We've seen in the industry today the combination of a CRM platform with a CPQ and CLM is out-competing the competition. This is the future and we're helping our clients elevate to that next level.

There is huge potential for disruption with AI/ML, We know that today AI is already affecting sales in ways that help sellers to be more productive.

Neil shares his thoughts about some of the challenges facing companies from solving the alignment dilemma. Sales, Marketing & Customer Service coming together as One Team

ALTAVI has delivered an enterprise-grade Model N CPQ solution with bpm'online CRM that offers their clients the flexibility to handle any configurations from simple to complex. As a global B2B sales operations consultancy with core expertise in CPQ, ALTAVI helps their clients bridge the gap between business strategy and sales execution.

Sales Mentoring helps sustain business growth. What is a fruitful mentoring relationship? How does mentor/mentee relationship impact business success? Where to start and how to ensure you are effective?

What is digital reinvention? Why do companies need to undergo this process? What are some critical processes that can help jumpstart digital reinvention?

We proudly announce the official release of our bpm'online-Model N CPQ connector, now available on the bpm'online Marketplace. The connector enables bpm'online clients to deliver best-of-breed Configure-Price-Quote technology to Sales.

Did you know that 58% of customer loyalty is driven by their buying experience with you, as opposed to your product or service? See how modern quoting and contracting can increase customer loyalty by simplifying the purchase process for customers.

Sustainable success is about building the next generation of sales leaders to keep your organization moving forward. Learn from a veteran in this 20-minute podcast.

23 years of experience with sales transformations has taught Pete Mansel quite a bit about how to bring together the right people, and the right mentality, for success.

Dr. Terry Loe is Co-Director of the Center for Professional Selling at Kennesaw State; he shares his experience and philosophy about sales training. Read this if you want to recruit great sales reps or improve your onboarding or training processes.

Are sales quotes slowing down your sales teams? ALTAVI client Southern States faced this challenge head on, and has lived to tell about it (thrived actually). Join us for a live webinar with Southern States to see how they did it.

Barbara Giamanco hosted Pat Falotico for an in-depth, master class on servant leadership, and how sales leaders can bring out the best in their team members.

If you are trying to be more customer-centric, you really need to merge what you do, and how you do it, with what your customers want. It isn’t a question of should we do ERP or CRM, but rather, how do we do ERP with CRM.

If there is one absolutely critical function within sales, it is communication. It is weird how many organizations take this concept for granted, when the best organizations are constantly improving communications, and reaping real market growth. We have outlined some of the fundamental challenges of communication for B2Bs, and some of the best practices that are emerging to solve these challenges.

Altavi, Inc announced today their commitment to Sales Leadership as a Silver sponsor for Technology Association of Georgia's Sales Leadership Awards Ceremony. Don't miss Pat Falotico, CEO of Greenleaf Center for Servant Leadership. Seats are almost completely booked, so reserve your seats ASAP. More information...

There are plenty of amazing guides to sales metrics but not nearly enough that consider what sales operations should measure, and why. These metrics will show you how much sales operations can boost top-line and bottom-line revenues.

Sales Forecasting is fundamental to sales operations and for the entire organization. We talk about CRM, its abilities, its limitations, and its horizon on the forecasting conundrum.

How do the best sales organizations practice sales enablement? Is it a solitary function, or a part of sales operations? How do we define roles in a simple, intuitive way?

Sales Operations deals with sales process, not sales methodology. So you might be wondering why these two terms are mashed together in the title of this post. But the fact is, if Sales Operations isn’t involved with Sales Methodology, your sales organization is alienating customers. Here’s why.

No one can afford to hire an all star team, but it is even better when you can build your own.

Recruiting the best people and enabling them to succeed is one of the top priorities for a VP of Sales, but choosing the best sales reps can be a challenge.

We discuss some of the most popular processes for sales targets and present two ways to improve accuracy.

We continue to explore Sales Operations as this vital function redefines itself, this time, with a discussion of how Sales Operations can help the Sales VP and HR with compensation structure, including salary and commissions. This is a traditional role of Sales Operations but one that is vital to understand before you use technology to streamline.

Since Managing Partner, Steven Jameson, shared his Op Ed article on Working Toward a New Definition of Sales Operations our research team has spent countless hours searching for how Sales Operations is evolving. Sales Operations Budgeting is the first in a series of ten blogs as we explore What is Sales Operations in 2018, and what makes it different than historically.

