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			<title>Got Effective Sales? Blog</title>
			<link>http://www.csoinsights.com/Blog/rss</link>
			<description></description>
			<language>en</language>
			<copyright>CSO Insights 2006</copyright>
			<ttl>120</ttl>
			<item>
				<title>Lead Generation Optimization Is &quot;OUT&quot;--Web Conversion Measures are IN</title>
				<link>http://www.csoinsights.com/Blog/lead-generation-optimization-is-out-web-conversion-measures-are-in</link>
				<description><![CDATA[ This week we released our annual LGO report.  More than 600 companies responded to this year's survey. For the first time in the seven years of this report, a slim majority (51%) of firms responding now track the ROI of their marketing campaigns. ]]></description>
				<pubDate>Sun, 18 Jul 2010 18:04:11 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/lead-generation-optimization-is-out-web-conversion-measures-are-in</guid>
				<dc:creator>Teresa Acosta</dc:creator>
				
			</item>
		
			<item>
				<title>Is There Really Lead Gen Optimization?</title>
				<link>http://www.csoinsights.com/Blog/is-there-really-lead-gen-optimization</link>
				<description><![CDATA[ You may recall that in 2009 two-thirds (67%) of respondents reported their marketing budget would be the same or less than the prior year.  This was happening while 85% of companies were increasing their revenue targets for the year ahead.   ]]></description>
				<pubDate>Sat, 26 Jun 2010 09:10:04 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/is-there-really-lead-gen-optimization</guid>
				<dc:creator>Teresa Acosta</dc:creator>
				
			</item>
		
			<item>
				<title>She Works Hard for the Money*</title>
				<link>http://www.csoinsights.com/Blog/she-works-hard-for-the-money</link>
				<description><![CDATA[ And so do you. How hard and how much? Good questions and you, or the appropriate person in your company, have a chance to answer them right now.  Take CSO Insights' 2010 Sales Compensation & Performance Management, which we just opened this week (official launch will be next week). This is our 3rd annual comp survey and promises to be our biggest yet--we had over 1,000 firms respond to last year's survey. ]]></description>
				<pubDate>Fri, 18 Jun 2010 10:54:07 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/she-works-hard-for-the-money</guid>
				<dc:creator>Teresa Acosta</dc:creator>
				
			</item>
		
			<item>
				<title>Heard a Good One Lately? - 3 Steps to Improved Retention/Results</title>
				<link>http://www.csoinsights.com/Blog/heard-a-good-one-lately-3-Steps-to-Improved-RetentionResults</link>
				<description><![CDATA[ Ever been to a comedy club and laughed yourself sick for two hours and the next day not been able to repeat a single joke? ... You're not alone.  And in an email thread last week, Dave Stein of ES Research (ESR) suggested something that's even less a laughing matter: ]]></description>
				<pubDate>Thu, 17 Jun 2010 06:49:13 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/heard-a-good-one-lately-3-Steps-to-Improved-RetentionResults</guid>
				<dc:creator>Teresa Acosta</dc:creator>
				
			</item>
		
			<item>
				<title>Telemarketing/Inside Sales Thoughts &amp; Observations</title>
				<link>http://www.csoinsights.com/Blog/telemarketing-inside-sales-thoughts-and-observations</link>
				<description><![CDATA[ This week we are releasing our 2010 Telemarketing/Inside Sales Optimization report and I want to share a brief sneak preview plus 3 steps. ]]></description>
				<pubDate>Fri, 04 Jun 2010 13:03:14 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/telemarketing-inside-sales-thoughts-and-observations</guid>
				<dc:creator>Teresa Acosta</dc:creator>
				
			</item>
		
			<item>
				<title>Sales Management 2.0 </title>
				<link>http://www.csoinsights.com/Blog/sales-management-2.0</link>
				<description><![CDATA[ A lot more has been said and written about sales than about sales management, even though there is huge leverage in developing competent sales managers. What kind of leverage? Glad you asked; last week we released our first-ever Sales Management Optimization study based on responses from 630 companies.  The study looks across 75 metrics and identifies the top 10 Key Trends. ]]></description>
				<pubDate>Wed, 26 May 2010 08:34:04 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/sales-management-2.0</guid>
				<dc:creator>Teresa Acosta</dc:creator>
				
