Swifter, Higher, Stronger

Qvidian | Jul 21, 2016
The Olympics motto is “Citius, Altius, Fortius,” a Latin phrase meaning “Swifter, Higher, Stronger.” And that is just what Qvidian stands for in helping our customers achieve their goals.  
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When it Comes to Proposals, Dare to be (a Little) Different

Qvidian | Jun 6, 2016
Let’s face it. When it comes to creative materials – writing and design – everyone has their own interests and tastes. You might not like what I like, and I may not gravitate to what you’re interested in. By their very nature, creative materials are subjective.
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Art and Science (Part 1): It Takes Both to Develop Great Content

Qvidian | May 25, 2016
We tend to think of the artistic and scientific approaches to any task as being fundamentally opposed. One is right-brain, one is left-brain; one thrives on inspiration and intuition, while the other is grounded in observation and deduction. They’re like Venus and Mars – complementary planets, but moving in very separate orbits.
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#PeopleLie, Making Great Music, and the Fresh Prince: a Recap of #MKTGNation16

Qvidian | May 18, 2016
You know that moment when you realize your job is pretty damn cool?  If you’re a marketer, attending Marketo’s Summit is one of those moments.
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Six Things Every Sales Enablement Leader Should Want

Qvidian | May 9, 2016
Sales enablement leaders are a diverse breed of professionals that require a broad set of very particular skills. Part strategist, coach, and leader, with equal parts psychologist, data scientist, and terrestrial navigator.
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Going with the Chicken on This One

Qvidian | Apr 27, 2016
Which came first – the chicken or the egg? Simple enough, and even philosophically rooted. But the harder question is which came first – the positive customer experience or employee engagement. One could say that without consistent employee engagement there cannot be a positive and consistent customer experience.
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Alive and Kicking

Qvidian | Apr 14, 2016
I was speaking with an editor of a publication recently who said that they keep hearing about the “death of the RFP” and asked me what we see in the industry. I replied simply – you can’t kill it. It’s also not about RFPs going away, it’s about the need to reinvent how we respond to them.
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Back from Connect 2016

Qvidian | Apr 13, 2016
Music City was the perfect location for our Connect Conference this year. With the great food, colorful honky-tonks, beautiful river views, and amazing people, I’ll be dreaming of hot chicken, country music, the stunning pedestrian bridge, and all the fantastic people I met in Nashville last week. Even though we’re back in the office, the energy of the event has some serious staying power.
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Hope is Not a Strategy

Qvidian | Mar 30, 2016
While the rest of the world was drinking green beer and looking for leprechauns on March 17th, I had the pleasure of hosting a webinar titled, “Hope is Not a Strategy: Proposal Secrets from the Field.”  While I host many webinars for Qvidian, this was one of my favorites as it provided a forum for some very successful customers as well as expert Qvidian staff to share their tips and tricks for people to improve their proposal management operations at their own companies. Our panel included:
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Analytics You Can Use

Qvidian | Mar 17, 2016
Analytics have become a critical capability of any function. Technology has allowed us to place data behind things we never thought were measurable. And proposals and RFPs are no different.  The level of data available to understand what is effective in a proposal or RFP response coupled with productivity insights, allow for today's proposal and operations managers to be armed with the information needed to make better decisions.
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Proposals and Chefs

Qvidian | Mar 9, 2016
I love food. And I mean that in the go-out-of-my-way-for-the-best-taste-ever kind of love of food.
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Habit #7 Article: Measure Results, Apply Art and Science to Your Content

Qvidian | Jan 27, 2016
Have you read the Seven Habits for Highly Effective Sales Content yet? Don't worry - either way, we've created this series of posts to highlight those 7 habits for success.
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Habit #6 Article: Context, Focus on the Second Dimension of Content Development: The “When”

Qvidian | Jan 25, 2016
Have you read the Seven Habits for Highly Effective Sales Content yet? Don't worry - either way, we've created this series of posts to highlight those 7 habits for success.
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proposal software

Habit #4 Article: Promote the Value, Promote the Value of Your Content

Qvidian | Jan 11, 2016
Have you read the Seven Habits for Highly Effective Sales Content yet? Don't worry - either way, we've created this series of posts to highlight those 7 habits for success.
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proposal software and sales playbooks

Don’t Forget Design, Habit #3

Qvidian | Jan 5, 2016
Have you read the Seven Habits for Highly Effective Sales Content yet? Don't worry - either way, we've created this series of posts to highlight those 7 habits for success. Habit #3: Design
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The Ghost of RFPs Past

Qvidian | Dec 21, 2015
One of my favorite Christmas movies is "A Christmas Carol". While I love each rendition of the Dickens' story from the original done in 1938, to the 1984 version with George C Scott, to even Bill Murray's knock-off in 1988 with "Scrooged," the traditionalist in me will say the 1951 version ("Scrooge") is the one to watch. I think it's the infectious giggling Alastair Sim pulls off when Scrooge realizes it's Christmas day that does it for me.
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The Past Present and Future of RFPs

