Podcasts about calliduscloud

Shreesha Ramdas, a successful serial entrepreneur and angel investor, shares his investment approach, which focuses on the individual stories of entrepreneurs rather than just their business ideas. He discusses the changing face of entrepreneurship in India and highlights the significance of community for founders through the story of how Funda, a thriving community of founders, investors, and operators, came to life.In this episode, you'll learn:[2:17] “Silicon Valley—what I call Disneyland for tech—completely transformed my mindset.” - Shreesha Ramdas [5:36] New challenges for Indian entrepreneurs building global solutions[13:36] Founder stories matter[19:30] Funda: Building a strong community where founders can learn from each otherThe nonprofit organization Rajan is passionate about: FundaAbout Shreesha RamdasShreesha Ramdas is a seasoned entrepreneur with a proven track record of launching and scaling products in highly competitive markets. He is the CEO and Founder of Lumber, a workforce management platform tailored for the construction industry. Previously, Shreesha was the CEO and Co-Founder of Strikedeck, a customer success automation company that was acquired by Medallia. Before Strikedeck, he served as GM of the Marketing Cloud at CallidusCloud and Co-Founder of LeadFormix, which was acquired by CallidusCloud. Shreesha also held leadership roles at Yodlee, OuterJoin, Catalytic Software, MW2 Consulting, and Tata. In addition to his entrepreneurial ventures, he actively invests in and advises several growth companies, including Workato, Enact, RevvSales, and others.Subscribe to our podcast and stay tuned for our next episode.

Join me as I speak with Bill Butler, Global Solution Owner for SAP CPQ at SAP. Bill brings over 25 years of CPQ experience across various vendors like FPX, PROS, and CallidusCloud (now SAP CPQ). He also has leadership experience with system integrator and visual vendor companies. In this episode, Bill dives into key topics including: Integrating CPQ solutions with other systems Legal considerations surrounding AI use in CPQ The cost of customization and AI implementation Challenges faced by companies with multiple CRM and ERP solutions The benefits of a platform solution Overcoming customization challenges Price optimization strategies And much more! Events CWG in April 2024 in New Orleans,  SAPPHIRE in June 2024 Contact LinkedIn email Bill.Butler@sap.com  

Topic thoughts? Guest ideas? Comments? Just text us. (pls include reply details if needed)Sustainability and green finance can be highly complex subjects as they comprise a multitude of disciplines. Recent years have seen the creation of a variety of advisor and consulting firms specialising on sustainability. In this episode, Wee Boon Siong, CEO of RHT Green which specialises in advising on sustainability and green finance, discusses how RHT Green helps corporates in their sustainability journey, something increasingly key to their operations and fund raising. Boon Siong provides insights on two aspects. He first discusses, the actual nuts and bolts of advising organisations in sustainable value creation strategies and also the partnering with clients to capture sustainability opportunities. He then focuses on the green finance aspect of the work, especially capital raising such as a Singapore-based green fund focused on SMEs.ABOUT BOON SIONG. Wee Boon Siong has over 30 years' experience in various industries, holding different responsibilities in research departments, user organizations and vendor service providers. In particular, he spent many years in insurance companies and is still closely associated with the industry as a partner. He is familiar with the regional markets having been in charge of the whole Asia Pacific region when he was with CallidusCloud, and has intimate knowledge of China, Indonesia, and Vietnam markets as he had direct responsibilities to set up offices and manage the operation there to support the regional expansion. In addition, he has some knowledge of several Asian languages. He spent several years in government service and hence understand both public and private sectors well. Boon Siong read mathematics at Cambridge University and graduated with triple first class honours in 1990. He also holds a diploma in auctorial science from the Institute of Actuaries. HOST, PRODUCTION, ARTWORK: Joseph Jacobelli | MUSIC: Ep0-29 The Open Goldberg Variations, Kimiko Ishizaka Ep30- Orchestra Gli Armonici – Tomaso Albinoni, Op.07, Concerto 04 per archi in Sol - III. Allegro. | FEEDBACK: theasiaclimatecapitalpodcast@gmail.com.

Jordan Crawford, CEO at Blueprint, discusses sales compensation management. As per G2 Crowd, there are 58 companies in the sales compensation management tool category. G2 classifies the best sale compensation software as one that automates the accounting and administration of commissions and incentive plans based on several customizable rules, such as employee role, tenure, or sales type. Today, Jordan looks at Captivate IQ, CallidusCloud, and Sales Cookie. Show NotesConnect With:Jordan Crawford: Website // LinkedInThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Shreesha Ramdas is SVP and GM at Medallia-Strikedeck. Previously he was the CEO and Co-founder of Strikedeck, a customer success automation company. Before Strikedeck, Shreesha was the GM of the Marketing Cloud at CallidusCloud, Co-founder at LeadFormix (acquired by CallidusCloud) & OuterJoin, and General Manager at Yodlee. Prior to that, Shreesha led teams in Sales and Marketing at Catalytic Software, MW2 consulting, and Tata. Shreesha is also active in the startup community as an advisor/investor- Workato, Enact, RevvSales, Elastica (Symantec), DX Continuum (ServiceNow), EmpInfo, Fullcast, ObeoHealth. Find Shreesha on Twitter @Shreesha.

