There are a number of sales technology roadmaps that do a good job of trying to document the abundance of sales technology providers in the marketplace. It is no simple task, as the number of such tools and organizations grows by the day. And, as...

Tom Steenburgh is the Richard S. Reynolds Professor and Senior Associate Dean for Faculty Development at the Darden School of Business. He is an expert in business-to-business marketing and sales, and co-founded the Thought Leadership on the Sales Profession conference. He is particularly interested in...

This blog post couldn’t be more timely! Last week, I introduced you to the inner workings of sales enablement, the concept of efficient enablement operations, to be precise. I defined its three areas: enablement governance (which is all about an enablement advisory board), enablement production...

What exactly does sales operations do in complex B2B sales organizations? It depends.At least that was the answer of the 350 sales organizations who participated in our new Sales Operations Optimization Study. Sales operations does a little bit of everything. From forecasting to CRM maintenance,...

A selection of links and articles @CSOinsights has recently recommended.Follow us on Twitter and LinkedIn!4 Things Buyers Want via @YouTube CSO Insights' Managing Director Seleste Lunsford shares findings from the 2018 Buyer Preferences Study.Why Tech Companies Are Using Humans to Help AI via @pcmagBill Gates...

Sales forecasts are one of the primary vehicles executives use to manage the expectations of company stakeholders including board members, investors, industry and Wall Street analysts, employees and customers.Forecasts are also a future indicator of funds available to invest in major growth initiatives. As the...