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Software Functionality Revealed in Detail
We’ve opened the hood on every major category of enterprise software. Learn about thousands of features and functions, and how enterprise software really works.
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Visit the TEC store to compare leading software solutions by funtionality, so that you can make accurate and informed software purchasing decisions.
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 sales effectiveness


The Impact of CRM and Sales Process: Monetizing the Value of Sales Effectiveness
To work through all the issues necessary to improve sales performance, executives have a number of options for leveraging people and knowledge. However, an area

sales effectiveness  Monetizing the Value of Sales Effectiveness To work through all the issues necessary to improve sales performance, executives have a number of options for leveraging people and knowledge. However, an area that shows significant potential for helping sales teams meet or exceed their goals is the effective alignment of sales process and technology. Executives looking to optimize performance should consider this approach to achieve their goals.

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Software Functionality Revealed in Detail

We’ve opened the hood on every major category of enterprise software. Learn about thousands of features and functions, and how enterprise software really works.

Get free sample report
Compare Software Solutions

Visit the TEC store to compare leading software by functionality, so that you can make accurate and informed software purchasing decisions.

Compare Now

Configure Price Quote (CPQ)

Configure, price, and quote (CPQ) solutions (sometimes known as quote-to-order, or Q2O, systems) help drive sales effectiveness by supporting configuration and pricing activities and the generation of quotes that occure during the sales process. CPQ solutions create accurate and professional sales quotes for complex, custom-engineered or customizable products while streamlining core processes and lowering costs. Common features of CPQ software include product catalog and pricing functionality, product visualization, and support for channel sales.  

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Documents related to » sales effectiveness

CallidusCloud: Rounding Out Its Sales Effectiveness Suite


CalidusCloud (formerly Callidus Software) has, in a relatively short time frame, significantly changed its composition and complexion. The vendor is at the forefront of technological advancements in sales performance management (SPM) and sales effectiveness management, and for more than 15 years has been helping businesses increase revenue by aligning sales and marketing. TEC principal analyst P.J. Jakovljevic takes a closer look.

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Best Practices of the Best-run Sales Organizations: Sales Opportunity Blueprinting


To move your sales team to the next level, you need to find answers to several questions. For example: How do you determine which customers provide the best opportunity for a successful sale? Can you develop and present a comprehensive view of your value position to a prospect? What is the role of IT in driving a best-run sales organization? Find out how leading companies have answered these questions—and how they excel.

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Sales Performance Management: Maximize Profits with Comprehensive Sales Processes


In a productive sales force, salespeople concentrate on acquiring, growing, and retaining profitable relationships within their account bases. To achieve this level of sales efficiency, you need a sales force automation (SFA) system that manages pipeline performance and territory alignment, and analyzes customer relationship management (CRM) data. Learn how a SFA solution can help you sales force excel.

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Aligning Sales Territories to Enhance Sales Productivity: Improving Customer Relationships in a Tough Economy


In a tough economy, retaining customers and reducing costs become paramount, and sales force productivity takes center stage. You should also be thinking about territory alignment: territory management directly affects customer relationships and the ability to tailor your approach to various market segments. Learn how to optimize territory alignment with the right set of tools, and overcome sales process obstacles.

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The Web-Enabled Sales Process


Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed buyers delay sales contact and pre-qualify solutions via the Internet. Sales can leverage this medium by understanding the buy cycle to deliver value and begin an influential on-line relationship.

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Global Leader in Destination Resort Sales and Marketing Delivers On Corporate Vision and Increases Sales


Founded in 2001, Playground is a destination resort sales and marketing company headquartered in Vancouver, British Columbia (Canada). The worldwide success of Playground is based on intellectual property—including information about resorts, selling history, target markets, prospects, and past customers. How does it capture this information and use it—safely and securely—to help sell and market real estate?

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Global CRM: Managing the Multinational Sales Force


Customer relationship management (CRM) solutions have changed. What was once used to help sales personnel maintain records of contacts, sales-related activities, and individual team progress has now become so much more. But since CRM is now intertwined with other sales management solutions, it has left businesses that have implemented it in a bit of a quandary when it comes to the global sales market. Find out why.

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The Future of Sales Performance Management


Sales managers have faced the same challenges since long before customer relationship management (CRM) applications were invented. However, new tools and technologies are making their jobs easier. The future of sales performance management is integrated with CRM and social collaboration. It helps managers provide real-time coaching and motivation in context to drive better sales behaviors and, ultimately, better sales results.

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5 Ways to Improve Outbound Sales Performance: Best Practices to Increase Your Pipeline


There’s a quality-based prospecting approach that is gaining traction among sales professionals these days. It’s not about finding someone willing to listen to you; instead, it’s about finding someone who wants to collaborate with you. The goal becomes about developing relationships that can yield ongoing results. By applying the strategies in this paper, you can transform the dynamic of outbound sales.

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Delivering Efficient After-sales Service in IM&C Companies


After-sales service represents a significant opportunity for industrial machinery and components (IM&C) manufacturers. Profit margins for service operations can be higher than those for core manufacturing activities. And providing exceptional after-sales service creates substantial opportunities for cross-selling and solidifying customer loyalty. Discover ways to streamline and align your company’s service operations.

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