Nikola Zagorac is based in Belgrade, Serbia and is the lead product manager at SAP CPQ. In this interview he talks about SAP CPQ (the former CallidusCloud), how he is involved with the CWG, a pre-packaged solution that features SAP VC + SAP CPQ + SAP BRIM (Billing & Revenue Innovation Management), outcome-based pricing, their roadmap, which capabilities see high demand, subscriptions and much more website https://www.sap.com/products/cpq.html LinkedIn https://www.linkedin.com/in/nikola-zagorac-474534a5/

Shreesha Ramdas is SVP & GM at Medallia, which acquired the company he co-founded, Strikedeck, a leader in Customer Success Automation. Shreesha is a multi-time company co-founder including LeadFormix (acquired by CallidusCloud) and OutJoin. We talked with Shreesha about what it means for a customer success organization to be outside in versus inside out in strategy and orientation, how easy it is to fall into the trap of being too one sided, and why you must balance these two and create a hybrid approach. On July 29, 2021, Shreesha and I are running a Customer Success Leadership Network event on this topic, which you can register for on the CSLN website. If you like this conversation, go register for our event.More about Shreesha:Medallia Strikedeck Website: https://strikedeck.com/Shreesha on Linkedin: https://www.linkedin.com/in/shreesharamdas/Strikedeck Radio: https://strikedeck.com/strikedeck-radio-customer-success-live/ Get on the email list at helpingsells.substack.com

This episode features an interview with Koti Reddy, Chief Technology Officer for Conga.  Conga is the global leader in commercial operations transformation, helping businesses automate the process of creating quotes, contracts and documents.  We talk with Koti about building complex pricing algorithms, smart contracts, and making data-based decisions.3 Takeaways:When making a significant decision, don't take shortcuts.Leverage data to help make the big decisions instead of relying solely on your gut. Sometimes taking a little more time or spending a little more money is worth it to make a thoughtful, data-based decision.Key Quotes:“Especially when you are building a foundational piece like a multi-tenant SaaS solution that is going to be there for the next 10, 12 years or beyond, you need to be really, really careful in taking a shortcut that saves two months. I once went for the timeline-based decision and it took many years for us to dig out of that hole.” “The new customers that are coming into this ecosystem, we want them to be able to make smart decisions about their business and how they are dealing with customers based on data.  Using data, analytics and AI they can build decision support.” “If you want to build a feature, you need to figure out: Is it useful for a hundred of my customers?  Or is it useful for two of my customers?  Maybe you make a call saying, I'm going to do it for these two customers, because I'm going to acquire 200 after that.  We actually take the sales opportunity and help them to close it.  We put together the data, the products, the catalogs and the contracts in our quote-to-cash flow. We are making data-based decisions, not only in our applications, but we are also directing our customers based on data.”Bio:Koti Reddy is a technical leader with 20 years of experience in managing enterprise and SaaS product development.  He leads a multi-continental, multi-cultural team of 300 highly skilled engineers to implement world-class, scalable designs.  Before taking on the role of CTO, Koti served as Senior Vice President of Research and Development at Conga, using his expertise in engineering, R&D and other operations to grow Conga's business.  Prior to joining Conga, Koti was SVP of CallidusCloud and took charge of all product development and cloud operations.Thanks to our friendsTruth Be Known is brought to you by Talend, a leader in data integration and data integrity, enabling every company to find clarity amidst the chaos. Talend Data Fabric brings together in a single platform all the necessary capabilities that ensure enterprise data is complete, clean, compliant, and readily available to everyone who needs it throughout the organization. Learn more at Talend.com.

View the full video interview with Shreesha Ramdas, GM & SVP @ Strikedeck-Medallia here. Customer success, elevated to a c-level function can provide strategic insight and guidance that is generally not available from any other source. Shreesha Ramdas is SVP and GM at Medallia-Strikedeck. Previously he was the CEO and Co-founder of Strikedeck, customer success automation company. Before Strikedeck, Shreesha was the GM of the Marketing Cloud at CallidusCloud, Co-founder at LeadFormix (acquired by CallidusCloud) & OuterJoin, and General Manager at Yodlee. Prior to that, Shreesha led teams in Sales and Marketing at Catalytic Software, MW2 Consulting, and Tata. Shreesha is also active in the startup community as an advisor/investor- Workato, Enact, RevvSales, Elastica (Symantec), DX Continuum (ServiceNow), EmpInfo, Fullcast, ObeoHealth. Find Shreesha on Twitter @Shreesha.

Sergey Jermakov joined Clarity in 2019 as a senior partner and monetization architect. He joined Clarity after working at SAP, Oracle and Microsoft and lives with his family in Latvia. In this interview he talks about his experience partnering with SAP, Pricefx and CDS Visual as well as various topics related to CRM, Billing, RevRec, eCommerce, Servitization, their expansion to North America and southern Europe and much more website: www.clarity.cx LinkedIn: https://www.linkedin.com/in/jermakov/

x Marin Ukalovic is VP + Chief Product Owner, Digital Configuration Lifecyle and has been with SAP since 1999. He lives with his family in Walldorf, Germany. In this interview he talks about co-authoring 5 books that made it to the SAP Bestseller List, the Configuration Workgroup (CWG), various SAP configuration products including Advanced VC (AVC), commerce, subscriptions, APIs and much more CWG: configuration-workgroup.com/  email sapvc@sap.com  LinkedIn: https://www.linkedin.com/in/marin-ukalovic-7b8a5511/

Sales Enablement has quite a history. And what better person to interview on this topic than Craig Nelson. Currently, Craig is the VP of Global Training and Enablement for SAP, but his roots in Sales Enablement go way back. First as a practitioner for NetIQ, LBMS and 3M, and then as co-founder and leader for one of the first Sales Enablement platform companies iCentera (which was acquired by Callidus Cloud and then SAP). We met Craig over a decade ago, when he co-founded led one of the first Sales Enablement companies, iCentera. He successfully sold this company to CallidusCloud, which was then acquired by SAP a few years ago. In this interview we discuss the roots of sales enablement, and the lessons learned from the early days that can guide us into the future. Craig outlines six key Sales Enablement use cases that SAP CX is focusing on in 2020, which can serve as a great guide for your own improvement efforts. https://www.linkedin.com/in/cnelson7/ #SAP #CX #iCentera #CallidusCloud #SalesEnablement #SalesReadiness #ContinuousLearning #ContinuousEnablement #ContinuousCoaching #BuyerEnablement #Salestech #Salestechnology #ContentManagement #ContentMarketing #BuyersJourney #SalesPlaybook #SalesTool #SellingTools

Shreesha Ramdas is the CEO and Co-founder of Strikedeck. Previously, Shreesha was the GM of the Marketing Cloud at CallidusCloud, Co-founder at LeadFormix (acquired by CallidusCloud) & OuterJoin, and General Manager at Yodlee. ​ Prior to that, Shreesha led teams in Sales and Marketing at Catalytic Software, MW2 Consulting, and Tata. Shreesha advises several startups on marketing & growth hacking. You can find Shreesha on Twitter, @Shreesha.

