Recent Posts

A Magic Bullet For Your Quoting & Ordering Process: App Mavericks

A Magic Bullet For Your Quoting & Ordering Process: App Mavericks

The rumors are true: I have a little crush on CPQ. I’ve seen AppExchange configure-price-quote products rocket our customers to success by streamlining their sales process, dispatching consistent high-quality quotes, and making renewals and add-ons super easy. So naturally I jumped at the opportunity to interview Quosal in the most... Read More»

5 Sales Counter-Tactics When Negotiating with Procurement

5 Sales Counter-Tactics When Negotiating with Procurement

Over the past few years, procurement departments have become more powerful, more sophisticated, and at times seem dead-set on commoditizing every aspect of our solutions. For sales professionals, sales negotiations with Procurement is an ongoing struggle of dealing with third party negotiators, blind RFP’s, reverse auctions, commodity pricing, and hardball... Read More»

The Marketing Cloud January '15 Release Is Here

The Marketing Cloud January '15 Release Is Here

We are excited to announce that the first Marketing Cloud release of 2015 is officially live! There are many new and exciting features that you should know about. We are making tremendous progress on delivering on our vision of a fully integrated Marketing Cloud that helps marketers optimize and manage... Read More»

Accountability Means You Win Big or Try Again

Accountability Means You Win Big or Try Again

Marie, VP of Marketing, predicts that she can increase conversions to sales by at least 40 percent. She wants to conduct a series of disruptive experiments that make everyone nervous. Scott, VP of Sales, is especially on edge. The lead-to-contract rate is already a respectable 7.1 percent for this not-so-new... Read More»

"How to Make Your Road Warriors More Productive" A New Salesforce E-Book

"How to Make Your Road Warriors More Productive" A New Salesforce E-Book

“The most dangerous place to make a decision is in the office. You need to make the decision where the customer is.” –Ulrik Nehammer, CEO, Coca-Cola Germany As competition in your industry increases, it is more important than ever for your sales team to be performing at 100%. Salespeople should... Read More»

Data Democracy: Ready to Transform Business

Data Democracy: Ready to Transform Business

The barriers that have stood between business data – and the true value it holds – are finally coming down. Access to data is finally being democratized within organizations. The access costs and operational and IT silos are coming down, and for the first time any collaborative team, virtually anyone... Read More»

Scaling Growth with a CPQ Solution from the AppExchange: Connected Leaders

Scaling Growth with a CPQ Solution from the AppExchange: Connected Leaders

When Lars Nilsson joined Cloudera as VP of Field Operations, he did what great leaders do: he identified the biggest pain points preventing his sales team from performing at 100% then implemented solutions to eliminate them. For Cloudera, one of those pain points was fast growth and its impact on... Read More»

Small Business Spotlight: How You Can Look Like a Big Fish in a Big Pond

Small Business Spotlight: How You Can Look Like a Big Fish in a Big Pond

A version of this post originally appeared on wired.com. Small businesses face a David and Goliath like situation each day. How do you take on big, well entrenched competitors and win? A great idea can only take you so far. In today’s crowded landscape, companies of all sizes are vying... Read More»

We Surveyed 5,000+ Marketers. Here's What They Said About Marketing in 2015

We Surveyed 5,000+ Marketers. Here's What They Said About Marketing in 2015

Looking for real data on the future of marketing in 2015? The 2015 State of Marketing survey asked marketers about their budgets, priorities, channels, strategies, and metrics this year. More than 5,000 marketers responded about the day-to-day and strategic concerns that they face. They answered questions including: Where will you... Read More»

4 Ways to Empower Your IT Service Management: A New Salesforce E-Book

4 Ways to Empower Your IT Service Management: A New Salesforce E-Book

Technology is driving much of the innovation in business today. As a result, the potential for IT departments to make a major impact is bigger than ever. Yet challenges abound. As businesses and their customers rely more and more heavily on technology to do their jobs, the pressure is mounting... Read More»