Stephen Hurrell's Analyst Perspectives

Subscription Pricing Changing for Sustained Customer Growth

Posted by Stephen Hurrell on May 20, 2021 3:00:00 AM

Subscription pricing models are no longer new. Many companies have experience with this pricing model even if there has not been complete adoption across their entire product and service offerings. Companies that use this model, or have spent time looking at the approach, understand the approach of a recurring revenue stream based on a repeating flat fee.

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Topics: Performance Management, Sales, Customer Experience, Marketing, Office of Finance, Financial Performance Management, Price and Revenue Management, Digital Commerce, Predictive Planning, subscription management

The Science of Sales Professional Effectiveness

Posted by Stephen Hurrell on May 10, 2021 3:00:00 AM

Observed both here and elsewhere, average sales quota attainments appear to be in an exorable decline. As I discussed in my recent Analyst Perspective, "The Art and Science of Sales from the 'Inside Out'," vendors of sales technology have reacted to this by adding a slew of new functionality including the potential for artificial intelligence (AI) to be a game changer for sales. One can argue that this use of AI is still relatively immature having been generally available only since 2014, but that is still over five years of market availability.

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Topics: Sales, Human Capital Management, business intelligence, Analytics, Sales Performance Management, candidate engagement, sales enablement, AI & Machine Learning

SugarCRM Brings the Sweetness in AI Driven Sales

Posted by Stephen Hurrell on May 4, 2021 3:00:00 AM

As I have discussed in my Analyst Perspective, The Art of Sales, from the Inside Out, the challenges facing direct sales leaders are not going away. Declining quota attainment, lack of visibility into deal health and difficulty in forecasting quarterly sales remain a challenge for sales leaders, resulting in a continuing reduction in duration of tenure.

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Topics: Sales, Analytics, Sales Performance Management, Price and Revenue Management, AI and Machine Learning, sales enablement