Qvidian | Dec 14, 2015
Managing requests for proposals (RFPs) is not a glamorous job. It requires painstaking discipline, creative thinking, writing talent, superior project management, and a healthy dose of humor and patience. While maybe not glamorous, its a function that is ever-so critical in organizations today. The importance and the impact of those involved is far greater than many would assume.
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Proposal software

The Seven Habits of Highly Effective Sales Content- #2: Personalization

Qvidian | Dec 7, 2015
Have you read the Seven Habits for Highly Effective Sales Content yet? Don't worry - either way, we've created this series of posts to highlight those 7 habits for success. Habit #2: Personalization
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proposal software

Doing the Impossible, with the Unwilling, for the Ungrateful

Qvidian | Dec 2, 2015
As you may know, Qvidian has been in the proposal and RFP business for longer than most have held jobs. It's in our blood, it's our pedigree and will be our legacy.
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Proposal software

The Seven Habits Series #1: Know Your Audience

Qvidian | Nov 11, 2015
Have you read the Seven Habits for Highly Effective Sales Content yet? Don't worry - either way, we've created this series of posts to highlight those 7 habits for success.   Habit #1: Know Your Audience
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A Quote is Not a Proposal

Qvidian | Nov 9, 2015
I recently attended the Corporate Executive Board's annual Sales & Marketing Summit, and had the privilege of working with Qvidian's VP of Alliances, David Blume, on his session titled, "Not All Proposals End in Marriage - Even in Vegas." The thought-provoking session reminded the audience of a key fact regarding sales proposals that has become lost in this world of getting things done quicker:
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Your Sales Proposal is Your Sales Execution Litmus Test

Qvidian | Nov 2, 2015
Many Sales Leaders are looking to gain a fast start on Q4 - starting with Q3 deals that slid.  The ability to forecast accurately vexes many organizations.  Studies show organizations that link forecasting stages to validated sales behaviors and proven effective selling practices get it right more often – just as experience and common sense might also lead one to expect. 
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proposal automation

Let's Automate

Qvidian | Oct 20, 2015
It’s safe to say that when it comes to real estate, we’re living in a sellers’ market. But for sales reps working deals in a selling ecosphere, the story is quite the opposite. Buyers today are increasingly informed, all the more confident in their decision making abilities, and presented with more options than they could ever ask for in the past.
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Webinar Recap: The Magic of RFPs and Proposals

Qvidian | Oct 2, 2015
Recently, I had the pleasure of hosting a webinar with two experts in the sales content space - our very own Steve Snow, Manager of Content Services, and Debra Bowness, Strategic Sales Manager at Teknion.  The topic was, “What’s in the Magic Hat of Great Sales Content” and the pair provided great insights and suggestions for compelling RFP responses and proactive proposals for the audience.  
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Not all Proposals End in Marriage

Qvidian | Sep 28, 2015
Sales proposals that is. A great proposal won’t win you the business on its own. But a poor proposal can undo a lot of the work done up to that point, or even cost you the deal. Here are four considerations to make sure your proposal ends in “yes”.    1. Prove you understand
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The Missing Piece of the Puzzle: Content Automation

Qvidian | Sep 17, 2015
Rapidly changing buying patterns are affecting more and more organizations’ growth, and it is clear that selling content is a very important component in the sales process for companies to achieve their goals. However, that selling content must be accurate, frequently updated, and easily accessible to 
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Three Simple Steps to Localising Sales Content

Qvidian | Aug 25, 2015
Localised sales and marketing content is not just a smart strategy for ensuring your brand is relevant and respected regionally, but allows organisations to be competitive in this evolving global economy.  Almost 60% of global consumers say getting information in their own language is more important than price when making a purchase decision (source: Kapost/CSA).
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Content Management, Salesforce1, and More in Summer 2015 Release

Qvidian | Aug 17, 2015
  It's the most wonderful time of the year... not just because it's back to school time, but it is when we welcome the latest release of the Qvidian suite of products! 
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Dude, where's my content?

Qvidian | Aug 11, 2015
Content is the name of the game here at Qvidian. And while we’re aware our readers are key players – aka participants – in the ever-complex pursuit of content hide and seek, we realize that it’s not always easy to smoothly complete the many challenging levels selling presents without the Content Sales Enablement armor. And safeguarding yourself with the right information, for the right sales encounter, isn’t always easy. At the same time, the process of gathering the information you need shouldn’t be a game of Clue.
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CRM Ghost Town of Corporate Infrastructure

Qvidian | Jul 30, 2015
Picture this: You’re on a road trip through the all too diverse state of California. There are many places to see, to uncover. After driving up the coast, passing one breathtaking ocean view after another, you decide to be adventurous and veer away from your mapped out route – driving for hours to a place unknown. And then you see something looming in the distance…a ghost town. The scene is eerily void of buzz. Silence surrounds the stuff (abandoned homes, a railroad, countless stores, etc.) within what was once intended to be a lively place. Sad.
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Yes, content matters. Align only the right content for savvy buyers

