Help your channel partners cast a wider net – selling more by quoting quickly

Are your channel sales partners selling as much as you’d like?

Companies rely on resellers and other external partners more and more in their sales process. There’s a lot of potential, but it can be hard to operate at peak productivity with so many parties involved.

At the same time, buyer-seller conversations have transformed as decision makers increasingly create their own brand preference with online research and social networking. In fact, Gartner predicts customers will transact 85% of their business without interacting with a person by 2020. Does your sales cycle accommodate these trends?

On average, online buyers require 7 online touches before purchase. (Source: StratusG Consulting)

Your best response is to empower your prospects in their research and your external sales partners to sell more. Continue reading

Why we abandoned email in 2012

We started on our new year’s resolutions a bit early here at Team Steel Brick. Two months ago, we shifted most of our day-to-day communication to Salesforce Chatter.

Email is great, but it’s more great to make more information available to more of our team more of the time.

No more mass emails. No more emails that need to be forwarded. No more checking on the status of a project. It’s all right there in Chatter. We’re big fans.

Today, sales teams succeed when their tools and strategies make collaboration easy.

Consider this industry research and news from Todd McCormick: Continue reading

Aberdeen survey: Make your partner relationships more profitable in 2012

Are your channel sales partners selling as much as you’d like?

Companies rely on resellers and other external channel sales partners more and more in their sales process. There’s a lot of potential, but it can be hard to operate at peak productivity with so many parties involved.

This week, Steel Brick partnered with The Aberdeen Group to launch a research survey designed  to help companies learn how to manage their partner relationships better in 2012. Continue reading

Averna reduces complex quoting from days to one hour

– By Caitlin Roberson, CEO of Wordisseur

QuoteQuickly is truly the easiest tool on Salesforce.”

Averna is a global test engineering solution company that helps manufacturers worldwide get their high-tech products to market faster, without sacrificing quality. Averna approached Steel Brick to streamline some time-consuming quoting processes.

Here’s how they increased their operational efficiency: Continue reading

See the best quoting app at Dreamforce

– By Caitlin Roberson, CEO of Wordisseur

Is Dreamforce on your calendar for August 29 – September 2? Hope so—we’d love to see you!

We’ll be at booth #1415, so just look for the long line of enthusiasts chanting “QuoteQuickly, QuoteQuickly!” (It’s the least you can do since we’ll save you $100 when you register for Dreamforce. Code: ECMSTEELBR.)

And just in case you need more to stop by our booth on your walk through the Cloud Expo:

  • Get live interactive demos. You can inject speed and accuracy into your sales engine, help your reps improve their performance, and find out how to boost your revenues.
  • Meet us face to face. Talk to the experts and find out how you can streamline your sales process from end to end with QuoteQuickly and other native apps. They’re built on the Force.com platform, so you know they’re friendly.
  • iPads + iPods = win. As the saying goes, an Apple product a day keeps the doctor away. Find out how you can win an Apple iPad or iPod by signing up for a QuoteQuickly demo here .

Don’t miss out! Register now.

Can’t make it? Not to worry. We’ll give you a personal demonstration. Just call (415) 504-1410 or email us here.

We look forward to seeing you at Dreamforce!

The Steel Brick Team

Posted by Lise’ McCarthy, the Director of Sales Operations at Steel Brick.

Part II: 10 ways configure/ price/ quote (CPQ) software can skyrocket your revenues

– By Caitlin Roberson, CEO of Wordisseur

My last post discussed why today’s best-in-class sales organizations use configure/price/quote (CPQ) tools to spend more time selling, create and sustain good first impressions, and rapidly create winning proposals with the correct configuration and price.

In this post, I’ll discuss five more ways CPQ automation software can help your sales force improve its performance and catapult your corporate revenues.

Top 10 Advantages of CPQ Continued…

6. Rake in additional revenue gain with less pain.
Most companies source 80 percent of their revenue from 20 percent of their customers, so you know your greatest profit potential lies in penetrating your most profitable accounts. But as post-recessionary budgets tighten, this is increasingly difficult to achieve. CPQ tools do your penetration legwork for you. As your team configures quotes and proposals, the software makes automated up-sell and cross-sell suggestions. You spend less time but increase your average quote and order size. (Source: Aberdeen Group, “Sales Enablement Advances with Configure/Price/Quote Solution,” February 2011.)
Continue reading

Part I: 10 ways configure/ price/ quote (CPQ) software can skyrocket your revenues

– By Caitlin Roberson, CEO of Wordisseur

The recession officially ended in June 2009, but many sales organizations remain under significant economic pressure. Companies have slashed their budgets and reduced payroll to improve productivity, requiring sales teams to sell more with fewer resources. Meanwhile, shifts in buyer behaviors have lengthened sales cycles. These factors combine to create the perfect storm for today’s sales enterprise.

It’s harder – and it takes longer – to sell.

But good news comes from recent Bain & Company research: Companies are twice as likely to substantially expand and maintain their market share immediately after a recession. Now is the time to make strategic investments in operational efficiency and reap the corollary topline benefits before it’s too late.

Many industry leaders use configure/price/quote (CPQ) tools to inject speed and accuracy into their sales engines. In the following two-part post, I’ll discuss the top 10 ways CPQ automation software can help your sales force improve its performance and catapult corporate revenues.

Continue reading