CSO Insights


Sharing Ways to Measure and Improve Sales and Marketing Performance

We share information on trends, shifts, and current challenges with our customers so they have the information they need to improve sales and marketing performance. For more information contact Kim Cameron at 775-772-8688.

Upcoming Appearances and Events

Why Sales Transformation Projects Fail (And What to do About it) Summit - July 29th. An invitation only summit sponsored by St. Meyer & Hubbard is focused on the banking industry. Jim Dickie, Managing Partner at CSO Insights, will talk about this timely topic and what it means to bankers. Contact Kim Cameron if you are interested in attending.
CRM Evolution Conference - August 18-19, 2014 New York, NY. Jim Dickie, Managing Partner, at CSO Insights will host this session: How to Generate Massive ROI from CRM. Register Now!

Best-in-Class Mobile Sales Enablement - Live Event - Join CSO Insights and MicroStrategy, in a city near you, to learn how the top 10% of sales organizations are successfully leveraging mobile sales enablement apps that significantly boost performance of their sales reps on the road.

CSO Insights' recent survey of over 1,200 firms worldwide found that approximately 2 out of 3 firms are now giving salespeople access to corporate data and tools via mobile devices. But, while utilization of mobile devices is becoming ubiquitous, the study also found that the impact technology is having on sales performance varies widely. Learn what the most effective sales organizations have done to increase lead conversion rates by 32%, increase new product introduction close rates by 110%, increase revenues per rep by 51%, decrease the length of the sell cycle by 34%, and more. This event will also include an interactive panel discussion to address specific challenges sales teams are facing and how to successfully deal with those issues. Register Now!