Qvidian | Jul 28, 2015
As a consumer in today’s fluctuating buyer landscape, you’re presented with more information than ever before. You know what you want, and you don’t think twice when rejecting a sale that’s perceived as different from your pre-defined needs. And as your buying power continues to escalate, sales reps, on the other hand, are finding themselves in lesser welcoming territory – or one of seemingly endless disconnect. Thus, in order to sell effectively, sales reps must find new ways to connect with buyers.
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Conquer the Noise with Content Automation

Qvidian | Jul 21, 2015
Our world is noisy – and content overload and data clutter are a thing of the current and the future. Sales and marketing content, in particular, is intended to drive an organization forward through strategic alignment to customer needs and pain points. But unfortunately, with too many cooks in a typical sales organization’s kitchen, content touch points fast become blurred, and newly created content is either buried or made stale – creating declines in the bottom line and customer value.
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Digitize Your Paper Sales Playbooks

Qvidian | Jul 20, 2015
Sales Playbooks are an integral part of any selling strategy. And if your playbooks are PDF or paper-based, you’re on the right path to refining your sales processes, but we’ll be honest – your strategy could use some personalization.
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Generation Q: Four Key Dimensions of the New Content Portal

Qvidian | Jul 16, 2015
There are a variety of such content portals that work well and benefit a company’s content strategy – but even more that don’t; hindering the sales process and affecting profitability. So if something’s not entirely broken, do we rush in to fix it? Maybe a better solution is to acknowledge that traditional content portals need a revamp – a transformation.
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Let Others’ Success Be Your Guide (Not Your Envy)

Qvidian | Jul 8, 2015
Fess up. You do it too. You compare yourself to others around you. What others are wearing, where they go on vacation, what they drive - it’s natural. And it doesn't mean we judge or criticize, but are constantly looking for opportunities for improvement in ourselves and look to others for inspiration and ideas to help us move forward in areas of our lives we want to improve. Comparing is not judging or measuring - its using others experience and ideas as a guide for how we can improve and add value and joy to our own lives.
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Say it ain't so: Buyers no longer need sellers

Qvidian | Jul 1, 2015
With nearly 60% of decisions complete before a customer even interacts with a sales rep, it’s of little wonder why selling is in a state of flux. Some even attest that the days of the sales role as we know it today are numbered, soon to be replaced by some form of robotic selling. But what’s really happening in the industry that’s causing this shift?
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Dear CRM…You’ve given me all you can give, but I simply need MORE

Qvidian | Jun 26, 2015
Here’s the story: Customer relationship management (CRM) promised to change how you do business, improve how you sell, and more. Sellers believed that with this technology alone, they would have better relationships with their customers, and marvel at new and organic growth. While a CRM database is essential, it’s not necessarily fulfilling the vision communicated when it was first introduced Here we go again… Qvidian has received another anonymous letter. Things are getting complicated with CRM. Are you in the same boat? Send us your stories.
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Don’t fall into chaos: Ensure a steady climb toward sales maturity

Qvidian | Jun 5, 2015
Just like every one of us, each sales organization is different. An organization carries with it an ongoing load of positive attributes as well as sets of not-so-favorable qualities that hinder success.
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4 things you need to know for creating a winning proposal

Qvidian | May 27, 2015
What goes into a winning proposal? Or, put differently, what do buyers really want? In today’s ever competitive selling landscape, marketing and sales need to write more (and better!) proposals than ever before. As industries become more complex, customers have become both more confused and more demanding. As a result, they are likely to listen to a presentation, nod their heads, and utter those familiar words, “Sounds good! Why don’t you put that in writing for me?...
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Level up your game with Salesforce AppExchange partners

Qvidian | May 20, 2015
CRM is core to virtually all selling efforts today. With Salesforce.com as the leader, sales teams have a unified base for conquering the noise – rescuing reps from the escalating chaos of the environment. The breadth of capabilities Salesforce delivers is extensive, and with time of the essence, it’s not always easy to take advantage of everything (or more importantly, what’s of especial importance to your individual reps).
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Change Your Swing, Change Your Sales Strategy

Qvidian | Apr 9, 2015
To some the beginning of April means the hope for a sunnier tomorrow, to others it’s about a monumental tradition: The US Masters. For decades dating back to 1934 (for more fun trivia about the tournament, visit The Masters FAQ on About.com), The Masters and its equally celebrated Green Jacket has captivated the admiration of millions, creating household names and intensifying competition.
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The "Big Reverse" of Sales

Qvidian | Apr 1, 2015
Dries Buytaert, creator of Drupal and co-founder of Acquia, recently wrote a post, The Big Reverse of the Web, that has sparked quite the debate in technology communities on the future of mobile apps, online advertising, search engines and more.  The money line is: "Ten years from now we're going to look back and recognize that search-based content discovery was broken." Amen, brother!
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March Madness Bracket: The Sales Showdown

