CSO Insights Blog Posts
CSO Blog Posts for July 2009
There are several noted funnelologists sharing their wisdom with us. Ron Hubsher talks about inverting the funnel in his sales negotiations book, Closing Time", and Mark Sellers has written an entire book about it in "The Funnel Principle". In fact, a Google search of "sales funnel concept" comes up with over 500 results covering everything from forecasting, to territory management, to sales & marketing alignment.
We have been busy this month. Last week we released our 2009 Lead Generation Optimization Survey & Analysis Report. We also launched our 2009 Sales Compensation & Performance Management Survey. The timing of this survey is deliberate. We are collecting data through Labor Day and the report will be released October 1st, when many firms will be developing their plans for 2010 while still making every effort to close our Q4 '09 successfully.
Increasing revenues was--for the fourth year in a row--the numero uno sales objective reported by 62% of respondents to our 2009 SPO survey. And exactly one-half this number (31%) listed optimizing lead generation among their top three objectives for this year. So what is to be done is clear. Is how to do it equally clear? Short answer: no.
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