Last week, we talked about one critical success factor to make social selling effective in your organization: formally aligned social strategies between marketing and sales. Today, we are discussing another critical success factor for success, and that’s adoption.Many of our studies have shown that adoption...

At CSO Insights, we have analyzed at the impact of social selling on sales performance for many years. With our 2016 Sales Enablement Optimization Study we researched social selling for the first time from a specific sales enablement perspective. And with our 2017 Sales Enablement Optimization...

Recently we launched our third annual CSO Insights Sales Enablement Optimization Study to the open market. Also, I had the pleasure of attending the Sale Enablement Society’s Experience Sales Enablement conference in Dallas (search for #SESociety to get more insights). It was an amazing gathering,...

Two weeks ago, I wrote about bad sales email habits, using an example of a prospecting email approach that was set up to fail. I made a couple of recommendations on how sales enablement and sales managers can significantly improve the quality of prospecting emails.I...

How many bad sales emails do you receive every week? How many of those do you delete immediately? How do you feel about it? Neutral, annoyed, or even angry? Or did you get used to it and developed a mechanism to move them in the...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “Our culture supports continuous development of salespeople and sales leaders.”Culture matters. A lot. Your organization’s culture is not only eating strategy...