CSO Insights

CSO Insights Blog Posts

CSO Insights Blog Posts

The Sales Performance Rebound That Didn't Occur in 2014. What About 2015?

Tuesday, February 3, 2015

Our flagship research report, the Sales Performance Optimization study, is in its 21st year and is segmented into key areas of sales performance: Find More, Win More, and Keep and Grow More. In this blog, we take a look at this year’s overall study findings—the Key Trends Analysis. This is the report that shows how well sales did in 2014 and years prior, and where they did not do so well. Sales leaders should make an earnest effort to fully understand the trends that happened from 2009 to 2014 so that they can do a better job in specific areas that need attention and to continue to build on initiatives that worked well, delivering a solid return on investment.

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The Easiest Way to Hit Your Revenue Targets

Wednesday, January 28, 2015

Our flagship research report, the Sales Performance Optimization study, is in its 21st year and is segmented into key areas of sales performance: Find More, Win More, and Keep and Grow More. When we look more closely at the Keep and Grow More category, we find that cultivating, retaining, and expanding your footprint within your existing customer base is the approach that consistently has the best rate of return. However, in order to hit your numbers year over year, you need to also be able to balance this with "Growing More"--so you have more "Keep More" opportunities next year!

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What Does it Take to Win More Business?

Tuesday, January 20, 2015

As mentioned in our previous post, our flagship research report, the Sales Performance Optimization study, is in its 21st year and is segmented into key areas of sales performance: Find More, Win More, and Keep and Grow More. In looking at the Win More category, there are many activities sales reps need to perform to get to the close stage in the sell cycle. The Win More Analysis covers the top ten, while this blog highlights some of the more interesting findings. As you will see, identifying key decision makers and aligning your sell cycle with your customer's buy cycle are some of the most surefire ways to increase revenues.

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The Best Lead Generation Campaigns You Should Invest In

Monday, January 12, 2015

For over the past twenty years, CSO Insights has conducted primary research to assess the challenges sales teams face, why the problems exist, and how firms can leverage people, process, technology, and knowledge to address those issues. Our flagship research report, the Sales Performance Optimization study, is in its 21st year and is segmented into key areas of sales performance: Find More, Win More, and Keep and Grow More. In looking at the Find More category, the complexity of “finding more” leads to hit revenue targets is discussed in this post. We asked study participants to share demand generation campaigns that garnered the best quality and quantity of leads. As you will see, there are many considerations when making investments to find more leads.

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Five Best Practices for Optimizing Revenue in 2015

Tuesday, January 6, 2015

CSO Insights and Join.me by LogMeIn delivered a webinar on December 9, 2014, structured around the five best practices that companies should employ to ensure they hit their 2015 revenue targets. The best practices cited were a result of the research CSO Insights has conducted in 2014. Many questions were asked at the end of the webinar that the presenters did not have time to answer. To continue our commitment to ensure that anyone who asks a question will get an answer to it, the following are the questions and answers from the webinar: Five Best Practices for Optimizing Revenue in 2015.

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