Johann Dornbach is responsible for developing and integrating SAP S/4HANA for advanced variant configuration with Commerce and CPQ in SAP C/4HANA. In this interview he shares what his team does, what CPQ developments they focus on, who he considers a thought leader in CPQ, what SAP means by the “Digital Configuration Lifecycle” and "one configuration model", and much more. LinkedIn https://www.linkedin.com/in/johanndornbach/ Meet him in June @ https://konferenz-variantenfertiger.de or  In October @ https://www.configuration-workgroup.com (in St Louis, MO) 

This podcast interview focuses on product innovation around marketing automation that has the power to transform the way can turn customers into buyers by using the power of content personalization, and my guest is Jon Shalowitz, CEO of LiftIgniterJon brings a wealth of experience in building innovative, fast-growth companies. He was CEO at XDN where he transitioned the company​ ​into a category leader for application delivery services and led the company to a​ ​successful acquisition by Fortinet.He then co-founded CloudUP Networks and led the company as CEO to capture a critical part of the cloud data management market.​ ​He then became the CEO of Badgeville, a leader in Enterprise Gamification that got acquired in July 2016 by CallidusCloud, where in turn he created a new division to address the $20B Customer Experience (CX) market. CallidusCloud got acquired by SAP in august 2017, from where Jon moved into an interim CEO role at SnapRoute with the prime objective to re-focus the business. In April 2018 he then became CEO of LiftIgniter – a Series A stage startup that helps B2C and B2B companies optimize their Web-based and app-based customer experiences in real-time.The way LiftIgniter does this intrigued me, hence I invited Jon to my podcast. We explore the challenges marketers have these days in meeting the expectations of their prospects and customers in the digital world we live in, while at the same ensure we are 100% compliant with data privacy regulations like GDPR. It has become impossible to keep up with manual segmentation and tagging as we all expect our suppliers to give us a personalized experience based on our behaviors – in real time. Here are some of his quotes:“I truly think that the marketing stack is in a position to move from evolutionary change that we had with marketing automation, to now something revolutionary with AI and machine learning.The big idea is that customer interactions, customer experience, digital customer experience need to be number one real time, need to pick up on signals in real time. And, related to that, need to be behavioral based, or need to understand your behavior in the moment, or the users’ behavior in the moment, versus the traditional way of tracking and segmenting and really focusing on who you are.It's what you are, what you're doing what you're interested in, in the moment, not who you are, and what you've clicked on at 10 other sites where you came to me”By listening to this interview, you will learn three things:How you can leverage your 1st party data effectively and drive the best possible Customer Experience. That true breakthroughs in technology can only be achieved by taking a distance from the conventional ways of doing things. Too often we get too engaged with improvement on improvement on improvement, where we should really start with a clean sheetWhy as a CEO it’s your duty to gear your company at the most valuable challenge of your ideal customer, not the most interesting challenge. You need to apply a level of adaptability, and with that you’ll turn customers into fans See acast.com/privacy for privacy and opt-out information.

Michael has been working for CPQ Vendors CallidusCloud (now SAP), Apttus and FPX before he decided to work as an independent CPQ advisor for the time being. In this interview he talks about his experience with different CPQ Vendors and System Integrators, why he suggests that firms need to own the CPQ process, why he is excited about AI and much more.  Contact him on LinkedIn @ https://www.linkedin.com/in/michaelkirubaraja/  or on email mike@salesmantis.io  

Here are the recent purchases made by SAP in order to enhance the customer experience.Subscribe to my Video UpdatesRequest a Free ConsultationToday we’ll be recapping SAP’s recent acquisitions and how these new capabilities affect their offerings as a company. Oftentimes, they acquire competitors and products that will help them do something different from their core offerings.Qualtrics allows organizations to focus on four key areas to improve the user’s experience: customer, product, employee, and brand data.Contextor introduces AI and robotic process automation capabilities. Think of when you interact with a bot on a website.Coresystems is involved with mobile and cloud-based field service management. This helps employees in the field to create real-time customer experiences.“Oftentimes, they acquire competitors and products that will help them do something different from their core offerings. ”CallidusCloud helps manage sales and marketing automation. This product handles bidding, pricing, quoting, and invoicing processes.Gigya is an identity management company that businesses can use to join the identity management marketplace. In other words, think of how some sites let you log in with social media sites like Facebook; Gigya handles this process.Hybris ties into SAP’s increased focus on the customer experience.Ariba is a major purchasing and supplier-relationship managing company. If you have any questions or need more information, feel free to reach out to us. We look forward to hearing from you.

