As a senior executive for the past 20 plus years, I have literally read, edited, negotiated and signed thousands of contracts, from employment agreements to building leases, from software licenses to consulting contracts and everything in between. Each contract is carrying weight, albeit some more significant than others, in terms of expense, revenue or risk. But in all cases there was significance -- there was reason the contract was in place, and often times, countless hours of authoring, versioning and negotiating.Continue reading >>
On behalf of the entire Selectica team, we’re pleased to announce new investment in our social business including people, content, and tools. Every business is social – or simply put, relationship oriented – but each organization is at a particular stage of their social business transformation, according to Altimeter Group:
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Do you know the overall average of salespeople hitting 100% of their sales goals last year? It’s 60%—that’s according to a recent study posted on the Harvard Business Review. However, the number of salespeople who achieved one hundred percent of quota varied greatly by sales organization. The blog goes on and provides eleven more key sales metrics and the average for each.
Does this make you wonder how your sales team did compared to the average? How many deals do you have that just can’t seem to make it out of the sales funnel? Could you ameliorate your performance? The survey highlights an eye-opening observation that even the best sales team has over a quarter of its personnel missing sales goals. The real take-away here is that on average, 40% of most sales organizations are missing out on opportunities to grow the bottom line.Continue reading >>
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 >>