CSO Insights

CSO Insights Blog Posts

CSO Insights Blog Posts

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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Capturing New Accounts is at Risk Due to Poor Data Quality

Thursday, June 20, 2013

Topping the list of marketing's key objectives for 2013 is helping sales capture new accounts. But further analysis of the study data surfaced a major barrier to achieving this goal -- poor data quality.

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