Last week, I had the pleasure of leading an engaged discussion based on our latest research on buyer preferences and sales enablement with the Outcome Selling Advisory Board, a dynamic group I also am happy to be a member of.After the event, one member sent...

In last week’s blog post, we addressed five different ways to improve sales performance. Number five was “Align your processes to your customers’ path.”Today, let’s discuss this in a bit more detail: what aligning your processes to the customer’s path actually means and why it’s...

Did you see the encouraging data on social selling and the impact of high adoption rates on sales performance? If not, check it out here.Today, let’s have a look at THE key success criteria of effective social selling: the effective alignment of your social strategies...

It’s that time of year: Most sales organizations have their annual sales kick-off (SKO) events within the next few weeks. In parallel, the debate about the value of those SKOs is discussed as well.Asking sales leaders about the relevance of an SKO, there are three...

Is social selling already the new normal or are organizations still figuring things out, or not even trying it yet?Over the years, we’ve identified two critical success factors for social selling success. One is the alignment of the social strategies between marketing and sales. The...

What a year! 2018 was a very intensive year here at CSO Insights, with lots of highly interesting and comprehensive research projects. Seleste Lunsford covered our overall CSO Insights highlights here.Today, let me share our 2018 sales enablement highlights. In numbers: I wrote 48 blog...

If an AI company provides solutions for demand and lead generation and prospecting, you would expect that they have prospecting all figured out.But a few months ago, an executive from such an AI vendor sent me a LinkedIn message, saying that based on my profile,...