			</item>
		
			<item>
				<title>Lead Generation: What Telemarketing/Inside Sales is Doing</title>
				<link>http://www.csoinsights.com/Blog/lead-generation-what-telemarketinginside-sales-is-doing</link>
				<description><![CDATA[ The top objectives of CSOs for 2010 are Increase Revenues and Capture New Accounts.  How will these objectives be achieved?  Top sales initiatives for 2010 are Revising/Enhancing Lead Generation Programs and more closely Aligning Sales & Marketing.  Sounds like a plan but how to make this happen?  ]]></description>
				<pubDate>Mon, 17 May 2010 05:54:49 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/lead-generation-what-telemarketinginside-sales-is-doing</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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			<item>
				<title>Hand Raisers Not Finger Pointers</title>
				<link>http://www.csoinsights.com/Blog/hand-raisers-not-finger-pointers</link>
				<description><![CDATA[ This week I attended Selling Power's Sales Leadership Conference in Las Vegas and had a chance to meet a lot of CSOs in person and hear some terrific presentations.  Gerhard Gschwandtner (who may already have become one of those people known only by his first name) started his presentation with an exercise.   ]]></description>
				<pubDate>Fri, 23 Apr 2010 16:03:31 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/hand-raisers-not-finger-pointers</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
			</item>
		
			<item>
				<title>On Vacation--Off the Grid</title>
				<link>http://www.csoinsights.com/Blog/on-vacationoff-the-grid</link>
				<description><![CDATA[ There are still places in California where--despite Verizon's claim--you cannot get a cell signal.  Death Valley is one of these locales.  And despite its name, you can survive here quite nicely, thank you.  ]]></description>
				<pubDate>Fri, 16 Apr 2010 09:46:00 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/on-vacationoff-the-grid</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
			</item>
		
			<item>
				<title>Last Chance for Inside/Telesales Survey</title>
				<link>http://www.csoinsights.com/Blog/last-chance-for-insidetelesales-survey</link>
				<description><![CDATA[ In February we released our 2010 Sales Performance Optimization (SPO) report and it has already been widely distributed and read.  As a part of that survey, we also looked at Inside/Telesales and are continuing to gather data in this area for another couple weeks (Take the Inside/Telesales Survey Now!). ]]></description>
				<pubDate>Fri, 09 Apr 2010 07:59:14 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/last-chance-for-insidetelesales-survey</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
			</item>
		
			<item>
				<title>Sales Relationship Process Matrix - Part II</title>
				<link>http://www.csoinsights.com/Blog/sales-relationship-process-matrix-part-ii</link>
				<description><![CDATA[ Last week's blog introduced the SRP Matrix and defined its two axes:  levels of sales process implementation and levels of relationship.  With this foundation in place, this week we look at the relative performance of various matrix tiers. ]]></description>
				<pubDate>Fri, 02 Apr 2010 14:43:27 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/sales-relationship-process-matrix-part-ii</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
			</item>
		
			<item>
				<title>Sales Relationship Process Matrix - Part I</title>
				<link>http://www.csoinsights.com/Blog/Sales_Relationship_Process_Matrix</link>
				<description><![CDATA[ My previous blog talked about Metrics that Matter and the good that derives from sales organizations with access to timely/accurate metrics.  However, I ended with the observation that these metrics must be based upon an adopted (i.e., agreed upon and implemented) sales process.   ]]></description>
				<pubDate>Thu, 25 Mar 2010 07:27:19 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/Sales_Relationship_Process_Matrix</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
			</item>
		
			<item>
				<title>Metrics That Matter</title>
				<link>http://www.csoinsights.com/Blog/Metrics-That-Matter</link>
				<description><![CDATA[ I recently participated in a webinar addressing the question: Does Access to Timely/Accurate Metrics Make a Difference in Performance?  The short answer: you betcha! ]]></description>
				<pubDate>Mon, 15 Mar 2010 06:00:20 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/Metrics-That-Matter</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
			</item>
		