Qvidian | Mar 18, 2015
Ah, March. As the snow slowly begins to melt, we’re nearing the start of something exciting – March Madness! The annual National Collegiate Athletic Association (NCAA) basketball tournaments captivate millions, and with eyes and ears glued to the game, the countdown to who is the best of 68 college teams.
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What We Have Here is a Failure to Communicate

What We Have Here is a Failure to Communicate

Qvidian | Feb 17, 2015
Our need to communicate is fundamental. We are fascinated by how past eras were able to effectively communicate with one another when contemporary tools were non-existent. We read old, hand-written letters, dig up cave drawings, listen to past recordings - completely enthralled in someone's need to share a thought, feeling, or idea with another.
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Situational Guidance is a Sales Pro's Caddy

Qvidian | Feb 2, 2015
Pick any top golfer – what makes them so great? Natural ability, a strong desire to win, lots of practice, the best coaches, trainers, and equipment? Well, if you give me Phil Mickelson’s $3,000 clubs and I’ll still hack my way around. Give Phil my $300 set and he’ll still shoot a 70.
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Our Top 5 Blog Posts from 2014

Our Top 5 Blog Posts from 2014

Qvidian | Jan 7, 2015
2014 was a year full of exciting happenings in the world of sales execution. Here at Qvidian, our thinking caps were glued on tight as we worked on creating timely blogs to keep you in the know. And just in case you missed any of our thought-provoking content, here’s a list of some top performers – enjoy!  
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It is time to Personalize Selling

We’re All Just People, People: It’s time to Personalize Selling

Qvidian | Dec 15, 2014
We humans are a unique bunch, every single one of us. And while lumping like-minded individuals into groups is reasonable in cases of personal interests – (foodies, for instance, enjoy dining out, but that’s not always the case, with some preferring to play chef in the comfort of their own home) – doing so only touches upon the group collective, dismissing key characteristic differences expressed by billions of DNA cells.
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Serving the Customer Experience

Serving the Customer Experience

Qvidian | Dec 11, 2014
Sales is all about the experience. That is, to the buyer it is all about the experience. You might very well have the best product, even a well-defined methodology, but if anywhere in the selling process it breaks down and delivers anything other than a positive experience to your buyer – you’ve lost that customer for sure.
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Beware of Creating a Bigger Gap

Beware of Creating a Bigger Gap

Qvidian | Dec 2, 2014
As a marketer, I read a LOT of content. I’m an uber-consumer of blogs, whitepapers, guides, infographics, videos and anything else you put out there. I’m reading to not only find nuggets of good intel to help me do my job tactically and challenge my thinking, but also to learn about our customers, prospects and general market environment to drive our marketing strategy. Oh and I also read the occasional real-world content - you know, news and such.
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Shift the Sales Performance Curve

Shift the Performance Curve: Make Your Middle Sales Performers Incrementally Better

Qvidian | Nov 20, 2014
Today’s increasingly complex and diverse marketspace calls for sales organizations to look for new and creative approaches to improve sales execution strategies and advancing revenue growth. A surprisingly simple way to impact sales performance entails improving the output of your middle sales performers. But will improving the middle’s performance make a real and quantifiable difference? Let’s investigate…
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The Missing Piece to Annual Sales Kick Offs

The Missing Piece to Annual Sales Kick-offs

Qvidian | Nov 10, 2014
Sales kick-off meetings…we’ve all attended them, and we’ve all experienced at least a few that were excruciatingly bad. Here’s the all too familiar rundown: Some kick-offs try too hard to come up with a memorable event or activity. The awkwardness spreads from anything like iron chef competitions with sales reps and managers running around with cutlery and meat in their hands – to those that become a lashing session for sales leaders, laced with threats of how things will change and reps better watch out. No extreme is good.
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Pitfalls to Avoid When Implementing Salesforce

Pitfalls to Avoid When Implementing Salesforce.com

Qvidian | Nov 7, 2014
Last week I had the pleasure of attending the 2014 LIMRA Annual Meeting in New York City. As anticipated, the event was full of thought-provoking discussions around today’s evolving "social sharing" culture and leveraging big data for marketing, illuminating a commitment to market shifts in the financial services industry.
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3 Ways Sales Operations Can Be More Strategic With Sales Leaders

3 Ways Sales Operations Can Be More Strategic With Sales Leaders

Qvidian | Oct 27, 2014
The role of sales operations is continuing to evolve. A title you might not have even heard of 5 years ago is becoming a critical part of a sales organization and proving to be as important and strategic to a company as sales leaders themselves. But as with any evolving discipline, making the shift from tactical to strategic can be a challenge.
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CRMs Achilles Heel

Repairing CRM’s Achilles’ Heel

Qvidian | Oct 14, 2014
Thank you Venture Beat for exposing what seems to have been the elephant in the room no one wants to discuss. Salesforce.com’s announcement at Dreamforce about their upcoming sales analytics capabilities is exciting. But while CRM has evolved into a critical back-end system for data capturing, its unfulfilled promise of better selling and more accurate forecasting is the unicorn we’re all trying to catch.
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Dear CRM, It’s Not You... It’s Me

Qvidian | Sep 11, 2014
Here’s the story: Customer relationship management (CRM) promised to change how you do business, improve how you sell, and more. Sellers believed that with this technology alone, they would have better relationships with their customers, and marvel at new and organic growth. While a CRM database is essential, it’s not necessarily fulfilling the vision communicated when it was first introduced. Here we go… Qvidian has received another anonymous letter. Things are getting complicated with CRM. Are you in the same boat? Send us your stories.
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Change Happens

Change Happens. Put it to Work in Your Sales Organization.

