A selection of links and articles @CSOInsights has recently recommended. Follow us on Twitter and LinkedIn, and check www.csoinsights.com for new blogs every Tuesday and Thursday. And if you haven’t already, take the 2019 World-Class Sales Practices survey!20 Digital Marketing Trends and Techniques You Should...

CSO Insights recently enjoyed a wide-ranging discussion with Haya Ajjan, Associate Professor of Management Information Systems at Elon University in North Carolina. Having earned both an MBA and a PhD in IT, Haya brings a unique perspective to her research on sales, social media and...

In our year-end post of 2018, we provided seven options for how sales leaders could advance transformation by evolving the elements of their sales system: operations, technology, enablement and more. We follow up in this post with a more granular look at the output those...

In the age of the hyper-informed buyer, marketing and sales must collaborate to ensure a full funnel and a successful outcome from lead management activities. In this post, we’ll outline five ways sales and marketing can collaborate on lead generation and marketing to improve your...

We recently released the results from our 2018-2019 Sales Performance Study. This annual study seeks to gauge the state of sales performance to determine what’s working and what’s not. The timing of the release of these results is no accident. Most of you are knee-deep...

There is no doubt that the sales profession is undergoing rapid change: Technology is advancing, making our lives both simpler and more complex at the same time. New markets are opening up. Customers’ buying habits are changing. The products we represent are becoming ever-more sophisticated.The...

We continue our conversation with Tom Steenburgh, the Richard S. Reynolds Professor and Senior Associate Dean for Faculty Development at the Darden School of Business, co-author of “How to Sell New Products” in the current issue of the Harvard Business Review. See Part 1 here. Q:...

Tom Steenburgh, the Richard S. Reynolds Professor and Senior Associate Dean for Faculty Development at the Darden School of Business, and Mike Ahearne, Professor of Marketing at the University of Houston and Research Director at the Sales Excellence Institute, are sales researchers and co-founders of...

A selection of links and articles @CSOInsights has recently recommended. Follow us on Twitter and LinkedIn. Check www.csoinsights.com weekly for new blogs and sales research. If you’re interested in AI, download our paper, AI in Sales: When You Think AI, Think Augmented Intelligence.What Innovative CEOs...