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...
A selection of links and articles @CSOInsights has recently recommended. Follow us on Twitter and LinkedIn, and check www.csoinsights.com for new blogs every Tuesday and Thursday. And if you haven’t already, take the 2019 World-Class Sales Practices survey!20 Digital Marketing Trends and Techniques You Should...
Over the past few weeks, I shared some of our latest research on social selling. First, I shared about the growing social selling adoption and how this trend correlates with sales performance. Then, we discussed the current state of social strategies and their alignment across...
CSO Insights recently enjoyed a wide-ranging discussion with Haya Ajjan, Associate Professor of Management Information Systems at Elon University in North Carolina. Having earned both an MBA and a PhD in IT, Haya brings a unique perspective to her research on sales, social media and...
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...
With 2018 in the rear-view mirror, sales leaders are now in a position to assess how well last year went. And regardless of whether it was a great year, a miserable year, or somewhere in between, most sales leaders are looking at their rapidly changing...
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...
In our year-end post of 2018, we provided seven options for how sales leaders could advance transformation by evolving the elements of their sales system: operations, technology, enablement and more. We follow up in this post with a more granular look at the output those...
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...
In the age of the hyper-informed buyer, marketing and sales must collaborate to ensure a full funnel and a successful outcome from lead management activities. In this post, we’ll outline five ways sales and marketing can collaborate on lead generation and marketing to improve your...