Qvidian | Aug 29, 2014
In today’s evolving business environment, change happens more quickly than ever. And given the increasing complexity of the technology landscape and escalating competition, companies simply can’t afford to be stymied by each change they encounter – to survive, they must identify a way to harness changes and use them for the good of their bottom line.
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the Need for Dynamic Guided Selling is NOW

Let’s All Agree – the Need for Dynamic Guided Selling is NOW

Qvidian | Aug 5, 2014
Information overload is a thing of the present and future, creating pickier consumers and accelerating the need for superior customer service. SiriusDecisions published an excellent blog post last week detailing the need for dynamic guided selling – and we couldn’t agree more.
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7 Keys to a Successful Technology Implementation

7 Keys to a Successful Technology Implementation [Part 1]

Qvidian | Aug 1, 2014
There are more tools, technologies, and software applications in the marketplace than ever before; all waiting to solve the myriad of business challenges nagging you when you rest your sleepy eyes at night. Salesforce.com on its own has over 2,000 apps in its AppExchange with over 2 million app installs.
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Top 5 power words to use in selling documents

Top 5 Power Words to Use in Selling Documents

Qvidian | Jul 21, 2014
What’s in a word? Aside from the visual, communication is pretty much our only means of expression, and without words (written, spoken…what have you), our unique personas would certainly pack a lot less originality. And frankly, it’s fruitless to denounce words – they hold too much power.
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The whole is greater than the sum of the parts

The Whole is Greater Than the Sum of the Parts

Qvidian | Jul 2, 2014
Is selling an art or science? What about buying? I’m favoring art. That doesn’t mean you can’t codify and make elements of each process repeatable and measurable, but we’re dealing with human interactions and that throws a wrench in the works. As buyers we just don’t have the time to rationally assess and scrutinize every available option. And, sometimes we make illogical decisions. Even in the world of the consensus purchase, more primal, binary decision-making ‘rules of thumb’ or heuristics take over.
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Stop Selling Me

Stop Selling Me, I Want to Buy

Qvidian | Jun 10, 2014
We had a second meeting with a potential vendor recently as we’ve been seeking to implement a series of strategic sales initiatives. We had a very specific set of requirements, fully budgeted, and did our due diligence to identify the right potential partners.
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Transform sales

Transform or Die - Reflection on SiriusDecisions Summit

Qvidian | May 28, 2014
The Q team just returned from three days of sessions and conversations at SiriusDecision’s Summit in Orlando, FL. Besides the typical content-packed agenda of events like this, this year featured an award gala where Sirius clients were recognized for their achievements in driving change and ROI at their companies. The closing of the gala featured the entertainment of Eddie Money and various other stars from the 80s playing favorites like, “Two Tickets to Paradise” and “Take me Home Tonight”.
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Breaking News Buyers Have Changed

BREAKING NEWS: Buyers Have Changed

Qvidian | May 14, 2014
Is anyone else tired of hearing “the buying journey has changed?” It seems like every article or blog I read about shifting the sales and marketing approach all begins with that statement. We then go through a myriad of data points that support that statement to prove its right. And I’m part of the problem - guarantee you can pull up a few of my old blog posts or bylines and pull that line from one or two.
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importance of insight led selling

Insight Selling: the Critical Role of Sales Operations

Qvidian | Apr 29, 2014
Last week, I had the opportunity to attend a great sales forum in Chicago hosted by one of our partners, the Alexander Group (AGI). The event centered on the importance of insight led selling with an emphasis on the role the sales operations functions plays to support this shift in behavior.
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Agile selling

The Agile Selling Imperative

Qvidian | Apr 23, 2014
Today’s sales teams are overburdened with the information they need in order to be successful. In an ever-evolving marketplace, buyers have evolved – but sales teams haven’t. The result is sales enablement and operations teams create more content and provide more information to sales teams who just don’t have time to sort through it all.
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Accelerating Sales Rep Ramp Up

Accelerating Sales Rep Ramp-Up: 3 Strategic Approaches

Qvidian | Mar 21, 2014
Sales is the only profession where we hire someone and expect them to not be fully productive for anywhere from 6 to 12 months. Can you imagine hiring an engineer who didn’t contribute code for that long? How about an accountant who couldn’t do your taxes this year - but next year will be ready to go.
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Conversations

