TechnologyAdvice Blogs:

Sales

The Anatomy of a Successful B2B Sales Team

Successful B2B sales teams come in all shapes and sizes, from startups where the CEO is also the head marketer and the sales department to enterprise sales teams that require multiple tiers of account strategists and customer service reps. Depending...

Managing SaaS Metrics Throughout the Company Lifecycle

As software-as-a-service (SaaS) companies scale, investors will want access to a variety of key metrics in order to fully understand organizational health. The importance of these metrics changes throughout the company lifecycle, as do the underlying...

How CPQ Software Can Improve Sales Success

Back in 1975, I graduated from college into a $4,900/year job preparing documents for microfilming. At the same time, my best friend left academia to start with IBM as a sales trainee. My training took roughly 20 minutes. Within half an hour, I was...

Why Prescriptive Insights Are Redefining Sales Intelligence

Sales intelligence — the ability to use data to inform key decisions, coaching opportunities, and prospect profiles — has fundamentally changed the profession. As data and technology mature, the ready availability of sales intelligence has...

Building a Quote-to-Cash Process

A 2012 study by Capgemini found that streamlining the quote to cash process was responsible for a 35 percent reduction in wrong or duplicate orders, and a 15 percent increase in sale volume for reps. The exact steps and their breakdowns will differ...