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.

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.

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.

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.

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

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

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.

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.

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.

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

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.

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?

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.

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.

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.

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.

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.

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