Sales Enablement

Every few years, a new “sales fad” comes along that sales organizations jump into headfirst. Companies indoctrinate their reps into the latest “proven methodology” in hopes of finding that silver bullet to sales performance excellence – only to find (like dieting) that there is none.

Sales performance management (SPM) and incentive compensation management (ICM) provider Callidus Software has acquired sales enablement portal provider iCentera.

At our recent Summit, we shared data that confirmed what many of our clients have been telling – that their reps are invited into the buying process later and later as buyers become better educated by doing more research before ever calling on a rep. This is particularly true in the case of today’s senior-level […]

We see salespeople playing three key roles during the sales cycle: domain expert, strategic orchestrator and risk alleviator. In some sales cycles, the rep may play multiple roles; in others, none of these roles may come into play. Sales and marketing leaders need to understand: 1) where these roles are needed in their sales cycles […]

The arrival of a new year understandably compels people to think about starting anew. For me, the advent of 2011 meant sudden motivation to remove the clutter from my home office. First challenge: Wrestle with the mounds of files and papers that permeated the space. 

Given the requests we receive from the market at large for social marketing data, we’d like to share some of our recent findings. In a world where buyers look to take control, push decisions “down the value chain” and make it all about product, how do you climb higher in their organizations and sell solutions to senior-level executives?

With social media, it’s no longer a question of can you measure, but do you. And measurements that merely communicate the number of followers and fans, and how much they post, does little to demonstrate the impact social media is having on your marketing efforts.