CSO Insights

CSO Insights Blog Posts

CSO Insights Blog Posts

What do you do when the Vice-Chair says, “Everybody Sells!”

Friday, October 10, 2014

Underperforming companies. Every Private Equity firm is looking for them. Yet the once you have found them, while completing your due diligence, did you know that you could apply Lean manufacturing processes to your sales force to increase productivity? Lean manufacturing is making obvious what adds value by reducing everything else’.

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Are you teaching your sales reps to become fighter pilots?

Wednesday, October 1, 2014

During the height of battle, a fighter pilot will have to assess and act upon up to 17 different pieces of information. If you start counting up all the tools, data and information a sales rep may have to deal with – CRM, Business Intelligence Analytics, dashboards, pipeline reports, the buy/sell cycle, marketing automation, discovery research, LinkedIn, networking, calls, appointments, emails, and presentations - it should not be a surprise that sales performance has been impacted negatively.

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How are You Coping with the Moving Target?

Wednesday, September 3, 2014

Sales and Marketing are changing faster today than we have ever seen. How prospects find us, how they buy, and what they expect from sales reps is dramatically different than it was 2 years ago. And it's still changing.

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Conversion Management: The Missing Link

Friday, July 25, 2014

Over 85% of the organizations that participated in the 2014 Lead Management and Social Engagement survey stated that increasing new customer acquisitions was their top priority for the next twelve months. But knowing what your company wants to do and actually doing it are proving to be two different agendas.

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What Experts Say on Impact of Social Media on Sales Process

Monday, July 21, 2014

Industry experts from CSO Insights, InsideView, Constellation Research, and SAP comment on the role of Social Media in developing engaging, profitable customer relationships.

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