This article is relevant for B2B technology sales professionals, not just inside sales, as we are all becoming more virtual in our engagement with prospects and customers.
Findings from the CSO Insights 2011 Telemarketing/Inside Sales Performance Optimization survey set the stage for our conversation. The big Aha in the 2011 survey is that nearly 50% of inside sales are selling independent of field sales.
5 min read
Time to Bring Outside Sales Inside - A Guide to Virtual Selling
Topics: inbound marketing CSO Insights value proposition inside sales whiteboarding
2 min read
CSO Insights 2015 Sales Performance Optimization Survey
It's 2015 Chief Sales Officers (CSO) Insights Sales Performance Optimization survey time and this is your invitation to participate in one of the most comprehensive and useful surveys of sales behavior.
Why bother?
Why bother?
Topics: CSO Insights sales performance 3d printing SPO
1 min read
CSO Insights 2014 Sales Performance Optimization Survey
It's 2014 Chief Sales Officers (CSO) Insights Sales Performance Optimization survey time and this is your invitation to participate in one of the most comprehensive and useful surveys of sales behavior.
Why bother? For 20 minutes of your time you will receive the most comprehensive sales behavior surveys in the industry. Results from previous research studies have been referenced by publications such as Harvard Business Review, Dow Jones, Wikipedia, Selling Power Magazine, and others.
2014 is all about revenue growth. Achieve this, and shareholder value will increase. Fail to do so, miss your number, and investors will punish you!
To help companies determine the right strategies to increase sales in the coming year, CSO Insights' 20th Sales Performance Optimization study will focus on four key themes:
Topics: CSO Insights sales performance SPO
3 min read
Start-up Sales and Marketing Insights and 2010 Priorities
CSO Insights have been publishing sales performance data for technology companies for the past 16 years.
This year is the first time they have broken that data set down to include a survey of Start-up sales and marketing performance. In their 2010 Sales Performance Optimization Survey, a total of 182 startup sales leaders completed the comprehensive survey of all aspects of the sales and business development process.
As a consultancy we focus on solving marketing and sales problems in both start-ups and in established companies. Established firms trying to sell innovative technology to early adopters, have similar problems to startups, except for the cash-flow constraints.
This survey of 182 start-ups of which 60% were based in the USA highlights a number of issues of which we have first-hand experience. We believe the following data are interesting and worthy of discussion.
Topics: CSO Insights marketing messaging lean startups
2 min read
Sales & Marketing Performance Tip - Define Your Perfect Prospect
Sales and marketing aligning to define their perfect prospect is one way of improving lead generation and getting more from marketing investments, according to CSO Insights 2010 Sales Performance Optimization Survey of more than 2800 companies.
Topics: CSO Insights marketing messaging buyer-persona
1 min read
If you just complete one sales survey this year - make it this one
CSO Insights is a specialist sales and marketing consulting firm and creators of the annual Sales Performance Optimization survey.
Topics: CSO Insights sales performance
3 min read
2010 CSO Insights Survey: I Want Inbound Leads, Marketing Alignment
CSO Insights * yesterday released their 16th. Sales Performance Optimization Survey of more than 2800 Chief Sales Officers (CSO's) around the World from many different industries.
Topics: CSO Insights marketing messaging buyer-persona
1 min read
Is your Marketing Messaging aligned with Buyer Needs?
Let's examine your company's sales effectiveness in light of your likely half-year sales results.
According to CSO Insights, "Sales Performance Optimization - 2008 survey", the top four initiatives that Chief Sales Officers plan to implement to improve sales effectiveness this year in priority order are;
Topics: inbound marketing CSO Insights marketing messaging
2 min read
Restoring Balance in the Buyer-Seller Relationship
Those of us
selling in the internet age, will know that the behaviour of buyers has radically changed over the past 5 years, unfortunately marketing programs and selling behaviour have been slow to adapt and buyers have the upper-hand. This imbalance produces consequences. A recent CSO Insights survey* found that sales quota performance worldwide is 50% and declining...WHY?
