CSO Insights

Sales Publications

Publications

We survey thousands of sales executives each year, building the most comprehensive database of sales effectiveness metrics and trends.

Our publications combine the survey results with commentary and analysis from CSO Insights partners Jim Dickie and Barry Trailer.

If you seek an understanding of best practices and trends in sales and marketing, our publications will show you what your peers are doing and Jim and Barry's analyses will help you turn the findings into action for your organization.

Publications You Can Purchase

2010 Sales Performance Optimization
Survey & Analysis

This is our flagship survey, now in its 16th year. 
In 2010, over 2800 CSOs responded to this survey.

For the first time, this 200+ page report has been
divided into 12 publications. You may purchase
all 12 publications or you may select one or more
publications that address your most urgent issues.

See what is included in the 2010 Sales Performance
Optimization Survey

 

 

  

Other Surveys and Publications Addressing Issues
Important to CSOs

Lead Generation Optimization (July)

Inside / Telesales (October)

Sales Compensation & Performance Management (October)

Lead Life Cycle

Target Marketing Report

Demystifying the Sales Effectiveness Challenge

Closing the Pay/Performance Gap

"Hot Topics" Series with articles and white papers on sales trends and solutions

Sales Strategy Insights Series

  • Sales 2.0 Part 1. - Run Away to Join the New Circus
  • Sales 2.0 Part 2. - Think. Think Different. Think Again

Sales Management Insights Series

  • Sales Management 2.0 - Metrics, Not Hunches
  • Optimizing Hiring Effectiveness
  • Sales Rep Turnover and Ramp-Up

Demand Generation Insights Series

  • Optimizing Lead Generation
  • Optimizing Sales Messaging
  • Brain Surgery Anyone?
  • Gone Fishing
  

Sales Knowledge Management Insights Series

  • Proactive Sales Intelligence
  • Increasing Sales Effectiveness Through Optimized Sales Knowledge Management
  • Sales Knowledge Management: Is Progress Being Made?

Sales Process Insights Series

  • Sales Process Primer
  • The Impact of CRM and Sales Process
  • Sample Sales Process Template

Customer Relationship Management Series

  • On Demand versus On Premise CRM
  • Improving Inside Sales Effectiveness Using Technology
  • The Impact of CRM and Sales Process

Publications You Can Find on the CSO Forum

Articles, WebCasts and WhitePapers from the CSO Insights Library

  • Above the Sales Funnel
  • Analyzing The Sales Process
  • And the Word Was Process
  • Another Word for Process is Accountability
  • Can Sales and Service Play Nice? Of Course
  • Can Starbucks Help You Jumpstart Your CRM System?
  

Case Studies Reviewing Your Peers' Experience Implementing Solutions

  • CRM Creating a High Performance Sales Culture
  • Lead Management Marketing Campaign Management
  • CRM Culture Change and Sales Forecast Accuracy
  • CRT Sales Productivity Improvement
  • Pipeline/Forecast Management Optimization

"First Views" Reviews of New Products

Sales Management Metrics Go Mobile
Turbo-Charging Telesales Productivity
Marketing Campaign Optimization
   Optimizing CRM Data Management
Integration of CRM and Sales Process
Time Driver "Avoiding Failure to Communicate"
Sales Analytics

Many more publications are available on the CSO Forum
In addition, membership in the CSO Forum allows you to ask questions and get answers from CSO Insights professionals and our distinguished board of Experts.

Get More Information on the CSO Forum