3 Ways Salesforce CPQ Helps You Sell More, Profitably

Posted by Pete Thurston on Jan 2, 2018 5:03:14 AM


This blog content was taken from our customer webinar "Is Salesforce CPQ Right for You?". Watch the webinar recording. 

Before we dig into the specifics, let’s quickly define CPQ:
Configure Price Quote (CPQ) software helps sales reps define and quote complex and configurable products/services with numerous and dynamic variables.

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Topics: Services

3 Keys to Driving Salesforce Adoption

Posted by Craig Probus on Jul 18, 2017 10:01:10 AM

 

Salesforce.com is a tool, and tools are meant to make life easier. So if nobody is using your shiny new Salesforce.com instance, then it’s very likely that it’s not making people’s lives easier.

It's hard to address and improve low adoption without a strong understanding of how you got to where you are.  As you're starting to think through how to tackle this significant problem (or how to prevent it if you're just getting started with Salesforce.com), there are three major areas of focus.

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Topics: Services

3 Red Flags Your Salesforce is Not Optimized

Posted by Craig Probus on Jul 11, 2017 9:07:57 AM

 

As your business evolves and grows, it's important to make sure that your Salesforce.com implementation continues to align and work properly. But you're busy, and Salesforce.com is an intricate system with many parts, so it can be hard to know where to look for potential problems. Here are three red flags to watch out for that can let you know when your Salesforce.com implementation is not optimized. 

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Topics: Services

2017 Cloud Computing Conference in San Diego

Posted by Jay Racanelli on Jun 23, 2017 9:19:26 AM

Our Co-Founder and Chief Business Technologist, Craig Probus, will be speaking at the Cloud Computing Conference to 400+ IT professionals about "The Salesforce you don't know… and why you should.".  Craig will explain how Salesforce.com can add tremendous value across the entire customer lifecycle, beyond sales and marketing--including delivery, client services, and financial reporting.

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Topics: Services

How Lazy Sales People Sell More: What Smart CEOs Know (Part 2)

Posted by Andreas Schenck on May 23, 2017 7:00:00 AM

In part 1 of this blog series, I discussed how top performers are more deliberate and more customer focused than their compatriots. Let’s continue to analyze why "lazy" sales people are so successful and how you can apply these skills to make the rest of the team better. 

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Topics: Services

Stress Testing Your Salesforce Code: Why, When & How

Posted by Daniel Pulache on May 18, 2017 11:31:10 AM


There is only so much one can do when testing code in Salesforce.com. When it comes to testing code, there are manual tests, unit tests, and bulk tests. The importance of each test comes down to the specific scenario the code is covering. Regardless of what scenario one is testing, the code should always be bulkified. This blog emphasis on the importance of bulk testing, rather I would call it stress testing, and how to do it. 

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Topics: Services

How Lazy Sales People Sell More: What Smart CEOs Know (Part 1)

Posted by Andreas Schenck on May 3, 2017 9:03:00 AM

 

Lazy sales people sell more? That seems wrong. It’s not, let me explain:

Some of your most successful sales people work a lot. And those same employees also garner an over-proportional share of the business won in your company. It is not uncommon for the top 30% of your sales team to achieve 70% or more of the results. To achieve that, top performers don’t rely on working more hours. In fact, per transaction they often work less since they avoid feel-good sales activity, a common go-to strategy of the average sales person who mistakes activity for progress. Top sales performers are more deliberate, more surgical and more customer focused than their compatriots. Let’s analyze these points so you can apply the “lazy skill” to make the rest of the team better.

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Topics: Services

The Key to Being an Exceptional Salesperson

Posted by Brent Bonine on May 10, 2016 10:00:00 AM

I’ve spent the past couple of decades in the field of sales. I’ve been around long enough to have learned a few things and I’ve come to understand that experience can be both a blessing and a curse. The blessing comes from the experiential knowledge that is gained from each sales engagement. The curse comes from getting comfortable and not recognizing when the game has changed.  

Sales, like every profession, is radically different today than it was just a few years ago. Unfortunately, many companies have been slow to recognize the change and have failed to help their salespeople adjust to the new way - leaving companies and salespeople frustrated by disappointing results.

To understand what has changed, let’s look at how sales has evolved over the past 20+ years. 

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Topics: Services

Your GTM Plan - The Foundation to Building Your Revenue Strategies

Posted by Nick Hofer on Apr 12, 2016 12:21:24 PM

Recently, my colleague Andreas Schenck wrote about the importance of having a Go-To-Market (GtM) plan. It should come as no surprise that I couldn’t agree more! In his blog post, Andreas provided several tools that are helpful to establish the direction and strategies for your company. I’m going to elaborate on these strategies and provide some steps to help document and capture your GtM plans to articulate and communicate the strategy across your team.

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Topics: Services

What smart CEOs know: Want more sales? Focus on your Go-to-Market strategy first!

Posted by Andreas Schenck on Mar 22, 2016 10:40:00 AM

When sales are not where they should be, one common “solution” to dealing with lackluster or unprofitable growth is to replace members of the marketing and/or sales team. This often does not have the desired effect since the root cause for lower than possible revenue growth frequently lies in the company’s strategic approach. As the CEO, that’s your action item to address. In this blog, I want to share some simple and tested methods to build a go-to-market strategy that allows your Marketing, Sales and Account teams to rock!  

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Topics: Services

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