CSO Insights

CSO Insights Blog Posts

CSO Insights Blog Posts

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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Buyer Digital Body Language - Webinar Questions Answered

Thursday, October 31, 2013

CSO Insights and DocuSign recently delivered the webinar, Reading Your Buyers’ Digital Body Language. There were more questions at the end of the session than we had time to answer. Here are the answers to all questions asked.

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Lead Generation Optimization Is "OUT"--Web Conversion Measures are IN

Friday, July 5, 2013

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.

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