About CSO Insights
CSO Insights In The News
News Release: 2010 Lead Generation Optimization Report
New research, new case studies, updated information, compelling presentations... there's always something happening at CSO Insights. Read what industry leaders are saying about CSO Insights and how our research and insights have helped companies understand the marketplace, the challenges companies are facing today, and what they are doing to solve them.
Media Relations
If you are a member of the media or industry analyst community, please contact the person below. Be sure to include your name, phone number, and the name of your publication.
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Videos
Selling Power Webinar: How-sales-and-marketing-mastery-leads-to-revenue-success September 2010
Barry Trailer, Managing Partner, CSO Insights. Co-moderated with Bill Binch, VP of Sales and Customer Success at Marketo
Sales Mastery
Barry Trailer, Managing Partner -
CSO Insights - Sales Mastery -- The Mental Game of the Sales Career
Hosted by Selling Power. Runtime: 5:47
Sales Mastery & Metrics
Barry Trailer, Managing Partner - CSO Insights - Sales Mastery & Metrics -- How Sales Metrics Influence Sales Mastery
Hosted by Selling Power. Runtime: 4:53
Continuous Sales Development
Barry Trailer, Managing Partner - CSO Insights - Continuous Sales Development -- The Mental Game of the Sales Career
Hosted by Selling Power. Runtime: 4:42
The Hero Within
Barry Trailer, Managing Partner - CSO Insights - The Hero Within -- Creating your own Sales Mastery
Hosted by Selling Power. Runtime: 6:36
Trends in Sales Leadership
Jim Dickie, Partner - CSO Insights - Trends in Sales Leadership
Hosted by Selling Power. Runtime: 4:51
Benchmarks for Sales Effectiveness
Jim Dickie, Partner - CSO Insights - Benchmarks for Sales Effectiveness
Hosted by Selling Power. Runtime: 4:56
In The News
"Follow the Lead" October 25, 2010, ZoomInfo Blog
"A Long Difficult Fall Ahead for Salespeople" September 22, 2010 -- The Wallstreet Journal Digital Network: Fins Sales & Marketing by Shareen Pathak
"Chick-fil-A shows email marketing and web content work together for maximum results" August 27, 2010 -- Brafton Custom News Marketing blog by Katherine Griwert.
"The Unspoken ‘Real State’ of Modern B2B Demand Generation 2 of 4: Technology, Alone, Is Not Enough" August 10, 2010 -- Propelling Brands Blog by Adam Needles.
"Customer Acquisition Top Marketing Priority" August 3, 2010 -- MarketingProfs
"Marketers Put More Lead Gen Budgets Online" July 27, 2010 -- eMarketer Digital Intelligence
"More 'Insights' On Marketing Objectives, Budgets, Tactics, and Investment Plans" July 16, 2010 -- Print CEO by David Dodd
"The Right Way to Hire Salespeople" July 17, 2010 -- Fearless Competitor, Jeffrey Ogden's Blog about demand generation
"Lead Generation Turbulence: Why Is Quota Attainment Trending Down?" June 23, 2010 -- ViewPoint-The Truth About Lead Generation by Dan McDade
"CSO: More CRM sales, tougher avenue for Willy Loman" June 22, 2010 -- ERP KO CRM Articles
"Study Reveals 47% Of Sales Reps Did Not Meet Their Quota Last Year" June 17, 2010 -- CRMindustry.com Blog by Carolyn Healey, publisher
"Sales Effectiveness Priorities" June 17, 2010 -- The Second Derivative "Great Demo!" by
"Use Online Collaboration Effectively for Sales Meetings" June 13, 2010 -- The Customer Collective by Ardath Albee
News Release: "Telemarketing/Inside Sales Performance Optimization 2010 Key Trends Report" June 8, 2010
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Selling Power Magazine
Key Challenges for CSOs in 2006 March 2006
Over 1,275 companies (many of them Selling Power subscribers) participated in this survey. The key finding in this detailed 230-page report: 69.5 percent of the CSOs surveyed anticipate greater selling challenges during 2006. Here is one key trend of many that are included in this article:
The amount of sales skills training - Up
More companies recognize the need to invest in human capital to remain competitive. The number of companies that reported an increase in sales skills training is up by 20 percent. Product This month, an important market study will be released by CSO Insights. The study focuses on the key challenges Chief Sales Officers face in today's marketplace. Read Full Article
