If you are one of the lucky 135,000 people coming to Dreamforce 2016 in San Francisco on October 4–7, you know that choosing which sessions to attend (of nearly 3,000 scheduled) is a challenge.We have advice for sales operations and marketing pros who want to make the most of their valuable Dreamforce days: Check out,”… read more →
Assigning or re-assigning accounts to sales can be a controversial topic. Sales people inevitably become protective of their key accounts. In order to cause the least amount of disruption to the bottom line, you should go through the account assignment process as infrequently as possible or at least at the right time—when the least amount… read more →
According to research from KPMG1, 40 percent of companies want to change their HR structure in 2016. These changes might come in the form of creating an authentic company culture, building inspiring and engaging workplaces, or ensuring career development opportunities for employees. In just a few weeks, over 8,000 HR leaders will gather at HR… read more →
Repeat customers are the lifeblood of any business. Research by Adobe shows that though repeat customers account for only 8 percent of visitors to a typical e-commerce site, they generate 40 percent of all revenue. Statistics such as these are close to the heart of Mike Lemberg, VP of Finance at customer retention and growth… read more →
PwC is one of the largest professional services firms in the world that delivers tax, legal, audit, and consulting services. The PwC Belgium finance team, comprised of 40 people, is responsible for the budgeting process, financial compliance, and closing of the books on a monthly basis. When the team began to notice that their current… read more →
In any organization, salespeople are going to do what they do best—make money. But on their way to meeting quota, are they taking the company with them? Or are they leaving the company’s business priorities behind in the wake of their personal success?Companies invest a considerable amount in their sales organizations. In fact, according to… read more →
Unlike the old days where fishermen acted as both marketing and sales (they advertised by yelling their catch of the day at passersby, and then wrapped the fish up streetside)—today aligning marketing activities and sales objectives has been an ongoing challenge.Anaplan has overcome this hurdle internally by implementing its own platform to align with sales… read more →
Trimble Navigation Limited, best known for its GPS technology, has a multinational sales organization that operates in 198 countries around the world. With a globally dispersed sales force, Trimble faced several challenges, including real-time insights and an accurate sales forecast. To battle these challenges, Trimble tried multiple Excel-based systems in a variety of formats. Those… read more →
Most businesses fail to re-plan and re-align quickly enough to capitalize on (and let alone deal with) change. The constant torrent of changes that take them off their planned course is used as a reason for failure in every part of the business. “We had no way of seeing that coming” is a common phrase… read more →
Business is all about managing trade-offs. Yet Ventana Research finds that 58 percent of surveyed companies either have a limited ability or are incapable of measuring the trade-offs of plans in which they are involved. Reconciling the “top down” targets with the “bottom up” planning, no matter what the size of company, is challenging in… read more →
