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The Multiple-Buyer Decision Team

The Multiple-Buyer Decision Team

In B2B sales, more people now participate in buying decisions, and the buying process has become more formalized as buyers seek to reduce risks. Discover who these new people are and how to include them in your strategy.
Driving Results Through Effective Sales Coaching

Driving Results Through Effective Sales Coaching

In this online briefing, Tamara Schenk shares the impact of sales coaching on sales performance based on our 2016 Sales Enablement Optimization Study.

You will also learn how the different coaching areas are defined, why you need a formal, or even better, a dynamic approach to sales coaching and what it actually means to make “enough” coaching time. The reasons for sales coaching are multi-faceted! The reasons not to coach are nonexistent!

Becoming a Key Customer Resource

Becoming a Key Customer Resource

Becoming a key resource to your customer provides a connection that is mutually beneficial, built around shared objectives and centered on performance. This leads to long-term retention and new opportunities within existing accounts.
Tapping the Full Value of Your Customer Base

Tapping the Full Value of Your Customer Base

You know it takes fewer resources and costs less to retain your customers, but how do you effectively accomplish that? This teaches you how to manage your customers using the same processes and techniques as world-class sales and service organizations.
Expanding Existing Accounts

Expanding Existing Accounts

This conversation with Jim Dickie, a strategic advisor for CSO Insights, gives you the seven key trends for maximizing the value of your existing customers.
Anatomy of a World-Class Sales Organization

Anatomy of a World-Class Sales Organization

For decades, companies tried to gain a competitive advantage through product development and product differentiation. Often, the products sold themselves. Today, collapsing product life cycles have all but taken away that competitive edge. So how can you create a competitive advantage in today’s market environment?
Sales Process Introduction

Sales Process Introduction

If you want to win more, you don’t need luck or magic. You need process. This introduction to the sales process shows you the flaw in how most organizations’ think about process. It also tells you how to correct that thinking and how to put a good process to work for your organization.
Business Case for Sales Training

Business Case for Sales Training

Should you simply consider sales training as an annual expense? Or should you view it as an investment that has the potential to return a large multiple of the initial expense? The next time you need to defend your organization’s investment in sales training, keep this report close at hand.

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