Displaying articles, webcast archives, and management tools for the category "Configure-Price-Quote". Click here to see upcoming events for this category.

Webcast

Webcast • Sales Technology, Sales Operations, Analytics, Configure-Price-Quote

Enabling Advanced Pricing Analytics at United Rentals

December 06, 2016

United Rentals has 5000+ contractual agreements with its largest and most valuable customers. These agreements are primarily maintained by the sales team of 2000+ sales professionals who utilize Salesforce.com as the primary CRM platform. In addition to Salesforce.com the sales team is also he

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations, Configure-Price-Quote

Three Best Practices for Modernizing Lead-to-Money Processes

August 22, 2014

  Smart devices, cloud platforms, and mobile applications promise productivity increases for sales organizations. By 2020, 450 billion business transactions will take place on the Internet daily, and already mobile device sales are out-pacing those of PCs. But some sales organizations ma

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations, Sales Enablement, Configure-Price-Quote

Moving Proposals Online: Emerging Trends, Key Outcomes, and Best Practices

December 19, 2013

Proposals are a challenge for managers, customers and salespeople, our recent research suggests. Managers can’t get data on proposal activity, such as the number of proposals outstanding, and their status. Customers can’t understand overly-complex proposal documents, and salespeople c

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Webcast

Webcast • Sales Process Management, Sales Technology, Sales Operations, Configure-Price-Quote

Optimizing Sales Proposals and Quoting

May 06, 2013

Technology is enabling new approaches to streamlining sales proposal and quoting processes for sales organizations. This webcast offers instructive insights for firms working to improve proposal and quoting effectiveness. Key topics include a review of:   Technology’s

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research

Research • Sales Operations, Analytics, Configure-Price-Quote

Beyond the Price Waterfall

March 05, 2012

The Price Waterfall is a great tool for understanding the effect of pricing and discounting – but it’s only a starting point. It is of limited value if it is not preceded and accompanied by efforts directed at the other influences on the pricing operation. Properly link

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Webcast

Webcast • Sales Technology, Sales Operations, Analytics, Configure-Price-Quote

The Impact of Quoting Automation

February 09, 2012

Enabling the Sales Force, Optimizing Profits, and Improving Customer Engagement

Sales forces often stumble in providing proposals to customers. Offerings are increasingly complicated, and customers more apt to demand customized solutions; as a result, getting approved, accurate proposals in customers’ hands represents a real challenge to many firms. Many are addressing

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Webcast

Webcast • Sales Technology, Sales Operations, First Line Sales Management, Analytics, Configure-Price-Quote

Sales Leadership's Role in Managing Pricing

August 30, 2011

In this Sales Management Association webcast, we provide sales leaders with insight into common pricing related challenges, suggest ways to integrate strategic pricing principles within a sales management framework, and provide best-practice insight on leading firms' use of pricing to optimiz

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academic research

Academic Research • Sales Compensation, Sales Operations, Sales Performance Management, Configure-Price-Quote

Managing Salesperson Decisions that Impact Profitability

December 07, 2010

Research Findings from Florida State University's Dr. Leff Bonney

For most organizations, landing the major account is the ideal end goal for individual sales representatives, and the de facto definition of effectiveness for the sales organization. Yet focusing on account wins alone overlooks the importance of selling efficiency. Selling efficiency describes th

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