Don’t Use Content as a Substitute for a Conversation

Qvidian | Mar 14, 2014
Organizations have been “enabling” sales teams with collateral and sales tools to the point of burdening them with too much information, never mind where to find all that content. There is a multitude of sales and marketing collateral loaded into a sales portal or intranet site, and countless hours are put into creating, editing, and producing this content. It becomes incredibly difficult to know if sales teams have even used the content and how effective it really is. Every sales organization has a similar story:
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Innovators in Financial Services Crush Sales Execution Challenges

Innovators in Financial Services Crush Sales Execution Challenges

Qvidian | Feb 26, 2014
In a previous post, I outlined the trends affecting financial services organizations today, and the impact they’ve had on sales, marketing and distribution teams. Since then, I’ve attended the annual LIMRA Distribution Conference for Financial Services and was able to speak with many leaders dealing with these challenges first hand.
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Chasing the Chirp

Chasing the Chirp

Qvidian | Feb 25, 2014
I woke up in the middle of the night recently to the insane and elusive chirping sound of a rogue smoke detector. I’m sure we have all experienced this at some point in life, and if you haven’t, I truly envy you. It’s the sound the smoke detector in your home will make when it desires a replacement battery. This vexes me to no end, that there could be a multitude of alternatives to solve the problem, but manufacturers stay with their status quo delivering the same products every year.
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Sales Execution Challenge in Financial Services

The Sales Execution Challenge in Financial Services

Qvidian | Feb 6, 2014
There are unique sales challenges facing the financial services industry today. Advisors are under pressure to respond to a consumer audience that is more educated and empowered than ever. However, the industry as a whole has been laggard at adopting new sales practices and tools to enable agents to make that shift successfully. Even so, the market continues to be in growth mode as baby boomers continue to age and require more life insurance and retirement products as part of their overall financial plans.
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The Sales Execution Challenge

The Sales Execution Challenge - How Do You Measure Up? [INFOGRAPHIC]

Qvidian | Jan 30, 2014
As you may have read in our Sales Execution Trends report many organizations are shifting from maintenance mode to growth mode in 2014 and therefore looking beyond sales enablement and towards sales execution to meet their goals. Check out our infographic below to see how you measure up in The Sales Execution Challenge.
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Overcoming Obstacles of Sales Execution

Looking Ahead to NYC Regional Sales Event

Qvidian | Jan 23, 2014
Last quarter, I announced Qvidian’s regional executive event series, “Overcoming Obstacles of Sales Execution” that kicked off in Palo Alto, CA in December. Networking, discussion and a cocktail or two turned into a great evening full of strategies and tactics on how to address the gap between strategy and sales execution.
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Qvidian's Sales Execution Trends survey

Survey Says: Sales Organizations Growing, but Hindered by Sales Execution Challenges

Qvidian | Dec 17, 2013
We recently surveyed over two hundred sales leaders from around the world and came away with some very interesting data. Our annual Sales Execution Trends survey looks at key objectives for sales organizations, challenges and obstacles faced to meet those objectives, current conditions, and investment areas needed to improve sales execution.
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Stop Enabling and Start Executing

Stop Enabling and Start Executing: Value-add Conversations

Qvidian | Dec 11, 2013
I used to be an enabler. Now I know better.
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Killer Sales Kickoffs: How to Make Them Stick

Killer Sales Kickoffs: How to Make Them Stick

Qvidian | Dec 9, 2013
It’s that time of year again! Quarter close, holidays, year-end close, 2014 planning, and annual sales kickoff time! I for one love sales kick-offs. Maybe it's the natural networker in me, maybe it's the buzz you get - regardless, it starts the year off with positive momentum and excitement that sends the troops out ready to rock the year.
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Salesforce.com Dreamforce 13 and Sales Execution

Dreamforce & Sales Execution

Qvidian | Dec 6, 2013
It's been a whirlwind couple of weeks! It’s event season and Qvidian has been busy around the world attending some of the leading business and sales events, talking to leaders from all industries. Most recently, we returned from Dreamforce, Salesforce.com’s annual user conference that drew an astounding 130,000 attendees this year. It's the type of event that is as much a spectacle as it is full of networking and learning.
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Sales Execution

Increasing Value Through Improved Sales Execution

Qvidian | Nov 20, 2013
We are proud to have been a part of the Alexander Group’s Chief Sales Executive Annual Forum this past week. It was a great event packed full of sessions focused around this year’s theme - recognizing Value Creators.
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Connect, Discuss, and Network at Qvidian Regional Events

Qvidian | Oct 25, 2013
Anyone who knows me, knows I love any reason to network and spend time with my peers - especially if there’s a glass of wine involved! So I’m excited to announce two regional events we are hosting, designed for senior sales leaders to network and discuss key issues around effective sales execution.
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Sales Execution Harder Than Ever in Healthcare (Insurance)

