Qvidian’s 2017 Customer Awards: Excellence in Proposal Automation

Lewis Miller | Apr 25, 2017
In early April, Qvidian held its annual user conference, Connect17, in Tampa, Florida. One of the highlights of the conference is our annual customer excellence awards where we recognize clients who have achieved extraordinary results. Considering five unique categories, the Qvidian management and customer relations teams choose individual users and Qvidian champions who have driven business value and innovation in their enterprises with the help of Qvidian’s RFP and proposal automation software.
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7 Deadly Sins of Proposal Writing: How to Write Proposals that Help Win Deals

Lewis Miller | Jan 11, 2017
Sales proposals are an integral part of complex sales processes for any organization selling their services or products. However, inconsistent proposals with outdated messaging can undercut months of sales efforts – not to mention the countless hours and resources spent by numerous employees across the organization. Although the process of developing a precise, well-written new sales proposal is vital, it is often overlooked by the leadership team and ignored during sales training, resulting in bottlenecks and duplicate efforts during the proposal development stage.
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Revolutionize Our Thinking

Let’s Revolutionize Our Thinking

Lewis Miller | Sep 25, 2014
As we all try and grasp this innovative age of buying and selling, we see the typical analysts' and industry experts' contributions to an early stage market. The objective is to write their way of thinking on the market to help shape how we see the goals, challenges, and solutions we struggle to articulate to put substance to an intangible concept.
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Be More Than a Hero

Be More Than a Hero

Lewis Miller | Sep 18, 2014
The first half of 2014 is officially in our rear-view mirror, and the end of Q3 is fast approaching. Sales leaders can be found pulling in last minute deals to make their numbers all over the globe. When asked if he was going to make his number for the end of Q3, a sales VP at a large technology firm said, “I just need to work with ‘Mike’ to pull in two big deals. He’s the guy to get things over the finish line.”
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Customization CAN drive ROI in Repeatable Sales Processes

Customization CAN drive ROI in Repeatable Sales Processes

Lewis Miller | Jun 26, 2014
Here at Qvidian, we firmly believe that the most effective leaders prepare their teams for success through a personalized selling experience. A large component of this stems from automation – however, our philosophy is that automation has the largest impact on ROI when implemented strategically with select processes and activities.
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What's So Hard About Sales Execution

What's So Hard About Sales Execution?

Lewis Miller | Jan 3, 2014
We have engaged with hundred's of sales leaders over the past year in direct selling situations, through our sales performance surveys, and at sales leader conferences and forums. These conversations have led us to a number of compelling and consistent trends regarding the difficulty with effective sales execution.
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Sales Force is Under-Utilized

GUEST POST: Warning, Your Sales Force is Under-Utilized

Lewis Miller | Dec 4, 2013
With the year winding down, how many of your sales reps will hit their annual number? For most organizations, their sales force is drastically under-utilized. Below is a guest blog post from Paul Vinogradov, Vice President at AGI, on ways to optimize the utilization of your sales force.
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Best in Biz Award

Qvidian Wins Best in Biz 2013 Award for Enterprise Product of the Year – Software

Lewis Miller | Nov 22, 2013
I’m proud and excited to announce that Qvidian was named a silver winner in the “Enterprise Product of the Year – Software” category in the 2013 Best in Biz Awards, the only independent business awards program judged by members of the press and industry analysts.
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Fast lane

GUEST POST: Sales Playbooks Series: Onboarding Playbooks – Put your new hires in the express lane

Lewis Miller | Oct 3, 2013
Below is another guest blog post from Kyle Uebelhor, a Director at AGI, on using Onboarding Sales Playbooks to ramp up new hires more quickly.
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Jumpstart Playbooks

GUEST POST: Sales Playbooks Series: Jumpstart Playbooks – Energize Your Change

Lewis Miller | Sep 13, 2013
Below is another guest blog post from Kyle Uebelhor, a Director at AGI, on using Jumpstart Playbooks to energize your sales teams. Check out their last posts on sales coaching playbooks and the cornerstones for great playbook design.
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Vince Lombardi

GUEST POST: Sales Playbooks Series: Coaching Playbooks – Blaze the Way

Lewis Miller | Aug 22, 2013
Below is a guest blog post from Kyle Uebelhor, a Director at AGI, on sales coaching playbooks. “Leaders are made, they are not born.” – Vince Lombardi
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Playbook Cornerstones

GUEST POST: Cornerstones for Great Sales Playbook Design

Lewis Miller | Jul 29, 2013
Below is a guest blog post from Kyle Uebelhor, a Director at AGI, on the four principles for great sales playbook design. So you want a sales playbook? You’ve realized that a well-designed sales playbook is key to helping you execute your strategic vision and tackle these common sales conundrums:
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Sales Vision

GUEST POST: Sales Playbooks Make Your Kick Off Vision a Reality

Lewis Miller | Jul 17, 2013
Last October, Qvidian announced a new partnership with leading sales management consulting firm, the Alexander Group (AGI), coupling AGI’s best-in-class sales process consulting with Qvidian’s Sales Playbooks & Analytics cloud-based application. Below is a guest blog post from Eric Maurer, a Vice President and Region Leader at AGI, on how sales playbooks can make your sales vision a reality.
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Sales Strategy

GUEST POST: Keeping Your Sales Roles Crystal Clear

Lewis Miller | Jun 19, 2013
Last October, Qvidian announced a new partnership with leading sales management consulting firm, the Alexander Group (AGI), coupling AGI’s best-in-class sales process consulting with Qvidian’s Sales Playbooks & Analytics cloud-based application. Below is a guest blog post from Paul Vinogradov, Vice President at AGI, on the importance of role clarity.
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Are you setting your sales team up to fail?

Are You Setting Your Sales Team Up to Fail?

Lewis Miller | Feb 27, 2013
As we all know, sales leaders have been seeing increased pressure from the C-suite for some time now. Cut costs, find greater efficiencies, scale the team, and so forth and so on. You’ve heard them all before. And these changes are for good reason – today’s economic environment requires us to do more with less, innovate faster, and be more responsive to the ever-changing buying environment. But, let’s be clear: these attributes are no longer competitive advantages – they are table stakes.
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Inspect - microscope

Sales Forecasts: Inspect What You Expect

Lewis Miller | Dec 6, 2012
*Deeper visibility into rep’s activity enables spot-coaching* Regardless of your company function, as managers we all set expectations for employees in the form of quotas, deliverables, etc. to obtain results. We measure results at specific points, whether it is monthly, which I like to think of as 12 100-yard dashes, quarterly, or during annual reviews. The issue is, at any level in any company, a **manager shouldn’t wait until the review point to ask about progress toward goals**.
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Sales Forecasts—Don’t Confuse Efforts with Results

Lewis Miller | Nov 14, 2012
*Second part in a series on sales forecasts* I recently attended an investor conference in Boston and as usual many of the questions asked of the presenting companies’ executives had to do with their sales forecasts—their level of confidence in them and if they thought their projections were conservative or aggressive. Creating an accurate sales forecast is not an easy thing to do.
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Why is it so Difficult to Create an Accurate Sales Forecast?

Lewis Miller | Oct 15, 2012
Welcome to Qvidian’s new Sales iQ blog! This blog will be a great reflection of what The Q team—sales effectiveness gurus who have been working with sales teams for nearly two decades—have to say about successful selling and what’s happening in the rapidly changing sales industry. We'd also like to tap into what other B2B sales and marketing practitioners are saying about what’s working and what’s not.
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