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...

This was my first time attending Dreamforce. Everyone told me how big and overwhelming it was going to be, and it didn’t disappoint. But, in the midst of all the scheduled meetings, keynote presentations, and expo wanderings, something terrific happened. I found some new tech...

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,...

Looking at the calendar, Dreamforce is fast approaching. Ah, another chance to gather together with 180,000 of my closest friends in San Francisco to explore where the world of sales is heading. To all my sales colleagues who will be in attendance, may I offer...

As we enter November, two important things are happening in the world of sales. First, organizations are focusing on ensuring that 2017 ends strong. Regarding that objective, we wish them well. Second, companies are also working diligently to determine what the revenue targets will be...