CSO Insights

CSO Insights Blog Posts

CSO Insights Blog Posts

Evolve or Die – Why Sales Transformation is Not an Option

Tuesday, March 17, 2015

Undertaking a sales transformation initiative is not for the faint of heart, but it’s a must for firms to survive in today’s world where product lines are expanding, sales cycle times are lengthening, new competitors are everywhere, and, worst of all, some buyers feel they no longer need sales reps to help navigate them through their buy cycle.

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Perficient: Driving A Successful Modern Sales Organization

Thursday, March 12, 2015

How can your organization increase sales productivity and improve sales ROI? Barry Trailer will be presenting some of CSO Insights’ more recent research at an upcoming webinar on March 19 and sharing the time with Emil Fernandez, VP of system integrator Perficient.

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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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