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...
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...
A selection of links and articles @CSOinsights has recently recommended. Follow us on Twitter and LinkedIn. Check www.csoinsights.com weekly for new blogs and sales research.How artificial intelligence will transform sales - Raconteur “Early adopters of AI are seeing tangible benefits.”The Buyer’s Journey Has Changed – Marketers Must Adapt...
On Tuesday, Seleste Lunsford shared some of the findings on sales technology in our 2018 Sales Operations Optimization Study. One of her recommendations is to not underestimate the role of sales enablement when it comes to reinforcement and adoption of technology.Adoption rates of sales processes...
How was the last forecast meeting, the last pipeline review you attended? In which role did you attend the meeting – sales, sales operations or sales enablement?I’m sure, whatever the challenges and the outcomes of the meeting were, the term “forecast accuracy” was used at...
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,...
Howard Stevens, founder of the Sales Education Foundation (SEF) used to like to ask, “What do you call the person who graduated last in their class from medical school?” Answer: Doctor.The point is that even the last in class passed a certain standard level of...
The CSO Insights definition of sales enablement is: A strategic, collaborative discipline designed to increase predictable sales results by proving consistent, scalable enablement services that allow customer-facing professionals and their managers to add value in every customer interaction. Starting with a company’s leadership recognizing the...
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...
Over the past year, I have often sounded like a broken record, pointing out repeatedly that while tools like CPQ sales analytics, and AI are readily available, they are underutilized. This is a mistake, as these systems do not just drive revenue, they make business...