Other blogs in this CPQ series have identified and quantified potential benefits of adding Configure, Price & Quote (CPQ) capabilities to your CRM implementation. This blog deals with you not doing so; what if you simply don’t?For starters, you’ll have plenty of company. According to...

Two Things You Don’t Know About CSO Insights’ ResearchEven if you participated in the first survey Jim Dickie conducted back in 1994, and in each year’s surveys since then, we’re doing two things differently in our 2017 World Class Sales & Service Study.First, we’re breaking...

Too often, when top performers are asked what makes them successful, they’ll say something like, “I’m lucky and I’ve got a good territory.” Seriously? This may be false modesty, an unwillingness to share their “secret sauce,” or they—or more likely, their managers—may just not have...

In “My Big Fat Greek Wedding,” the father of the bride solves all problems with Windex. Arthritis in your shoulder? Spray on Windex. Detailing your car? Spray on Windex. It was one of the most blatant, outrageous and creative product placements you’re likely to find...

Heads up, people of Earth: The robots are coming for you. Not you personally – just your job. What happens to you at that point, with your current job gone and no possibility, ever, of a future job, is anybody’s guess.Whether the threat to our...

In prior weeks we presented the Sales Relationship Process (SRP) Matrix as a roadmap to get from your sales organization’s current state to where it needs to be two to three years from now, along with data supporting why higher levels of process implementation are...

In the previous blog we discussed the Levels of Relationship Pyramid, benefits that accrue as you move up through the levels and skills needed at each higher level. If you are not already aware, these five levels also comprise the vertical axis on our Sales...

Last month we told you about the imminent launch of our 7th annual Sales Compensation & Performance Management study. Well, it’s up and you still have time to participate before the report’s release next month (9/24/15). Those completing the survey will receive the report and all charts as...