KickStart Alliance
How Does Your Sales Force Compare? (PDF) February 2006
It's harder to close deals. We all knew it-now we have the numbers to prove it. Fast changing market conditions, more educated and demanding customers, and ever tighter budgets continue to challenge every sales organization. This summary KickStart Alliance's February Sales Operation Forum helps you compare your sales effectiveness metrics to others in the marketplace. Read Full Article
CRM Magazine
The 2005 CRM Market Leaders, Part 1 October 2005
The CRM industry over the course of the year grappled with well-publicized mergers and acquisitions, executive turnover, and product line restructuring. Still, the industry's impact--especially in the small and medium business markets--is growing more pervasive across industries and within organizations. With an eye on ROI, companies are benefiting from lower startup costs, shorter implementation times, ease of use, and more robust analytics, from both the on-demand (hosted) delivery model and on-premise solutions. Spearheading these developments are the 2005 CRM Market Leaders--read on to see how they are driving the market and how they stack up against the competition. Read Full Article
Direct Magazine
Survey Finds a Database Gap September, 2005
AMERICAN COMPANIES AREN'T AS data-savvy as you might think. Sure, they're willing to spend money on it. For example, 70% plan to increase their database management investments, and almost 60% will shell out more on data quality management, according to a study from CSO Insights Inc. and Harte-Hanks Inc. But that may be because they have no choice. In fact, the survey shows, many firms are lagging when it comes to applying accepted database practices. Read Full Article
New Media Marketer Magazine
Marketers Investing Resources In E-Marketing, Database Development In 2005 September, 2005
A new survey report underwritten by Harte-Hanks, Inc. (NYSE:HHS) and prepared by CSO Insights, Inc., reveals that more than one in five organizations spend more than 45 percent of their entire marketing budgets on "target marketing," and an additional two in five spend between 15 percent and 45 percent on such activity. Read Full Article
Entrepreneur Magazine
Behind the Magic - How do stellar sellers work their magic? From the first cold call to closing the deal, discover the top sales secrets of some seriously successful salespeople August 2005
How to sell more, better and faster: It's what keeps salespeople awake at night, no matter what they sell. And in an economy that's still soft around the edges, selling well is more important than it's ever been. Read Full Article
OneSource Insights Magazine
Will CRM Technology Finally Live Up to Its Potential in 2005? Spring 2005
An Interview with CSO Insights' Jim Dickie
For the past 11 years, the research firm CSO Insights has surveyed companies on the use of CRM technology to understand what they are buying and the results they are generating from these investments. OneSource recently discussed the results of the most recent survey, as well as the future of CRM technology, with CSO Partner, Jim Dickie. Read Full Article
Entrepreneur Magazine
Setting Sale - Is your business anchored down by a stale sales plan? Learn how to navigate the 5 biggest sales challenges facing entrepreneurs today, and get back on course August 2004
For Diane Hessan, selling is a lot different than it was just a few years ago. Sales cycles are longer as prospects convene 15-person committees to debate even the smallest sales decisions. Customers demand to see a definitive ROI before they'll buy, and they ask for more price breaks when they do. Read Full Article
ForceLogix Magazine
ForceLogix has built SalesForceOptimizer to turn the art of selling into a science.
A recent study from CSO insights highlighted Sales Effectiveness as a key opportunity to improving overall performance. What good are the financial results only when you have 20% new hires? That means 20% of your sales force cannot be measured by financial data alone. How are you going to manage them based on this information because these individuals are last in the rankings from a financial objective? Read Full Article
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