CSO Insights

Sales FAQ

Q:We're losing on price. Is everybody?

Research Data

Purchase charts for your industry. This shows ratings of organizational effectiveness at selling value.

Over half the organizations in this industry need improvement in this area.

  

Purchase custom comparison charts such as this, comparing reasons for wins from companies with high win rates to the rest.

There seems to be agreement between the high win companies and the rest, with price listed as the #1 reason.

Publications

Order our 2010 Sales Performance Optimization Report with analysis of survey results, covering over 100 metrics of sales effectiveness, including reasons for losing business.

  

Order our 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 2.0 covers informed application of sales process and technology to the customer's buying process.

Order Demystifying the Sales Effectiveness Challenge - What's Really Working and How Often are We Doing It
This report identifies 11 Best Practices for Sales Effectiveness and lists strategies for incorporating them in your sales culture.

Join The CSO Forum to get Unlimited access to CSO Insights' library of articles, white papers, case studies and technology reviews covering all aspects of best practices in sales.

Talk 1:1


There are many other ways we can help you. Some of these are strategy reviews, comparison of your results with your industry, and analysis of gaps in understanding between your sales managers and your sales representatives.

Email us or phone Jim Dickie (303) 521-4410 or Barry Trailer (415) 924-3500 Let's discuss your situation and come up with a plan.

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