Barbara Giamanco hosted ALTAVI Managing Partner, Steven Jameson, for a chat about the changing definition of Sales Operations.

Sales Operations has become known to executives as the most strategic sales function in the company because it improves the efficiency of the sales team. So what exactly is Sales Operations?

An Op Ed from Managing Partner Steven Jameson

In our holiday newsletter, we give thanks to our clients and partners, also delivering a sneak peak into some exciting developments in sales operations and our CRM services for the new year.

Three Sales Operations leaders weigh in on what they look for in new recruits.

Learn about CPQ and some of the differences between B2B and B2C Configure-Price-Quote.

Buyers expect convenient purchase interactions - even when buying complex products and services. Old premise-based proposal managers cannot provide the level of service that is required today, but there is a sales enablement tool that can help...

Technology Association of Georgia presents "Evolving Sales Operations: What's in Your Sales Tech Stack?" Register today to hear keynote speaker Steven Jameson and a distinguished panel of sales operations leaders in Atlanta. Be part where listeners will learn how to choose the right sales technology quickly and successfully to outmaneuver the competition.

Atlanta Association of Information Technology Professionals hosts its 11th annual CIO Roundtable, and ALTAVI is a proud sponsor.

Technology is not the dealbreaker... Learn what challenges most often cripple CRM deployments and how to solve them.

How business process and technology work together to create value has changed dramatically over the last ten years, but here is how VP of Strategic Research at Salesforce, Peter Coffee, looks at it.

Mutual dependence is a success factor for mid-market businesses. We begin to chart the path a business can take to ready itself for mutual dependence, using contracts to support strategic alliances and a stable growth trajectory.

7 Best Practices for Planning a CPQ Project is a collaborative effort between Model N and an implementation partner, delivering advice from real-world expertise with CPQ implementations. Read and download.

The inaugural meeting of the Agile Sales and Marketing Group began to set out the principles and assumptions of the group. Members agreed that interest in Agile Sales and Marketing came from a demand on businesses to pivot quickly in response to market forces that are accelerated by web consumerization.

John Kosar brings expertise with business transformation - organizing IT talent, Agile development, Sales and Marketing integration

A quick 30,000-foot view of Intellectual Property (IP) agreements - for manufacturing executives who want to leverage 3rd party contracts.

Manufacturers are "cheating" by relying on strategic alliances instead of slower, capital-intensive, structured agreements, such as M&A. The trendsetters have already proven that some of these alliances are more valuable than others.

Contract Management software vendors have a specific idea of process, and businesses need to take a broader, more thoughtful viewpoint to deliver strategic capabilities to their business. Low-hanging fruit is not always ripe.

Contract Management software (CM or CLM) changes the role of contract managers, but some important elements of the job will remain the same.

If only business technology were as simple as consumer technology! We pursue this "grass is greener" mentality to its natural conclusions, showing how competitive advantage is remarkably easier to achieve in the current state of the business technology market than it would be if you had everything you think you want.

The need to differentiate on quality, speed-to-market, and efficiency is causing manufacturers to centralize contract management.

Contract management processes are shifting from a silo-centric to a process-centric approach in order to accommodate the new speed of business.

This article kicks off ALTAVI's "What Is Contract Management" series by defining the scope and market for Contract Management (CM) and Contract Lifecycle Management (CLM).

Contract Lifecycle Management (CLM) is a different kind of business technology niche, where consultation and customization services add more value than software. When looking for a CLM, look for a great services partner first, not a vendor.

Proposal Processes are critical for maintaining trust with prospective buyers, setting the stage for profitable, long-term engagements. Learn how to digitize proposal processes while increasing the consistency and trustbuilding during the last stages of the sales cycle.

Delayed approvals can damage Sales metrics, reputation, and employee morale. We explain why pricing arguments are becoming increasingly common, as well as how to solve them.

Manufacturers who are investing in Operations should make sure Sales is not the real bottleneck in Customer Responsiveness.

A retrospective analysis of VP Mike Kephart's experience with an antiquated proposal generation process

A story about one B2B's missed opportunity exemplifies a common problem for mid-sized businesses in accelerating markets and shows how CPQ can be integral to the core business strategy.

Sales enablement tools are automating much of the work that goes into B2B sales quoting and proposals, as well as the contract management lifecycle. But how far can this technology take us? Is dealmaking almost gone for good?