Qvidian | Oct 21, 2013
The healthcare industry seems to be in a constant state of change. The impact of federal and state regulations forces healthcare providers and insurers to be more nimble and agile than ever before. This makes successful sales execution seem like a monumental task. As I speak to more sales and marketing people in this sector, I sense the growing frustration just trying to keep up. So I thought I’d share a few tips from our customers on how they’ve been able to stay ahead in this environment:
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The Changing Perception of the RFP Manager (and why it’s required!) – Recap from LIMRA RFP Round Table

Qvidian | Oct 17, 2013
Last week, I joined Qvidian Account Executive Mike Cioce to meet with members of the LIMRA RFP Round Table to discuss the latest and greatest in the proposal automation world affecting the insurance and financial services industry. It was a very open conversation with sharing best practices, current trends, and the business impact of being an RFP Manager.
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Smarter Sales Analytics for a More Effective Sales Team

Qvidian | Oct 14, 2013
Last week, Qvidian attended the Sales Management Association’s annual Sales Force Productivity Conference in Atlanta, GA. The consensus was… selling isn’t getting any easier any time soon… but savvy sales leaders can take advantage of analytics and data to improve sales effectiveness and make smarter decisions like never before.
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Changing How We Change – Thoughts from the CEB Sales & Marketing Summit

Qvidian | Oct 11, 2013
Earlier this week, some of the Qvidian team (myself included) participated in the Corporate Executive Board’s Sales & Marketing Summit out in Las Vegas.  Change was an underlying theme throughout the conference.  Dealing with both internal change (your sales force, management) and external change (more educated buyers, the changing buying environment) is becoming standard and not an anomaly. 
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Sales Coaching - Clipboard

GUEST POST: Coaching Sales Reps out of Slumps?

Qvidian | Sep 10, 2013
Below is a guest blog post from Michael Boyette of Top Sales Blog on how to coach sales reps out of slumps. No matter how good your reps are, they're bound to hit a rut every now and then. Continue reading for some great coaching tips from Michael.
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Twin Pillars of Sales Success

Twin Pillars of Sales Success: AGI Webinar Recap

Qvidian | Sep 5, 2013
Last week, we organized a live webinar discussion focused on the Twin Pillars of Sales Success: Vision & Execution with Eric Maurer and Kyle Uebelhor of the Alexander Group and hosted by Dr.
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Driving Change to Build a Value-Based Sales Culture

Qvidian | Jun 27, 2013
Last week, I attended the Alexander Group’s (AGI) regional forum in New York City. An intimate event, it brought together sales leaders from some of the most recognized brands—GE, Pfizer, and Covidien among others. The AGI team provided compelling topics and content, but left a lot of the conversation to the attendees in the form of panels and discussion sessions.
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SMA Managing Sales Force Change

Perspectives on Managing Sales Force Change

Qvidian | Jun 24, 2013
This month, the Sales Management Association released their latest research on Managing Sales Force Change with a webinar at the beginning of the month. My colleague, Amanda Wilson, participated on the panel where they discussed the various findings of the research. The research reviewed considerations like the expectations versus the reality of change, and what types of change initiatives are occurring.
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Content Infogrpaphic

Measuring the Impact of Content Across the Buying Cycle [INFOGRAPHIC]

Qvidian | Jun 13, 2013
Over the last several years, Content Marketing has emerged as a key focus area for Marketers—both B2B and B2C—as consumers have shut off traditional forms of “interruption” media and marketing vehicles in favor of more personalized, relevant, educational, and entertaining content that isn’t so much an overt pitch-to-the-face, but more of an informative conversation.
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Sticky Dollar Sign

Quantifying the Value of Your Proposal Team

Qvidian | Jun 6, 2013
Last week I had the privilege of attending the Association of Proposal Management Professionals’ Bid and Proposal Con in Atlanta. Now, as Murphy’s Law would have it, this also means that I had an influx of RFPs hit my inbox, but never fear, I use Qvidian Proposal Automation, or drink our own champagne as we like to say around here, so I can answer RFPs relatively quickly leaving me plenty of time to take in some enlightening sessions at the conference.
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Gap in Mountain

Mind the Gap: What’s Missing During the Customer’s Journey

Qvidian | Apr 19, 2013
How many times have you heard any of the following terms in say, the last week? Sales & Marketing Alignment Lead to Revenue Managing the Customer’s Journey Revenue Performance Management Closing the Loop between Leads and Sales Revenue Cycle Management Run out of fingers to count on? Toes? Yeah, me too.
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Rock star

Top 10 Signs You're In Marketing

Qvidian | Apr 5, 2013
Qvidian is exhibiting at the upcoming Marketo Summit where we'll will get to share our story of how we turn marketing automation insights into action with other Marketing rock stars. As I was going through the sessions on the Marketo Summit agenda and reading about some of awesome things my Marketing peers are doing, I realized that us Marketers have a common set of traits.
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Turn Your Marketing Automation Insights into Action for Your Sales Team

Qvidian | Apr 2, 2013
Marketing automation has been a critical part in my ability to be effective in my role as Director, Product Marketing & Programs here at Qvidian. We upgraded to Marketo from an older system about two years ago, and the difference has been night and day. Marketo’s capabilities and user experience is far superior to our previous marketing automation system. Being able to manage and score our leads, run powerful nurture email campaigns, and measure the performance of our marketing programs makes it a tool my team can’t live without!
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Sales Management Association Boston Chapter

Takeaways from the Inaugural Meeting of the SMA Boston Chapter

Qvidian | Mar 18, 2013
On Friday, I attended the Sales Management Association’s (SMA) inaugural Boston Chapter meeting. It was great to hear from local leaders in sales management from many familiar companies. I had the pleasure to speak with leaders from companies like Kronos, HP, EMC, as well as many local sales consulting firms.
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Is More than Half of Your Marketing Content Going to Waste?