Sales Effectiveness Webinar and Speaking Events - Recorded

Adding Science to the Art of Selling is the ONLY Option - Webinar. Harvard Business Review invited our own Jim Dickie, Managing Partner at CSO Insights, to host an interactive webinar on how successful sales organizations are using analytics and big data to develop successful sales strategies and teactics. Jim speaks specifically that leveraging analytics and big data to optimize sales effectiveness throughout the sales cycle increases win rates of forecast deals. Watch Now! 
Sales Performance Optimization: Benchmarks, Pitfalls, and Best Practices - Webinar June 19, 2014 at 11:00a PT / 2:00p ET. Join CSO Insights, Xactly, and Proformative for a panel discussion on why finance leaders are taking a more active role in driving results across the organization and how collaboration with sales leaders and HR to optimize sales performance management is critical to delivering predictable growth. Barry Trailer, Managing Partner at CSO Insights, will overview CSO Insights' 2014 Sales Management Optimization study to demonstrate how benchmarks can improve your company's deal win effectiveness, forecast accuracy, attainment of sales goals, sales training effectiveness, and reduce competitive losses. Watch Now!
2014 Sales Management Optimization Report: Insights and Best Practices - Webinar. Learn how to bring science to the art of selling where Barry Trailer, Managing Partner at CSO Insights, will share valuable insights resulting from CSO Insights' 2014 Sales Management Optimization study. Barry will provide an in-depth analysis on sales KPIs such as win rates, sales effectiveness and training. Barry is joined by Michael Smalls, CEO at Hoopla, who will discuss the best practices and strategies being implemented in over 1,200 sales organizations worldwide. Watch Now!
How Virtual Selling Improves Sales' Effectiveness to Win MoreWebinar. Jim Dickie, Managing Partner at CSO Insights, and Mike Muhlfelder, Sr. Director of Sales, North America, at LogMeIn, provide a practical look at how virtual selling can tangibly improve each prospect touch point throughout the sales cycle; thereby, increasing win rates of forecast deals and improving sales' effectivness. Watch Now!
CSO Insights 2014 - Key Trends in Sales Management Optimization - Webinar. Do you follow best-in-class practices for improving sales performance? Over 1,200 companies participated in CSO Insights' 2014 Sales Management Optimization research study. Join Barry Trailer, Managing Partner at CSO Insights, who will discuss the key findings from the study. CallidusCloud's VP of Sales, Jamie Garverick, will discuss how he's implemented best practices enabling sales management to perform at its best.Watch Now!
Optimizing Channel Partner Sales Effectiveness - Webinar - This webinar is part of TreeHouse Interactive's Channel Marketer's Toolbox Series where Jim Dickie, Managing Partner at CSO Insights, identifies the key challenges impacting channel partner sales effectiveness, and explains how leveraging process, technology, and knowledge can make it easier for channel partners to sell vendors' products or services. Watch Now!
Bringing Science to the Art of Selling is the ONLY Option - Webinar. Harvard Business Review invited Jim Dickie, Managing Partner at CSO Insights, to host this interactive webinar and to answer this timely question: Is your sales organization maximizing their opportunities? Look for a link soon to view this webinar!
Top Practices for Lead-to-Opportunity Management - Webinar. Jim Dickie, Managing Partner at CSO Insights, shares recent study data on what organizations need to do to optimize their lead-to-opportunity management process and generate more predictable revenue. Watch Now!
Sales Gamification: Should You Try It? - Webinar. Barry Trailer, Managing Partner at CSO Insights, is joined by Hoopla to separate the facts from the hype around gamification. Gamification is one of the hottest trends in enterprise technology today. Depending on who you ask, it is either a boon to sales organizations, or doomed to fail. For busy sales executives and managers with quotas to meet, it can be hard to separate the facts from the hype. Watch Now! 
Barry Trailer on 2014 Sales Trends - In this talk with Kurt Shaver at The Sales Foundry, Barry discusses some of the preliminary results of our 2014 Sales Performance Optimization study, and what these trends bode for 2014. Barry addresses why we are shifting our analysis to four fundamental areas in 2014: Find More, Win More, Keep More, and Grow More. Listen to the Interview Now!
5 Critical Truths for Acquiring New Customers as a Tech Company - According to CSO Insights' 2013 Lead Managment study, 84% of companies have decided increasing new customer acquistion is a strategic imperative, yet more than half think they need improvment in fundamental areas like lead generation. Join Jim Dickie, Managing Partner at CSO Insights, and Mark Yeager, Partner at Yeager North, discuss a new paradigm for creating, implementing, and managing a holistic marketing approach to significantly improve new customer acquisitions. Watch Now!
Reading Your Buyers' Digital Buying Language - CSO Insights' latest research has found that the win rate of forecast deals is teetering near an all-time study low of 45.7%. This shows there is a disconnect between what buyers and sellers think is  happening during the sales process. Jim Dickie, Managing Partner at CSO Insights, shares how changes in the buy cycle are necessitating sales teams to make changes in how they sell. Joining Jim was Michael Londgren, Vice President of Product Marketing, at DocuSign who demonstrated how electronic signature solutions can accelerate sales cycles. Watch Now!
Sales & Sales Management in a Buying 2.0 World -With win rates of forecast deals hovering at an average of 45.7% there is clearly a disconnect in many companies between how they "sell" and how their customers "buy." Jim Dickie, Managing Partner at CSO Insights shares data from two recent surveys of over 3,000 companies worldwide that quantifies how buying is changing and the many challenges this is creating for sales organizations. Watch Now!
Sales Coaching Master Class with Tony Robbins - Barry Trailer, Managing Partner at CSO Insights joins renowned peak-performance strategist Tony Robbins and acclaimed sales coach and CEO at CloudCoaching International to discuss what salespeople want most: Coaching. A recent study on sales performance found that sales reps want managers to make coaching a priority. The question is when managers meet with reps, what can they say to drive better performance, productivity, and pipeline predictability. Watch Now!
Uncover Sales Secrets to Maximize Business Growth - Barry Trailer, Managing Partner at CSO Insights joins Tony Robbins, Author and Peak Performance Strategist, Walter Rogers, CEO at CloudCoaching International, and Mark Roberge, SVP Sales and Services at HubSpot to discuss key sales strategies that will help companies maximize their business growth. This amazing group of veteran sales executives bring to bear years of sales experience. Watch Now!
Optimizing Revenues in a Buying 2.0 World - Jim Dickie, Managing Partner at CSO Insights teams up with PROS to deliver this webinar where you will learn about roadblocks that could derail sales' ability to deliver on its revenue promise and methods other companies are using to not only hit targets, but also set the stage for multi-year growth. Watch Now!
The Mobile Sales Enablement Strategy That Your Competitors Don't Want You to Know About.  Not all mobile sales apps are created the same. Create apps that significantly improve sales performance, not ones that yield mediocre results. Join MicroStrategy and Jim Dickie, Managing Partner at CSO Insights to learn how sales organizations are deploying mobile sales enablement applications to significantly boost performance of their sales reps on the road. Watch Now!
Jim Dickie on Big Data and the Future - Jim Dickie, Managing Partner at CSO Insights is interviewed by PROS to get Jim's perspective on mining the gold found in companies' front (CRM)  and back office (ERP) applications to find nuggets of information such as competitors you beat consistently, win rates, deal sizes, and more. Big Data is the means by which disparate data, both structured and unstructured, can be found and turned into meaningful information. Watch Now! 
Best Practices in Data-Driven Forecasting - Jim Dickie, Managing Partner at CSO Insights, discusses unique insights in the area of sales forecasting that will help sales hit their revenue targets. Jim is joined by Zorian Rotenberg, Vice President at InsightSquared, who shared the best practices of data-driven forecasting, the metrics needed to forecast accurately, and much more. 
Learn How to Sell in a Buying 2.0 World - Webinar: Jim Dickie, Managing Partner at CSO Insights discusses how selling how evolved into a buying 2.0 world and why sales teams need to understand a buyer's digital body language in order to hit their 2013 quotas. Featured Expert: DocuSign
Linking Sales and Services to Achieve Higher Revenues - Webinar: See how aligning sales and services can dramatically increase revenues and deliver other tangible benefits. Speakers: Jim Dickie, Managing Partner, CSO Insights; Jeff Becker, Director of Sales Effectiveness and KC Blonski, Director of Hospitality & Retail Markets, AchieveGlobal. Featured Leadership Development Solution: Achieve Global.

Engage or Die: How to Gamify Your Sales Process - Webinar: See how gamification can dramatically increase your sales team's engagements. Speakers: Barry Trailer, Managing Partner, CSO Insights; Giles House, VP Product Marketing, CallidusCloud; and Tony Ventrice, Sr. Game Designer, Badgeville. Featured Gamification Solutions: CallidusCloud and Badgeville.

Plan Now, Plan How: 5 Ways to Hit Your 2013 Revenue Goals; Speakers: Jim Dickie, Managing Partner, CSO Insights; Brian Kardon, CMO, Lattice Engines. Featured "Big Data for Sales" Solution: Lattice Engines. 
How Your Competitors Are Beating You With Social CRM - Webinar: See what best-in-class companies are doing to leverage social CRM to move the revenue dial. Featured CRM Solution: SugarCRM
Sales Management 2.0  - Presentation:  Jim Dickie discusses how four companies have successfully implemented sales management 2.0 initiatives. These are excerpts from CSO Insights' Sales Management 2.0 eBooks.
Money for Nothing! - Topic: Compensation. Featured Performance Management and Compensation Solutions: CallidusCloud and Accenture