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AI in Sales: When You Think AI, Think Augmented Intelligence

AI in Sales: When You Think AI, Think Augmented Intelligence

CSO Insights recently reviewed more than two-dozen Artificial Intelligence (AI) solutions that were developed specifically to address the efficiency, effectiveness, and creativity challenges that sales organizations face today. This paper discusses AI use cases that exist today, and some that are on the way.

There's Never Been a Better Time to be in Sales

There's Never Been a Better Time to be in Sales

Would you recommend sales as a career to a young person just starting out? Eighty-five percent of the sales professionals we surveyed said they would. While retail sales forces may be shrinking, sales as a profession has a robust and exciting future. Barry Trailer explains why.

Four Reasons to Invest in Sales Managers

Four Reasons to Invest in Sales Managers

Sales managers, especially frontline sales managers remain the most underdeveloped role in sales despite the fact that this role has the highest leverage on performance in any sales organization. Unleashing the sales managers’ potential to impact sales productivity and performance requires a dedicated development program. However, our research shows that there is still a remarkable gap between the relevance and the development of the role.
The Business Case for Sales Methodology Training

The Business Case for Sales Methodology Training

In the relationship between sellers and buyers, the balance of power today has tipped almost completely towards the buyers. This may seem obvious, but it wasn’t so long ago that sellers had some leverage over buyers. Sellers had information that the buyers couldn’t access, and so sellers, in quid pro quo fashion, had the ability to dictate certain meetings, manipulate the negotiation process or even gain access to higher-level executives.
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.
How to Get a Grip on Forecast Accuracy

How to Get a Grip on Forecast Accuracy

What are the chances of your sales forecast for the coming quarter being accurate? Probably not that great. Accurate forecasting has mystified some of the smartest people in business. In fact, the CSO Insights 2017 World Class Sales Practices Study found that only 40% of respondents said their ability to close deals as originally forecast met or exceeded expectations.  
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.
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.
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?
How AI Will Change Selling from an Art to a Science

How AI Will Change Selling from an Art to a Science

Jim Dickie, Co-Founder of CSO Insights, delivers some powerful insights into Artificial Intelligence and how it will change the future of selling.
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.

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