Qvidian | Feb 14, 2013
We read about it all the time – sales & marketing alignment is a struggle for many organizations. According to Forrester Research, only 8% of B2B companies say they have tight alignment between sales and marketing. How depressing!
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How Do You Manage Sales Force Change?

Qvidian | Feb 1, 2013
As a sales leader, managing organizational change successfully means doing so without it interrupting my team from selling. New products, new alliances, and new technologies all need to be rolled out to my team without disrupting their selling process and thereby missing quotas. I have spent many sleepless nights trying to gauge the impact one change will make on my team, and how to minimize the disruption so we still make our numbers. If you are a sales leader as well, I’m sure you can relate.
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5 Tips to Mobilize Your Sales Team

Go Mobile or Go Home: 5 Tips to Mobilize Your Sales Team

Qvidian | Jan 30, 2013
The rise of mobile applications in the enterprise is undeniable. Recently, I was in a meeting with Gartner VP & Distinguished Analyst, Rob Desisto, and we got to talking about sales teams and the trends and challenges they’re facing in today’s selling environments. Rob was quick to point out that ‘mobile’—and its most effective use (or not) among sellers, is one of the top topics clients are seeking insight on. I wasn’t surprised.
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A Sales Manager’s Letter to Santa

Qvidian | Dec 10, 2012
This time of the year always takes me back to my childhood—trimming the tree, spending time with family and loved ones, hoping it snows enough to cancel school, and writing my wish list to Santa. It got me wondering… now that I’m an adult, if I were to write a letter to Santa, what would I say?
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Generate More Revenue By Asking the Right Questions: Part Two

Qvidian | Dec 5, 2012
Last week we [posed a few questions](/blog/generate-more-revenue-asking-right-questions) in anticipation of a webinar, *Aligning Sales & Marketing to Generate Revenue: How “Best-in-Class” Companies Use Sales Playbooks to Increase Deal Size & Win More Business*, with Peter Ostrow, Vice President and Group Director, Aberdeen Group and Gerard Sample, Sr. Director of Sales Enablement, CA Technologies. This week we have some answers! Who’s more in touch with the other’s goals—sales or marketing? According to Peter Ostrow it depends.
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Aberdeen Webinar Screenshot

Generate More Revenue By Asking the Right Questions

Qvidian | Nov 27, 2012
Who’s more in touch with the other’s goals—sales or marketing? Are you best-in-class or a laggard for meeting your annual quotas? Why do 28% more reps hit their numbers using Sales Playbooks? Does a central repository for sales proposals and contracts impact revenue? Find out the answers to these questions and more revenue generating strategies from the Aberdeen Group’s Peter Ostrow and CA Technologies’ Gerard Sample:*
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Sales and marketing alignment

The Impact of Changing Buying Processes on Sales & Marketing Alignment

Qvidian | Nov 20, 2012
Last week I participated in Marketo’s Marketing Nation summit panel on, ‘Marketing and Sales: It’s Time to Play Nice.’ It was a good discussion with lots of great thinking but there is one topic that I think needs to be addressed in much more depth.
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Qvidian at CEB

CEB Sales and Marketing Summit Recap

Qvidian | Nov 1, 2012
Did you miss the Corporate Executive Board’s Sales and Marketing Summit in Vegas last week? Too bad –as you missed out on some great networking, innovative thinking and data-driven discussions on how to effectively manage your sales and marketing initiatives. With almost 700 registrants, around 20 sessions and a cocktail or two (it is Vegas after all!), it was a great few days. Check out the Q team in action!
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Aberdeen Research on Sales Playbooks

New Research: Sales Playbooks—Not Just for Sales, Marketing Reaps Benefits

Qvidian | Oct 25, 2012
The Aberdeen Group, a leading enterprise technology consulting firm, recently released a new research brief, Sales Playbooks: How the Best-in-Class Connect Marketing and Sales through the Entire Selling Lifecycle. One of the main findings was that companies who use Sales Playbooks outperform companies who don't in many key areas, including those outlined in the following chart:
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True or False

True or False: 7 Things Every Sales Rep Says

Qvidian | Oct 16, 2012
1. I have better content than marketing. Do they think I actually use what they send? They don’t ask me for input or if their content works or not. If they did, I’d show them what I use so they could make the content they produce better and more relevant to my needs.
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