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts We’ve all heard how critical it is for sales organizations to work on marketing/sales alignment, but my guest on this episode of #SellingWithSocial goes a step further to make the two a powerful combination that closes more deals. Justin Shriber is Vice President of Marketing for LinkedIn Sales and Marketing solutions, where he helps buyers, sellers, and marketers connect via the world’s largest professional network. For the past two decades, Justin has focused on helping companies accelerate growth and profitability by delivering solutions that align marketing, sales, and service with the needs of the customer. Prior to joining LinkedIn, Justin led Product, Sales and Marketing organizations at both startups and large companies such as Siebel and Oracle. Join us for this conversation where we go in-depth about Justin’s latest brainchild - Marketing Sales Orchestration. You’ll learn how it is different from marketing/sales alignment and account based selling, why it’s important for both sales organizations and buyers, and how it can literally shorten the sales cycles and close more deals. Be sure you listen!   This podcast is being brought to you by SAP Sales Cloud, formerly CallidusCloud. With SAP Sales Cloud's modern CRM, you can focus on coaching and developing sales reps, instead of forecasting. Learn more by visiting: www.calliduscloud.com/Vengreso Marketing Sales Alignment Is Only A Beginning. We Need More Nobody is against marketing/sales alignment. We know we need to be working together toward the common goal of closing more sales. But though we share information and work together on resources, we don’t truly coordinate a campaign or promotion using all the available resources of both departments. That’s where Justin’s idea of Marketing Sales Orchestration comes in. Think of an orchestra - all the varied instruments playing together. You hear melodies, harmonies, rhythms, and more - and it all combines to make a beautiful whole. That’s how we want our marketing and sales departments to function… together, in harmony, with a powerful impact only possible because of the orchestration of both. On this episode, Justin and I unpack what this kind of orchestration looks like, right down to the tools available to make it happen. You won’t want to miss this. The things Justin shares could enable you to engage with customers more powerfully on social, make your emails more effective, and close deals FASTER than ever before. Marketing Sales Orchestration Creates Powerful Customer Experiences You know the difference between customer satisfaction and customer experience, don’t you? Satisfaction is how they feel when nothing is wrong with the service they received. But the customer’s experience has to do with the entire process of getting to what they receive from your team - which impacts client retention and happiness over the long haul more than mere satisfaction. The way Justin says it, "Happy customers are more likely to be with you over the long term." Marketing Sales Orchestration is squarely aimed at providing an amazing experience for customers. It does that by pooling the resources of both the marketing and sales departments, orchestrating them into a powerful customer engagement machine, and moving prospects into the sales cycle seamlessly. Here are the basics. The Powerful Synergy Of Marketing And Sales Orchestration The MSO approach is powerful because, in a typical scenario, marketing and sales have different datasets from which to draw. Marketing can tell the types of audiences available - which gives an indicator of the general universe of people involved. The sales data allows the sales team to know which accounts have been closed previously and who was involved in the process. Using that combined data, you can determine what accounts to focus on and the personas to target. That's when you can go to work and watch amazing things happen. As the deal is being negotiated, content shared via social can have a greater impact and sales cycle times reduce. All of that brings about an increase in conversions over time. MSO Creates Social Content That Engages With Real Buyers Walk through a scenario with me: You’ve just had a successful first sales call. Everything went well. How and where do you continue to engage with that customer to progress the relationship? The orchestration of marketing and sales that Justin describes on this episode answers that question for you. The marketing department can help by providing content that is ideal for the customer persona you’ve identified. Using LinkedIn PointDrive, you can create content containers the sales team can use to post value-add content that customer will see on social. This gives the salesperson a tremendous advantage. But take it beyond that one customer. Marketers can do profile matching (finding prospects with similar profiles to that customer) to know what like customers are engaging with and what they are interested in. This enables the sales team to share targeted, relevant content that proves your organization’s ability and willingness to be of service - to prospects likely to need what you have to offer. But when you take this approach, make sure your social profiles are up to date. They've got to be more than an online resume. That’s because sales relationships start before the first email goes out. 64% of buyers look at a sales reps profile to decide if they will engage. They are looking to see if the salesperson has demonstrated expertise and relevance - if they are willing and able to provide services and resources to their customers? “Yes” answers to these questions give prospects the confidence and trust need to believe your organization might be able to help with their needs. How To Get Started With Marketing Sales Orchestration Get alignment between sales and marketing to make this kind of orchestration a priority. Put senior people on it and your teams will follow Focus on the data: It’s often the huge barrier that keeps well-intentioned teams separated. Find ways to bring all the datasets together Determine a process: Get your sales and marketing leaders in the room together for every step. Make sure everyone contributes and makes the plan a success. This podcast is being brought to you by SAP Sales Cloud, formerly CallidusCloud. With SAP Sales Cloud's modern CRM, you can focus on coaching and developing sales reps, instead of forecasting. Learn more by visiting: www.calliduscloud.com/Vengreso Outline of This Episode [6:30] MSO: Marketing Sales Orchestration - the logical extension of ABM [7:40] The two halves of MSO - planning & execution [15:40] The underused social resource: The Company Page [21:34] Start building sales relationships before you say “Hello” [27:47] The data is a difficulty: Sales and marketing typically use differing systems [33:35] Using social media content searches to find prospects and engage with buyers [36:47] The power of LinkedIn video for marketing and sales [45:00] How to get started with MSO Resources Mentioned Connect with Justin on LinkedIn: https://www.linkedin.com/in/justinshriber Follow Justin on Twitter: :https://twitter.com/linkedinselling Justin’s all-time favorite movie: Cool Hand Luke - https://www.imdb.com/title/tt0061512/ Justin’s previous episode on SWS: https://vengreso.com/blog/become-social-leader-company-justin-shriber-episode-13 LinkedIn InMail: https://www.linkedin.com/help/linkedin/answer/1584/inmail-overview?lang=en LinkedIn Point Drive: https://business.linkedin.com/sales-solutions/blog/linkedin-sales-navigator/2017/04/introducing-pointdrive Sales Navigator: https://www.linkedin.com/sales/inbox The State of Sales Report for 2018: https://business.linkedin.com/sales-solutions/blog/sales-reps/2018/10/announcing-linkedin-s-3rd-annual-state-of-sales-report-2018 LinkedIn Elevate: https://www.linkedin.com/elevate LinkedIn Video: https://blog.linkedin.com/2017/august/22/Introducing-LinkedIn-Video-Show-Your-Experience-and-Perspective ZubTitle: https://zubtitle.com/ Seamless.ai : http://www.seamless.ai/ Social Business Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts The sales culture within your organization is one of the most vital but overlooked aspects of your company’s success or failure. My guest on this episode of #SellingWithSocial shares the stats to prove it. After a 12-year leadership journey in the sports business industry, Paul Epstein joined the Barry-Wehmiller Leadership Institute because he was inspired by the partnership that BWLI and the San Francisco 49ers shared during his time as an executive leader with the NFL franchise. In his new role with BWLI, Paul is charged with forming new partnerships worldwide with a mission to transform the cultural landscape of business. See what I mean? Developing a winning culture in organizations is one of Paul’s main areas of expertise. In this conversation, Paul shares many of his insights about what it takes to build a sales culture that starts with a clear purpose, leads to an environment of accountability and trust, and results in a resilient and powerful team of professionals who are able to close sales and further the goals of their company and their clients. As Paul shares his simple steps to developing a sales culture that wins, don’t make the mistake of thinking that simple means quick and easy. It will take diligent effort to apply what he shares on this episode, but the results will be phenomenal for those who do the work. Don’t