CSO Insights

CSO Insights Blog Posts

CSO Blog Posts for September 2009

Sales 2.0: Science or Art?

Wednesday, September 16, 2009

I don't believe there is yet a single agreed-upon definition of Sales 2.0 any more than there is of CRM. But the general notion is a next generation of sales that is, as Gerhard Gswandtner describes it, 'co-created' by both the buyer and the seller. This co-creation process is enabled by technology, principally though by no means exclusively the Internet, and attempts to leverage new phenomena such as social networking, all available channels and huge data gathering and analytic capabilities to more accurately identify prospects and predict outcomes.

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What We Have Here Is a Failure...or Do We?

Tuesday, September 1, 2009

Our data demonstrate each year how much room there is to improve in sales. Percentage of reps meeting/exceeding quota has risen above 60% once in the past 6 years (61% in 2008). How does this level of performance persist and is there anything to be done to improve the situation? Or, is it a situation that needs improving?

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