CSO Insights

CSO Insights Blog Posts

CSO Insights Blog Posts

How Interested is Your Buyer?

Wednesday, April 16, 2014

The initial sales call is over. It doesn't matter if it was a face-to-face, over the phone, or a web-based meeting. In the vast majority of cases, a sales person is going to do something for their prospect--they are going to send more information. How they choose to do that can have a significant impact on what happens during the rest of the sales process. It may also have an impact on how much the sales rep knows about the client's level of interest.

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Done rolling out your sales process? Not so fast!

Tuesday, April 15, 2014

At a recent CSO Insights Sales Eagle summit we got into a discussion on how often the sales process should change. It was interesting to watch the flow of the conversation. What became clear as we explored the topic was that there are two sides of the sales process equation: what and how.

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Where in the World Are We?

Monday, March 10, 2014

Benchmarks of sales effectiveness data (e.g., sales cycle length, new rep ramp up period, forecast accuracy, etc.) help CSOs determine where they are and a marker from which to measure progress/improvement. Without this baseline information, sales leaders must rely mostly, if not solely, on their gut feeling about how things are going and how effective improvement initiatives like sales training, implementing a CRM system, or others are working.

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Accelerate Inside Sales

Monday, March 10, 2014

This Thursday, March 13, our good friends at InsideSales.com are hosting their second annual Inside Sales Summit. This is a virtual/online event hosted by ON24. I presented last year and am doing so again this year (11am, Inside Sales Track) but that's really the least of it.

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Odds Are You're not in the 5.5 percent

Thursday, February 20, 2014

We released our 2014 Sales Performance Optimization report last week and, in case you're wondering, the answer is 94.5% of firms are targeting a higher revenue number this year. So, yeah, odds are good you're among those looking at a higher target and it's time to get moving. But what exactly does that mean?

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