The Sales Person’s #1 Friend: The Art of Questioning – BigMachines’ B2B Sales Success

In B2B sales, questions can be your #1 friend or your #1 enemy when used inappropriately. You may be thinking: Of course, I ask questions all the time, but they don’t close deals. Questioning technique is what I found to be the turning point in my sales career. In fact, had I not mastered the art of questioning technique, I’d probably be tending bar in a college town again after my failed attempt at a new career. On average, I have found that most people think they are good at asking questions, but most of them are leading and closed questions that only push your thoughts and ideas onto the other person. But isn’t selling my thoughts and ideas what I want to do as a sales person? My... read more »
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Ask The Expert:BigMachines Express

You have questions. We have answers! Ask our team of B2B sales experts about your current challenges in the inquiry-to-order process and learn how you can sell more and sell faster with product configuration, workflow approvals, and proposal generation. Today, we will focus on our latest product, BigMachines Express. BigMachines Express (formerly QuickConfig) is a packaged, easy-to-use, quick-to-install configuration solution for growing, mid-sized businesses. BigMachines Express enables users to quickly and easily select the best products and add them to sales quotes and opportunities using a powerful, intuitive selection and configuration engine. Built on Force.com, the enterprise... read more »
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B2B eCommerce

Business is booming in the online world, with a 12.6% increase in sales in 2010 as a result of increased Internet connectivity thanks to smart phones, moblie hot spots and tablets. Yet with close to $180 billion being exchanged online, B2B sales organizations are far behind their B2C counterparts when it comes to adopting this new medium. B2B sales organizations often struggle to create sales quotes for complex products or multi-leveled service options, high volume orders and customize, contract pricing. How do you increase revenue without further complicating your business process? BigMachines has the answer! Enable Direct Selling to Business Customers on Your Website The B2B eCommerce... read more »
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Dreamforce Q&A with the BigMachines Express Team!

We received some amazing questions at Dreamforce and would love to share the answers with you: What is the difference between BigMachines Express and BigMachines QuickConfig? BigMachines Express is the product formerly known as QuickConfig, but we changed more than the name.  We have added new features, and will continue to build out a full configuration, pricing and quoting suite.   What is BigMachines Express? BigMachines Express is a packaged, easy-to-use, quick-to-install configuration, pricing & quoting (CPQ) solution that is 100% native to Force.com, making it fast to deploy and simple to administer.  Built on Salesforce.com’s platform, BigMachines Express provides a familiar and... read more »
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Cookies, Cakes and Bellyaches

This year has been very exciting for BigMachines and for all of the employees here. We have seen record breaking grown both in business and the number of employees added. As we have gotten bigger, so has our collective heart.   I am very proud to be a founding member (sounds very cool, doesn't it) of the BigMachines Philanthropy Committee to make some BigChanges (the initiative, organized by employees, to give back in different ways every quarter.) This quarter, our focus is on building homes for those who are not as fortunate as us. We have teamed up with Windy City Habitat for Humanity and rallied together to build two separate houses. We will also spend time volunteering at the ReStore,... read more »
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Seal The Deal

You have nearly finalized a huge sale. The hard work is done, the customer knows what he wants, and the price has been agreed upon. When you get the signature, it’s payday – but the deal can still fall through. You need to lock it down with a killer proposal, but building it out takes a lot of time: writing a cover letter from scratch, copying in all the customer information and pricing data for the quote, branding it with a customer logo, finding the applicable terms and conditions, adding any visual aids and then double checking to make sure everything’s correct. After the exhausting process is complete, you still run a high risk of error and the quality of the final product leaves the... read more »
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Seal the Deal

            You have nearly finalized a huge sale. The hard work is done, the customer knows what he wants, and the price has been agreed upon. When you get the signature, it’s payday – but the deal can still fall through. You need to lock it down with a killer proposal, but building it out takes a lot of time: writing a cover letter from scratch, copying in all the customer information and pricing data for the quote, branding it with a customer logo, finding the applicable terms and conditions, adding any visual aids and then double checking to make sure everything’s correct. After the exhausting process is complete, you still run a high risk of error and the quality of the final product... read more »
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BigMachines in A Venue Near You!

                             In a perfect world, there is a forum for everything. With the internet, I suppose the world is moving closer to this opinioned perfection. You can find a forum for everything online, from handbags to power tools. And, of course, anything and everything Star Wars is always in demand. If only these forums could be taken from the virtual world, where you could talk to everyone in person and see how they work…                 Wait! That does exist at BigMachines. Our Customer Success Forums provide the chance to talk about your BigMachines product with other BigMachines users and experts from the company. Having trouble with figuring out how to phrase a certain... read more »
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The New iPad is the New Sales Bag

It shouldn’t come as a surprise that much has changed since my grandfather’s sales days. Back then, he would travel to customers and prospects with a heavy bag of products so he could demonstrate how the product worked and interacted with its various components. Over the years, sales professionals started to move away from this approach – in part due to the back breaking pain it caused. Instead, some started to carry paper catalogs. While not as heavy to carry, these were (and still are) pricey and much more difficult to use for new and existing customers in terms of visualizing how the product actually worked. Today, sales professionals have a new sales bag – the iPad. With the third... read more »
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BigMachines Software Achieves Oracle Database Ready Status

This is a re-post from www.bigmachines.com: BigMachines announced that its BigMachines 11 release has achieved Oracle Database Ready status through Oracle PartnerNetwork (OPN), demonstrating that BigMachines has fully tested and supports its product on the Oracle Database 11g Release 2. BigMachines is a Gold level member of Oracle PartnerNetwork.Oracle Database Ready is part of the Oracle Exastack Ready program, which allows partners such as BigMachines to be recognized by Oracle for developing, testing and tuning their applications on the latest component products of Oracle Exadata Database Machine or Oracle Exalogic Elastic Cloud engineered systems. Oracle Database 11g offers BigMachines... read more »
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