors You Can Drive Through Compensation

by Leslie Stretch
TwitterFacebookLinkedInGoogle+PinterestEmail
Beyond-Commission-thumbnail

I love motorcycles – not just riding them, but understanding how they are engineered and how they work. If you’re anything like me, that fascination has led you to do some maintenance or even repair work yourself. And if you’ve ever turned a wrench or tightened a bolt, the first time you worked on it probably included an awkward period of learning. Hopefully, you had a mentor who could help you as you fumbled through your early attempts to scale the learning curve. At some point, that mentor probably saw you using a tool for the exact wrong thing. Your [...]

Read More

Replacing the cold call: Driving Results with Marketing Automation and event-based calling

by Doug Erb
TwitterFacebookLinkedInGoogle+PinterestEmail
driving-result-with-marketing-automation-thumbnail

(Editor’s note: Doug Erb is the founder of Lanshore and an in-the-trenches marketing automation consultant. He’s seen the way marketing automation can pay off when it’s combined with a little imagination and a well though-out process. Like most sales or marketing technology it doesn’t replace humans in the selling process – it just allows them to do what humans do best better. Here’s Doug to explain a bit more.) I recently read all about how the cold call is dead and how unsolicited calling is futile. Although I believe there has never been a truer statement, we need to dissect [...]

Read More

Four Good Reasons That Sales Should Get Excited About Marketing Automation

by Chris Bucholtz
TwitterFacebookLinkedInGoogle+PinterestEmail
sales-marketing-automation-thumbnail

It used to be that the CMO perpetually had his head on the chopping block while the executive running sales had a little more confidence in his or her tenure with a company. Now, fast-forward 10 years, and the tables have turned: the average tenure of CMOs is 60 months, according to Forrester, but now the average lifespan of a sales leader is between 24 and 32 months, says SellingPower Magazine. What’s changed? In the past, sales leaders have been able to justify their existence with revenue numbers, while CMOs had to speak in broad, aspirational terms with few metrics [...]

Read More