miss our conversation. This podcast is being brought to you by SAP Sales Cloud, formerly CallidusCloud. With SAP Sales Cloud's modern CRM, you can focus on coaching and developing sales reps, instead of forecasting. Learn more by visiting: www.calliduscloud.com/Vengreso Intentional Business Outcomes Can’t Be Achieved Apart From Culture For many executives, “culture” seems too intangible to address. They simply want to produce business outcomes that impact the bottom line. But Paul says that if they want their sales culture to produce intentional business outcomes, they can’t allow their discomfort with softs skills having to with culture to dissuade them from addressing the issue, because success rises and falls on it. Trust is the first step. The team must trust their leaders - to move the team forward competently but also to care for them and their professional development as team members. That kind of trust is built in a variety of ways, such as including the team in strategy and planning, soliciting feedback from the team and making incremental changes based on it. Paul speaks to these topics in-depth during our conversation and highlights many other components of building trust that lead to the intentional business outcomes leaders are looking for. Don’t miss it! Bad Culture + Bad Leadership = Bad Performance If you are confused about the idea of culture, let Paul simplify it for you: Culture is the sum total of all the behaviors within your organization. Out of that culture, your company strategy immerges. Therefore, it is a vitally important foundation that you can’t ignore or leave to chance. What is the number one driver of culture? Leaders. But here’s the problem: 58% of leaders have never had any kind of formal leadership training. That means many companies have people in positions of leadership who are figuring it out as they go - and often, culture is the casualty of their on-the-job training. If you see that this culture problem exists in your sales organization and want to address it effectively, Paul is the guy to listen to. His experience as an executive leader as well as his role as a values-driven-culture-builder with BWLI have taught him what goes into making leadership serve culture, with the goal of improving company-wide performance. Don't miss his insights. Simple Steps To Creating A Winning Sales Culture During our conversation, Paul shared a number of things leaders can do to develop a healthy culture company-wide and among their sales team. Here are some of the highlights... #1 - The goal and the purpose of your organization have to be clearly defined. If you’re trying to win the sales game, you need everyone on the team to understand and get behind the purpose of the company. But the harsh reality is that only 38% of employees report that they are aligned with their company’s purpose. Worse yet, 50% of them can’t even state what their company’s purpose is. A winning sales culture begins with clarity around why you are doing what you are doing as a team. #2 - Engage your team in creating your strategy. The people in the trenches - your sales and marketing teams - are the one who know what is working and what isn’t. They have an incredible amount of insight into what the company could improve, what it should stop doing, and how to better reach and serve customers. Who better to include in the development of your sales playbook? But how do you do it? #3 - Create a system of open feedback. Great leaders solicit honest feedback for the sake of improvement, without negative repercussions for doing so. It utilizes the gifts, talents, and insights of team members to a higher degree and as small changes are made as a result. What do you think that does for overall company and sales culture? When you start with purpose, build a culture of cooperation and accountability, and iterate based on the feedback you receive, you build a culture of high trust - a culture of resiliency that retains team members and grows in its ability to impact the outcomes you deliver to customers. That’s when you have the potential to go through transformational culture change. Listen to learn directly from Paul as he shares his hard-learned advice about building a company and sales culture that produces the business outcomes every leader wants. This podcast is being brought to you by SAP Sales Cloud, formerly CallidusCloud. With SAP Sales Cloud's modern CRM, you can focus on coaching and developing sales reps, instead of forecasting. Learn more by visiting: www.calliduscloud.com/Vengreso Outline of This Episode [1:56] The reason Paul is on Selling With Social - it’s an amazing story! [5:51] What does it mean to shoot for “Intentional Business Outcomes?” [9:48] There is a direct correlation between culture and performance [14:29] How Paul was inspired to become a leadership and culture training coach [18:12] Simple steps to creating a winning culture [28:43] Personal engagement in creating the playbook is vital [33:07] If you truly want feedback, be sure you can accept it and make changes [39:55] What are we doing to develop talent while they are in our companies? [42:25] The #2 reason people leave organizations: lack of professional development [47:12] A summary of addressing culture in positive ways Resources Mentioned Paul on LinkedIn: https://www.linkedin.com/in/paul-epstein-6a42738/ http://bwli.com Paul’s email: Paul.Epstein (at) BWLI.com BWLI on Twitter: https://twitter.com/bwleadinstitute BOOK: What Got You Here Won’t Get You There - http://a.co/d/2T0fyrO Ernst and Young Whitepaper: Business Case For Purpose : https://www.ey.com/Publication/vwLUAssets/ey-the-business-case-for-purpose/$FILE/ey-the-business-case-for-purpose.pdf Paul’s all-time favorite movie: The Hangover - https://www.imdb.com/title/tt1119646/ Social Business Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Every sales professional wants to be closing sales on a higher level. But what most of us don’t realize is that we don’t achieve that through learning better sales techniques. We do it by opening up more relationships in an authentic, heartfelt way. My guest on this episode of #SellingWithSocial is Adam Markel. Adam is a world-renowned resilience and change management expert, transformational speaker, and business mentor. After building a multi-million dollar law firm, Adam became CEO of one of the largest business and personal development training companies in the world, overseeing more than $100 million in sales. His unique expertise is in combining practical business tactics with accelerated learning strategies to guide people and organizations to embrace change, encourage innovation, and increase sales. On this episode, Adam shares extensively about the art of “enrolling” conversations, relational concern, and heart-based communication. It is his belief and experience that these things will amplify our position as sales leaders and enable us to close sales as a result. Don’t miss what Adam shares on this episode. This podcast is being brought to you by SAP Sales Cloud, formerly CallidusCloud. With SAP Sales Cloud's modern CRM, you can focus on coaching and developing sales reps, instead of forecasting. Learn more by visiting: www.calliduscloud.com/Vengreso Are You Closing Sales Or Opening Relationships? From a business, career, and income standpoint, closing sales may seem to be the bottom line issue we should care about. But contrary to what we’ve been taught, focusing on the close is not the way to go about increasing the number of closed deals. Adam explains that if you focus on opening the door to more and better relationships, the momentum you gain from that relational win will carry you into more natural and less defensive sales conversations in the future. Adam has a wealth of experience when it comes to this approach and he shares it freely on this episode. In fact, he recently wrote a multi-part post on LinkedIn on the subject. Be sure you listen and check out his articles. You’ll find like I have, that Adam walks the talk when it comes to building business success and closed deals on the foundation of amazing relationships. It’s a winning formula - and in this episode, you get to learn from the master. Top-Level Sales Leaders Enroll 100% Of The People 100% Of The Time You are not going to close every deal. You know that. But in order to be a top-level seller you want to become a pro at what Adam calls “enrolling” every person you speak with. We attempt to enroll people into our way of thinking all the time - in personal and professional life. During sales conversations, we do so by speaking to buyers in ways that demonstrate our genuine concern and care for them and their needs. The end result is that whether they wind up buying from us or not during that conversation, they are convinced of our care for them personally and will feel good about the relationship moving forward. When you learn how to do this in every conversation, it’s not only a relational win, it’s a sales win that yields a harvest in the future. That’s why Adam says it’s your job as a sales professional to let your prospects and customers know that you are MOST interested in the relationship you have with them. Listen to hear Adam explain how to do it. A 3-Step Formula To Provide Feedback In A Way That Preserves Relationships We all have to speak into difficult situations at times. It could be a confrontation, a response to a sales objection, or an accountability issue with a team member. Adam suggests that the