During Dreamforce last week, we hosted a session with guest speaker Peter Ostrow of the Aberdeen Group. The key message: the lead-to-win best practices enabling today’s best-in-class sales organizations to close more deals more often are made possible with configure price quote (CPQ) and contract lifecycle management (CLM) software.Continue reading >>
Last year, guided selling was the hot ticket item at Dreamforce for a very important reason—sales reps weren’t spending enough time selling, and when they were selling, they weren’t being as effective as possible. They simply didn’t have the right tools.
This year, the problem is still a huge struggle for companies of all types and sizes. With both a need and desire to outsell, outpace, and outperform the competition, the solution many companies turn to is configure price quote (CPQ) software, and it’s why CPQ garnered so much attention at this year’s event.Continue reading >>
When you leave Dreamforce, you’ll likely have a solid idea of the improvements you want to make within your sales team. What you’ll need in order to make those changes are first-hand accounts and expert knowledge of how it’s been done, and done successfully.
From the latest product and technology updates, to insider tips, expert panels, and best practices, the sessions at this year’s Dreamforce will give you just what you need (and then some) to take sales to the next level. But with more than 1,000 expert-led sessions, how are you supposed to sort out which you have to attend?Continue reading >>
With just three weeks left before Dreamforce 2013 kicks off, it’s most definitely time to start thinking about which sessions you want to attend. And, if you haven’t already done so, start registering for some of them, because they fill up fast.
Earlier this month we released our Dreamforce Essentials Kit for Sales Leaders, and in it we highlighted ten must-attend sessions. Included in that list was our very own session which we now have more details to share with you.Continue reading >>
What’s your plan for Dreamforce this year? Why are you going? What do you want to learn? What do you plan to do with what you learn when you return home?
You’ve probably already bought your pass and booked accommodation, so you don’t have to worry about justifying the spend to your boss any longer. But, it would probably be a good idea to bring back a few useful bits of knowledge to improve your team and help your case for next year’s event.Continue reading >>
Dreamforce, Salesforce.com’s annual user conference, brings together tens of thousands of industry professionals to learn, share, and connect. And this year, with Salesforce.com’s “Customer Company” theme, we’ll all be learning and sharing how to become better customer-connected companies.Continue reading >>
We very recently wrapped up our “Think CPQ” blog series where we looked at five business challenges faced by today’s enterprises, and highlighted how configure price quote (CPQ) solutions like Selectica CPQ solve them. There was no way to cover every use case out there, but there’s one I thought could have been included for companies who, like Selectica, do not manufacture or distribute physical goods. I’m talking about software companies.
Even though it may seem like software isn’t complex, speak to your sales team and you’ll find out firsthand. A recent Aberdeen Group report showed enhancing your sales process with CPQ results in 28% shorter sales cycles and 26% more reps achieving their quota, suggesting the ROI gained from implementing the sales tool is highly observable, even for software companies. While not a physical commodity, there can still be a high degree of inherent complexity within the process of selling software which, once automated, will mean greater success for you.Continue reading >>
To successfully grow your business, you need to consider the impact of growth on each area of your company. When it comes to your growing sales organization, there are some things your team simply won’t be able to manage with its existing processes, methods, workflows, and solutions. But where you may come up short, configure price quote (CPQ) more than picks up the slack.
Every company that sells products or services, tangible or not, can benefit from CPQ. Furthermore, companies that struggle to cope with a complex sales process—implementing a multi-channel sales strategy, quickly and accurately getting quotes to customers, or effectively selling a full range of product and service combinations—stand to benefit even more as their many challenges are tackled by CPQ.Continue reading >>
Regardless of size, industry, and region, there are a few things all businesses have in common. For one, they all operate based on a foundation of contracts. Would you agree the same holds true for your business?
Recently, I read an article in the Texas Bar Journal entitled “Why You Should Want a Contract Management System” in which author Jason Smith of Duff and Phelps posed five important questions for companies still managing contracts manually (think emails and spreadsheets). If your company is doing the same thing, then listen up.Continue reading >>
To say that an initial public offering (IPO) is one of the biggest events your company will go through is an understatement. As Selectica’s Chief Marketing Officer, Kamal Ahluwalia, recently put it, “IPOs are the equivalent of your coming-out party, Bar Mitzvah, wedding, and birth of your firstborn. Combined.”
In addition to the rewards, “going public” also carries risks—once public, all your mistakes are public too. That’s why transitioning gracefully through an IPO requires more than just hard work, it requires the right tools. And whether you knew it or not, configure price quote (CPQ) is the solution that will not only navigate you through a successful IPO, but set you up for success after success.Continue reading >>