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...

“Victory has a 1000 fathers, defeat is an orphan,” is a quote popularized by John F. Kennedy. It has applicability to sales as well, where salespeople, managers and others are quick to claim/celebrate responsibility for winning deals, while shunning proposals that are lost, or worse,...

I would like new people with new ideas to come into it and change it. -- Neville Marriner, English violinist and conductorI am pleased to introduce Chris Patton as the newest CSO Insights analyst.Chris will be covering the sales operations and analytics space. In keeping with...

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 blog examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today's best practice: “Our sales teams are effective at surfacing the specific reasons why certain customers stop doing business with us.”This week’s best...

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...

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 salespeople consistently and effectively communicate appropriate value messages that are aligned to our customers’ and prospects’ needs.”Effective value messaging is...