way you approach those conversations should be guided by the value you place on the relationship. He begins by telling the person what about the situation “worked for him.” It’s an expression of genuine appreciation for the contributions and value the person has added to the situation. He follows that up by sharing “what didn’t work” for him. This is where he’s able to express his concern or bring up the issue. The conversation is wrapped up with him asking “what could be done differently” next time. Adam’s approach expresses the value he places on the relationship and care and concern for the people involved. Listen to learn how you can use this 3-step process in your personal and business life. You Can Speak From Expertise, But You Should Be Speaking From Your Heart Most sales leaders can easily speak to others from a place of experience and expertise. There’s a valuable need for salespeople to serve as consultants to their prospects and customers. But Adam says that speaking from expertise alone does little to further the relationship with the person you’re speaking with. You want to speak from the heart instead of expertise. The difference is found in your intention for the conversation. If you intend to connect, to open a relationship or another person’s heart, or to be vulnerable so that the connection can be more real - that is speaking from the heart. You don’t abandon reason or what experience has taught you, you simply stay focused on WHY you are speaking to the person in the first place - because you care for them. This podcast is being brought to you by SAP Sales Cloud, formerly CallidusCloud. With SAP Sales Cloud's modern CRM, you can focus on coaching and developing sales reps, instead of forecasting. Learn more by visiting: www.calliduscloud.com/Vengreso Outline of This Episode [2:13] The background that brought Adam Markel to be on the show for this episode [9:16] Adam’s book “Pivot” - what inspired it and set the stage for its creation [15:24] Embodying your calling and vision and enrolling others into it [21:33] How can leaders be effective at inspiring, guiding, and growing their teams? [27:22] A shocking cold-call Mario experienced because of how cold it is [37:22] Why feedback is like oxygen and how it empowers great leadership [42:41] Learning to enable others to feel you as a leader and communicator [44:25] Context determines how to use feedback to have a heartfelt conversation [50:17] The difference between speaking from expertise and speaking from the heart Resources Mentioned http://AdamMarkel.com Adam on Twitter: https://Twitter.com/AdamMarkel Adam on LinkedIn: https://www.linkedin.com/in/adam-markel-89a3b05/ Adam’s Book - “Pivot” - https://www.amazon.com/Pivot-Science-Reinventing-Your-Career/dp/1476779473?keywords=pivot+adam+markel&qid=1540310009&sr=8-1-fkmrnull&ref=sr_1_fkmrnull_1 The first installment of Adam’s LinkedIn article - “Are You Closing Sales Or Opening Relationships?” - https://www.linkedin.com/pulse/stop-closing-sales-start-opening-relationships-adam-markel-markel/ CEO Space - https://ceospaceinternational.com/ BOOK: Built To Sell - http://a.co/d/frN5sgH Adam’s all-time favorite movie: Social Business Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Every sales professional is on the hunt for sales tactics that close deals, but most don’t even have transparency on their short list. My guest on this episode of #SellingWithSocial is an award-winning sales leader. Todd Caponi's passion is for all things sales methodology, learning theory, and decision science - and you can how true that is in his brand new book “The Transparency Sale.” Todd’s expertise is in building the revenue capacity for technology companies, having served in senior leadership roles, helping one organization to a successful IPO followed by an exit valued at almost $3B. His experience speaks for itself: He won the American Business "Stevie" Award for VP of WW Sales of the Year, and is also a former owner/operator of a sales training and consulting company Listen in to our conversation as we discuss the power of transparency for deepening customer relationships and closing more deals. This podcast is being brought to you by SAP Sales Cloud, formerly CallidusCloud. With SAP Sales Cloud's modern CRM, you can focus on coaching and developing sales reps, instead of forecasting. Learn more by visiting: www.calliduscloud.com/Vengreso Vulnerability Breaks Down Barriers So You Can Have Honest Sales Conversations It’s human nature to hold back the deeper parts of ourselves, especially the areas where we feel we are weak. We have to build trust with a person before we are willing to share on that level. In sales, we are able to use that tendency to our advantage by "going first" in new customer relationships. Todd encourages sales professionals to take the lead in being vulnerable - about themselves and about their product or service. In this conversation, you’ll hear Todd explain how vulnerability has an effect like nothing else - to break down barriers and open the door to honest sales conversations that actually go somewhere. His savvy application of transparency to his own sales approach is what has made him the sales leader he is. Listen to learn from a master! It’s Easy For Buyers To Know Why You Suck. Own It From The Beginning In case you haven’t noticed, the digital selling landscape has changed. You are no longer the expert that prospects come to in order to learn about your product or services. In fact, because of public review systems, your prospects may have more information about how your product or services impact the lives of real customers than you do. That’s why you have to stop pretending. Stop pretending that your product is flawless. Stop pretending that your services are delivered without a hitch. Learn how to be transparent about the issues you face and clear about how you address them. In fact, you should bring up those things before your prospect does in every sales conversation you have. As we spoke during this recording, Todd explained how disarming that kind of transparency can be and how it is a powerful way to build trust quickly. In Sales, Logic Polarizes But Emotion Binds Us Together Here are a couple of great questions that can help you learn one of the most powerful sales tactics. #1 - How much of your sales pitch is about the stats, the facts, or the logistics and processes of what you do for customers? #2 - After you answer that question, ask yourself how much of your sales conversations focus on the emotional side of what your product provides for real-life customers. Todd points out that a direct correlation exists between the amount of emotion involved in a conversation through the wise use of stories, case studies, etc. and increased sales closing rates. The way he says it is very helpful: Logic polarizes but emotion binds us together. Listen to learn how you can tap into the emotional motivations of your customers by listening to what Todd has to share on this episode. An Incredible Sales Tactic: Play Your Cards Face Up To Get Bigger Deals One of the most powerful things I learned from Todd as we spoke was his approach to addressing areas where a customer’s desired outcomes seem to conflict with his company’s limitations. He describes one situation where he BEGAN a sales conversation by using a whiteboard to list his companies limitations in four areas: volume, when the customer pays, length of commitment, and timing of the deal. Then he began to explore what the customer wanted in each of those areas so they come to a middle ground. It’s an ingenious way of getting all the cards out on the table instead of trying to hide potential roadblocks to a deal. Not only it this more effective in getting past those roadblocks it’s also a powerful way of building trust in a brand new customer relationship. I hope you see that transparency is more than a sales tactic. It’s a wise way of relating to people overall, which is one of the greatest sales skills that exist. Listen to learn more from my guest, Todd Caponi. This podcast is being brought to you by SAP Sales Cloud, formerly CallidusCloud. With SAP Sales Cloud's modern CRM, you can focus on coaching and developing sales reps, instead of forecasting. Learn more by visiting: www.calliduscloud.com/Vengreso Outline of This Episode [1:47] Congrats to Todd regarding the launch of the new book [7:42] The history behind writing “The Transparency Sale” [11:05] Why salespeople should embrace their vulnerabilities and flaws [13:30] Flaws in the way we teach sales professionals to sell these days [18:55] An example of being honest about flaws in your product or process [29:40] 3 things salespeople need to stop doing [34:38] Get used to playing your cards face up to get bigger deals Resources Mentioned Todd’s company website: http://TransparencySale.com Connect with Todd on LinkedIn: https://www.linkedin.com/in/toddcaponi/ Follow Todd on Twitter: https://Twitter.com/TCaponi Follow Todd’s company on Twitter: https://Twitter.com/TransprncySale Get Todd’s book: https://amzn.to/2BxenrF Todd’s all-time favorite movie: The Blues Brothers: https://www.imdb.com/title/tt0080455/ Smokey and the Bandit : https://www.imdb.com/title/tt0076729/ Chicago’s Power Reviews: https://www.powerreviews.com/ Calendly: https://calendly.com/https://www.imdb.com/title/tt0080455/ Time Trade: https://www.timetrade.com/ Hubspot: https://www.hubspot.com/ Social Business Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts  

