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CSO Insights Blog Posts
15 Minutes Could Save You $1500
This isn't a car insurance ad but an invitation to take CSO Insights Sales Compensation & Performance Management survey. The survey is now in its 3rd year and takes less than 15 minutes to complete. The report on aggregated responses will be released mid-September. Those completing the survey receive the report for free as soon as it's available...
Lead Generation Optimization Is "OUT"--Web Conversion Measures are IN
This week we released our annual LGO report. More than 600 companies responded to this year's survey. For the first time in the seven years of this report, a slim majority (51%) of firms responding now track the ROI of their marketing campaigns.
Is There Really Lead Gen Optimization?
You may recall that in 2009 two-thirds (67%) of respondents reported their marketing budget would be the same or less than the prior year. This was happening while 85% of companies were increasing their revenue targets for the year ahead.
She Works Hard for the Money*
And so do you. How hard and how much? Good questions and you, or the appropriate person in your company, have a chance to answer them right now. Take CSO Insights' 2010 Sales Compensation & Performance Management, which we just opened this week (official launch will be next week). This is our 3rd annual comp survey and promises to be our biggest yet--we had over 1,000 firms respond to last year's survey.
Heard a Good One Lately? - 3 Steps to Improved Retention/Results
Ever been to a comedy club and laughed yourself sick for two hours and the next day not been able to repeat a single joke? ... You're not alone. And in an email thread last week, Dave Stein of ES Research (ESR) suggested something that's even less a laughing matter:
Telemarketing/Inside Sales Thoughts & Observations
This week we are releasing our 2010 Telemarketing/Inside Sales Optimization report and I want to share a brief sneak preview plus 3 steps.
Sales Management 2.0
A lot more has been said and written about sales than about sales management, even though there is huge leverage in developing competent sales managers. What kind of leverage? Glad you asked; last week we released our first-ever Sales Management Optimization study based on responses from 630 companies. The study looks across 75 metrics and identifies the top 10 Key Trends.
Lead Generation: What Telemarketing/Inside Sales is Doing
The top objectives of CSOs for 2010 are Increase Revenues and Capture New Accounts. How will these objectives be achieved? Top sales initiatives for 2010 are Revising/Enhancing Lead Generation Programs and more closely Aligning Sales & Marketing. Sounds like a plan but how to make this happen?
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Barry Trailer has 25+ years of selling experience and is an expert on sales processes and methodologies. Barry has presented to 10,000+ sales reps and executives at 100+ companies, including HP, Sun Microsystems, Conner Peripherals, and Hitachi Data Systems. 
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