			<item>
				<title>Start-Ups and Other Adventures</title>
				<link>http://www.csoinsights.com/Blog/Start-Ups-and-Other-Adventures</link>
				<description><![CDATA[ Last week I had the good pleasure to co-present to a group of start-up CSOs, CMOs and CEOs. I presented data from our 2010 Sales Performance Optimization study comparing Start-Ups metrics with companies identified as Dominant players in their markets. What was surprising were the many metrics where there were not significant distinctions between Start-Ups and Dominants ]]></description>
				<pubDate>Tue, 02 Mar 2010 04:14:32 -0800</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/Start-Ups-and-Other-Adventures</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
			</item>
		
			<item>
				<title>First Decade Gone -- And Not a Moment Too Soon</title>
				<link>http://www.csoinsights.com/Blog/first-decade-goneand-not-a-moment-too-soon</link>
				<description><![CDATA[ We are starting the second decade of the 21st Century and the first seems to have gone by in a flash.  Good thing.  We started with the Y2K scare, which didn't happen, and ended with The Great Recession of 2009, which did happen. ]]></description>
				<pubDate>Mon, 18 Jan 2010 05:49:50 -0800</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/first-decade-goneand-not-a-moment-too-soon</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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			<item>
				<title>Hey Batter, Batter, Batter!</title>
				<link>http://www.csoinsights.com/Blog/hey-batter-batter-batter</link>
				<description><![CDATA[ I played a lot of baseball (Midget League through high school Varsity) and fielders chanting "Hey Batter, SWING Batter!" was part of the game.  For those not familiar with the sport, it's called "chatter."  And it's intended to distract the opposing player at bat. 

  ]]></description>
				<pubDate>Mon, 07 Dec 2009 06:36:49 -0800</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/hey-batter-batter-batter</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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			<item>
				<title>Back to Basics</title>
				<link>http://www.csoinsights.com/Blog/back-to-basics</link>
				<description><![CDATA[ I recently co-presented with Dale Carnegie Training at seminars in New York and Boston.  I talked about levels of relationship, sales process and how these combine in CSO Insights' Sales Relationship Process Matrix.  The Dale Carnegie Training presenter covered specific sales tactics such as dealing with price objections or buyers stalling for more time.  And I do mean specifically addressing these issues with examples and precise wording. ]]></description>
				<pubDate>Thu, 03 Dec 2009 04:12:35 -0800</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/back-to-basics</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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			<item>
				<title>Are Your Friends Making You Unsuccessful?</title>
				<link>http://www.csoinsights.com/Blog/are-your-friends-making-you-unsuccessful</link>
				<description><![CDATA[ Can social contagion impact your sales effectiveness?  Before you scoff at this idea consider one other finding from their study and another from our Sales Performance Optimization (SPO) study. ]]></description>
				<pubDate>Mon, 26 Oct 2009 07:02:50 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/are-your-friends-making-you-unsuccessful</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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			<item>
				<title>Just in Case You Had Any Doubt</title>
				<link>http://www.csoinsights.com/Blog/just-in-case-you-had-any-doubt</link>
				<description><![CDATA[  ... it has been a challenging time.  This week we released our most recent publication for CSOs:  Sales Compensation & Performance Management 2009 Survey Results and Analysis.  More than a thousand companies responded to this year's compensation survey and the results are eye-opening. ]]></description>
				<pubDate>Fri, 16 Oct 2009 10:00:29 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/just-in-case-you-had-any-doubt</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
			</item>
		
			<item>
				<title>Earn $4500 an Hour</title>
				<link>http://www.csoinsights.com/Blog/earn-4500-an-hour</link>
				<description><![CDATA[ If you could do this full-time your income would be $900,000/year.  Yeah, Baby, that's what I'm talkin' about!  How to do it. ]]></description>
				<pubDate>Tue, 06 Oct 2009 03:59:25 -0700</pubDate>
				<guid isPermaLink="false">http://www.csoinsights.com/Blog/earn-4500-an-hour</guid>
				<dc:creator>Laura Andrus</dc:creator>
				
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