Gerald is co-founder and CEO of enosiX. His company is providing real-time data integration between Salesforce CRM and SAP. In this interview he shares how he got started working with Salesforce CPQ, what he thinks of the SAP acquisition of CallidusCloud, how their data projects typically work and much more Send questions to gerald.schlechter@enosix.com  Or contact him on LinkedIn @https://www.linkedin.com/in/geraldschlechter/  The enosiX website is @ https://enosix.com   

Show Notes:  Catalog Data Solutions (CDS) works with CPQ Solution Providers like Oracle, Apttus, CallidusCloud and FPX on visualization requirements. In this interview John shares what he considers the most interesting trend in visual CPQ, in what situations visual capabilities provide the highest benefit, why he considers 2D drawings critical for CPQ and much more Send John an email @ jmajor@catalogds.com  The CDS website is @ www.catalogdatasolutions.com 

Show Notes:   CalldiusCloud has just been acquired by SAP and so we want to use the opportunity to check in with them and learn what to expect next. In this interview Milan shares what he considers the most interesting trend in CPQ, how they work with Gartner and Forrester, what customers can expect from CPQ Solutions and more Send Milan an email @ milan.rajkovic@sap.com The CallidusCloud website is @ http://www.calliduscloud.com/cpq   The CallidusCloud Team will be at the Sapphire event in Orlando, FL (June 5-7) 

