What an incredible year! 2019 was a very intense and challenging year here at CSO Insights, with lots of interesting and comprehensive research projects.As I thought about how to best summarize the essence of our research and client experiences and what it means in practical...
Analyzing the data from our Fifth Annual Sales Enablement Study, we couldn’t help but conclude that sales enablement has reached a plateau. I hear you: “I can’t believe it! So many people are new to the role… really?” Yes, let me map it out for...
I get these questions a lot: What makes a successful sales enablement leader? Is it really a business leader? And what if we hired just for a sales enablement manager or a sales enablement program manager? First of all, you need both roles, a business...
Is closing a deal an art or a science? Is closing a deal in the age of the customer as important as it was in the past? Is it just about negotiation and closing skills?Closing is an area that often doesn’t get a lot of...
Looking deeper into the question of who’s actually delivering the coaching for salespeople revealed some interesting facts. If you haven’t seen it, make sure you check out my Sales Coaching – Who Is Doing It? blog. In a nutshell, sales managers and specialized coaches both...
Our Fifth Annual Sales Enablement Study is now available to the open market. I’ll share the good news upfront: sales enablement matters. Organizations with sales enablement achieved 15.3% better win rates than those without. (Click to tweet)We can learn from the sales enablement winners, the successful 27.5%...
Driving alignment should be a core tenet for sales operations. As a reminder, it’s our job to build, monitor and refine the selling system foundation across data, process, sales tech and go-to-market planning. We do this so the sales organization can engage with customers consistently...
When it comes to sales coaching, we usually discuss the approaches that have been taken, the impact different approaches create and what organizations that don’t implement sales coaching the right way miss out on in terms of performance.We usually assume that sales managers should be...
What we do in sales operations is based on structure and organization – it’s about defining standards that are needed across process, technology and go-to-market planning. We identify repeatable processes to improve sales efficiencies and productivity so that organizations can continue to grow. But as...
How do you engage, equip and empower your sales force when it comes to prospecting? To be precise, how do you prepare, and what do you provide for your SDRs and BDRs?According to my email inbox, we’re not making any progress when it comes to...