SAP is still playing catch-up on customer service and Sales. Learn how mid-market SAP users can have the best of both worlds by easily integrating SAP ERP with Sales Cloud®.

Learn about an often overlooked Sales Operations function that has an unexpectedly large influence on customer satisfaction.

When Salesforce, Inc. acquired Steelbrick, Steelbrick became the “go-to CPQ solution” for Salesforce users - at least for SMBs. Larger B2Bs in the upper middle market and enterprise are asking why Salesforce has not also acquired a CPQ designed for them too. The more important question is: will Salesforce acquire an enterprise-grade CPQ? Will they create one seamless CPQ that could scale from SMB to multinational? Will this happen within the next couple of years?

Find out how CPQ helps the Sales Rep sell more, sell better, and do less busy work.

Learn how to structure IT investments like CPQ to capture sustainable reductions in SG&A. We use Model N’s Revvy CPQ as a best-of-breed case.

Middle Market best practices to successfully deliver enterprise-grade CPQ software.

Don’t miss our thorough review of CPQ implementation for the middle market. In this blog, we discuss Salesforce-Native CPQ Vendors on the market in 2016 and explain why one vendor meets our expectations. Later this month, we will do a thorough review of a successful CPQ implementation and post-implementation. *This article series is not sponsored by Model N or any subsidiary.

A working paper by Rand Labor and Population concluded that when the segment of the population above 60 grows in proportion to other segments, productivity does not grow as quickly. That’s obvious. But evidence suggests that the drag on productivity growth only partially comes from the drop in productivity for aging workers themselves, pointing to a broader impact on the working community; experienced workers leave, and they take their experience with them. We conclude with a brief look at how sales organizations can counteract the negative impacts of aging on workforce productivity.

We interview President & CEO of the Atlanta Center for Self-Sufficiency about how her nonprofit has grown new capabilities with Salesforce.

Moving unstructured data to a structured environment underscores the processes, values, and culture of the organization. Discover how a coordinated data strategy can bring your business together.

Sales Operations is not a new business practice; it is a transfigured one. Replacing the traditional efficiency decisions of the 90s, post-CRM Sales Operations is now generating some of the most impactful strategic wins in 2016.

ATLANTA, Ga., Apr. 20, 2016 – ALTAVI, Inc., a sales operations consultancy and implementation partner, announced today that Mike Kephart has joined the company as Vice President of Sales and Marketing...

ALTAVI announces its first consultative offering to boost Sales efficiency and effectiveness through Sales Operations.

Finally: a way for companies with extremely complicated, customized products to implement a CPQ system.

…we wanted a tool that would “seamlessly integrate with Salesforce.com.”

Part III of our Revvy CPQ Process Series – Learn how developing a prototype can boost user buy-in.

Steven Jameson received the Atlanta Center for Self-Sufficiency (ACSS) Chairman Award, “…given to an organization that has partnered in a significant way with our agency…someone who has been able to add value to our business.”

Widespread adoption is key to a value-generating CRM, and not only for the data reporting. We discuss 3 simple change management principles to guide your implementation efforts.

Fortunate or unfortunate, the fact is: Few stakeholders will enjoy learning how to use a CRM. That does not mean CRM is evil, or any more evil than the construction site down the street. But it does transform planning a CRM implementation from a technical quandary into a human-design challenge. Knowing that rollout will face

Sales trainings can focus too heavily on one methodology when a more flexible approach is necessary. The Challenger Methodology is no exception.

ALTAVI announces partnership with bpm’online in new CRM implementation offering for the middle market.

The B2B purchase process has changed. Learn how sellers can retain control of the purchase decision journey.

In B2C, it is widely accepted that the “selling cycle” has become a “buying cycle.” Consumers are more likely to shop online where they control the process. Some would argue that B2B is different; sellers still have control and will always have more control. We take a look at 4 common objections, analyzing their degree of truth and falsehood.

Make-to-order manufacturers are often conflicted between giving control of customer service to Sales or Operations. Customer Relationship Management (CRM) solves this conflict by delivering a fully transparent process with objective rules, so everyone controls precisely what they need to control.

Operations and Customer Service fail to deliver when they are not synchronized on pricing. ALTAVI partners share their experience at a global B2B — how CRM significantly reduced billing disputes by correcting one simple communication error.

Technology changes how we understand an organization, moving from the more abstract structural models of yesteryear to a dynamic, process-driven understanding of how an entity executes the strategy.