CSO Insights

CSO Insights Blog Posts

CSO Insights Blog Posts

Where are the leads? We gotta have more leads.

Thursday, February 13, 2014

It's been 30 years (1984) since the source of this quote, David Mamet's Pulitzer Prize and Tony-winning play was released but a dearth of leads pre-dated and has continued that entire time. Or has it?.

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Sales Bad Breath vs. No Breath Debate

Wednesday, February 12, 2014

I learned years ago that having "no breath" in sales territories was actually much better than making a hiring mistake and putting "bad breath" out there for the sake of having a warm body in the territory.

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Sales Enablement -- Who Needs It?

Monday, February 10, 2014

Uh, maybe YOU? The bad news: the percentage of reps meeting/beating quota dropped from the 63% level that held steady the past two years to 58% for 2013. Dude, that party is over and that horse has run its last race.

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I KNOW I Need to "Call High" - But

Friday, February 7, 2014

If you've ever heard this statement or another like it from your reps, then you've encountered a process problem. WHAT reps need to be doing is clear to them. HOW to do these things is often less clear. Each of these is important along with dozens of other things but let's start with calling high. Is it really that important? Short answer: YES.

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How Engaged Are Your Reps and Who Cares?

Wednesday, February 5, 2014

It may be difficult to define and/or quantify, but it's apparent when people are on the ball and not just on the payroll.

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