CSO Insights Interviews your Peers and Reports Back on What's Working
An important charter for CSO Insights is to continually identify and validate best practices that companies are implementing to successfully address the sales and marketing challenges they are currently facing. If you've implemented a solution you feel is innovative and very effective, please let us know. We would like to engage with you to understand your experiences.
And, with your approval, we share the results for no charge. We just ask that you tell us a bit about yourself. After you register, you can come back and download any of our materials that we make available for free.
Register now to receive CSO Insights content. Click here to register.
Subject: Culture Change and Sales Forecast Accuracy
Solution Provider: Accenture/Salesforce.com
Size of Company: $10 Billion annual revenue; operates in over 120 countries
Synopsis: The senior management of AON started two years ago to shift the company's culture to a results-oriented approach to business. This extended to sales and marketing as well and included the introduction of a new CRM system and focus on improving sales forecast accuracy.
| Already registered? Download now!
Subject: Creating a High Performance Sales Culture
Solution Provider: Accenture
Size of Company: $37 Billion annual revenue; 150,000 employees
Synopsis: So much has changed in the healthcare industry in the past two decades that Kaiser's culture rooted in over five decades of history had to adjust. Project objectives included more rigorous account planning, a disciplined approach to managing the pipeline, better skills for managing customers, and aligning compensation.
| Already registered? Download now!
Subject: Sales Productivity
Improvement
Solution Provider: Internal
Solution
Size of Company: $29.3 Billion
annual revenue; 212,000 employees
Synopsis: This case looks at
specific elements of Federal Express' ongoing
sales productivity improvement program. Included
are the ways in which FedEx values selling time,
which varies by channel, and how they identify
and eliminate "corrupted
selling time."
| Already registered? Download now!
Nuance Case Study
Subject: Marketing Campaign
Management
Solution Provider: Eloqua
Size of Company: $232
Million annual revenue; 832 employees
Synopsis: This case study
shows how Nuance Communications, a provider
of automated speech recognition, faced a flood
of leads with no way to evaluate or prioritize
them. Implementing Eloqua, with its analytic
capabilities, allowed them to meet their annual
objectives in 6 months.
| Already registered? Download now!
Subject: Sales Knowledge Automation
Solution Provider: Involve Technology
Size of Company: Privately
Held with 700+ sales people
Synopsis: This case study
is an interview with Roger Helms, the Founder
and CEO of HelmsBriscoe, the world's
leading hotel and conference site selection
firm. Roger talks about sharing the accumulated
knowledge about products, competitors, and clients
to create a corporate asset that changes the
balance of power in your industry, and can optimize
the valuation of your company as well.
| Already registered? Download now!
Subject: Sales Process
Solution Provider: Market Partners
Size of Company: $1 Billion
annual revenue; 4000 employees
Synopsis: Valassis is
a promotional media company near Detroit,
MI. Under increasing competitive pressure,
Valassis undertook realigning the way they
sold their products with the way their customers
bought advertising, With the help of sales
process consultants Market-Partners, Valassis
has realized productivity increases that have
been labeled "Best in Class".
| Already registered? Download
now!