In this episode we talk to Giles House, Chief Marketing Officer at CallidusCloud.

This episode paints a picture of a more productive salesperson, from the personal habits to the corporate strategies needed to get there. Giles House, CMO of CallidusCloud, joins me on this episode.

In this episode we talk to Giles House, Chief Marketing Officer at CallidusCloud.

Gartner recently named CallidusCloud a leader in its Magic Quadrant for Sales Performance Management based on completeness of vision and ability to execute. No doubt why, as their suite of products are helping their clients drive revenue. We discuss CallidusCloud's second annual Sales and Marketing Sentiment Survey with Chief Marketing Officer Giles House. Giles is an experienced marketing executive with a proven track record of successfully marketing and selling business software and technology. At CallidusCloud Giles is responsible for the company’s global marketing activities, product strategy, communications, brand and sales enablement programs.  Listen to this amazing conversation regarding sales sentiment, the challenges of technology in the sales process, and the future of sales platforms. 

Chris Bucholtz is the Director of Content Marketing at CallidusCloud, sales performance management software. In this episode he shares his thoughts on the importance of marketing attribution, how sales and marketing can best utilize data from content, and how that data can be applied to creative development.

Gretchen DeKnikker. has been launching and growing enterprise SaaS startups and platforms since way back in the last century. She also and infrequently write a blog called Enterprise is Sexy ('cause it totally is). She previously cofounded SocialPandas, launched LivePerson's (LPSN) Apps Marketplace platform and was an early employee at Genius.com (acd by CallidusCloud), EchoSign (acq by Adobe), and Revere Data (acq by FactSet). Basically, Gretchen rocks and has a lot of experience in marketing SaaS companies. I think you'll love this episode. If you'd like to be interviewed on SaaS Insider - feel free to email me.

Today, I had an interesting discussion with CallidusCloud CMO Gile House about how to turn tire kickers into leads. We also talked about how companies are using this marketing automation method to be predictive with their messaging and increase sales.The internet has turned everyone into journalists, reviewers and critics who are well informed before coming to your website. Gone are the days of a one size fits all cold call from a sale rep. Nowadays, you need to meet the person where they are in the sales cycle and understand a little more about their needs and knowledge level before going into a canned pitch. With marketing automation, you can learn more about the needs of your audience as well as the right time to provide the right message.This is what CallidusCloud calls lead intelligence. Gile believes that marketing is only a part of the process and that they are here to assist the sales department. He states that in a 2014 study, only 1 in 5 meetings with salespeople yielded a follow up and even less converted into a sale. Many times this attributes to marketing not providing sales with the full context of the lead before the meeting. But it is not entirely marketing’s fault. In many companies, it is not a part of the sales process for this knowledge transfer. Each department has its own way of handling leads with no holistic approach. Listen in as we discuss how information can be gathered and passed from marketing to sales equipping them to provide predictive messaging and convert more tire kickers to leads and leads into sales.

Today, I had an interesting discussion with CallidusCloud CMO Gile House about how to turn tire kickers into leads. We also talked about how companies are using this marketing automation method to be predictive with their messaging and increase sales.The internet has turned everyone into journalists, reviewers and critics who are well informed before coming to your website. Gone are the days of a one size fits all cold call from a sale rep. Nowadays, you need to meet the person where they are in the sales cycle and understand a little more about their needs and knowledge level before going into a canned pitch. With marketing automation, you can learn more about the needs of your audience as well as the right time to provide the right message.This is what CallidusCloud calls lead intelligence. Gile believes that marketing is only a part of the process and that they are here to assist the sales department. He states that in a 2014 study, only 1 in 5 meetings with salespeople yielded a follow up and even less converted into a sale. Many times this attributes to marketing not providing sales with the full context of the lead before the meeting. But it is not entirely marketing’s fault. In many companies, it is not a part of the sales process for this knowledge transfer. Each department has its own way of handling leads with no holistic approach. Listen in as we discuss how information can be gathered and passed from marketing to sales equipping them to provide predictive messaging and convert more tire kickers to leads and leads into sales.

As we continue to add devices to our network, the Internet of Things is creating a wealth of data. How do businesses report and react to this data in real time? How can technology help improve the customer experience and give businesses the competitive edge? I invited Giles House from Callidus Software onto the show to discuss this growing industry and the benefits this emerging technology can offer businesses. CallidusCloud: http://www.calliduscloud.com/ Twitter: @CallidusCloud  

Leslie Stretch, CEO, CallidusCloud Since being named CEO of  CallidusCloud, a publicly held high tech company, Leslie Stretch has transformed the software firm’s business by establishing a recurring revenue model that he believes is now primed to propel the sales automation firm beyond $1 billion in annual sales.  Join us when Leslie explains why companies no longer must forfeit their middle-market agility to climb into the ranks of billion-dollar firms. 

Brent Leary Interviews Giles House of CallidusCloud by Brent Leary and Small Business Trends