2017 Predictions from CallidusCloud CEO Leslie Stretch

Industry Predictions from Leslie Stretch, CEO of CallidusCloud (NASDAQ: CALD)


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Efforts to create a machine learning-based tool to help sales people will speed ahead, but will be met with mixed results because the emphasis will be on the A/I platform rather than the data. Without a rich set of data from a variety of sources, these platforms will offer limited insights of limited effectiveness and will force salespeople to switch back and forth from the A/I platform to traditional computer-based data sources. Until these A/I tools provide context, they may be more trouble than they are worth to the average salesperson.

What Matters

Leslie-Strech-circle"Sales and marketing believe they’re operating efficiently even as the technologies they use – which are often disconnected – continue to re-build data silos and reinforce misalignment. 2017 will be the year when more leading CROs and CMOs start acting more like CIOs by recognizing this trend and taking steps to combat it through greater investment in integration or through the use of better integrated technology stacks."

Leslie Stretch, CEO of CallidusCloud

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Sales Lead Manager Job Description: The 2nd Most Important Job In Marketing after Marketing Operations

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Updated on Feb 7, 2017

SLMA suggests you use this as a basis for the job description of one of the most important jobs in the marketing department. 

Job Summary

The Sales Lead Manager is responsible for managing the incoming demand and reporting on the ROI for all lead generation programs.

Essential Functions

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Destroy Lead Decay by Automating Sales Lead Processes: Guy De La Cruz - VanillaSoft

Guy De La Cruz reprises his appearance on SLMA Radio as we tackle the ever evasive end game of automating the sales lead process. 

  • How to destroy lead Decay
  • It is speed to lead
  • Queueing
  • Delivering the right lead to the right person by agent availability
  • One minute or less

In his last program on July 26,  2016, Guy discussed the subject  Why Sales Lead Management Workflow Can Increase Sales 30%.  This time we delve deeper into the subject to discuss the 5-6 actions marketing can take to painlessly automate sales lead management.   The host is Jim Obermayer.

About our guest Guy De La Cruz

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A Story about Hiring a Sales Manager or is it about the Sales Process?

The company president called the head of manufacturing into his office, and asked a few questions.

Thumbnail“George,” he said, “how long does it take to make one of our products?”

“Don’t know,” was George’s reply.

“But George, how much does it cost to make one of our products?”

“Don’t know,” George again replied.

“George,” he asked, “what is the process for making our product?”

“We don’t have a process, sir.”

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