Why Change Selling Blog

CSO Insights is a specialist research firm benchmarking the challenges faced by today's sales and marketing organizations.  CSO Insights tracks the trends in the use of people, process, technology and knowledge to improve sales performance. 

Research is their core business. Each year, they survey thousands of Chief Sales Officers to learn the challenges they see as most critical. 

Last year I invited sales managers and business owners to participate in CSO Insights 2012 Sales Performance Optimization Survey and the pool of respondents of more than 2000 sales executives provided an extremely insightful and valuable set of benchmarks for companies in different industries. 

“Anyone looking for key trends and advice around Sales Performance Optimization should reach out to Jim Dickie and Barry Trailer at CSO Insights. Both have a wealth of knowledge and experience in this area.” -George Roberts, Partner, OpenView Partners, Venture Capital

The survey itself is completely confidential and takes about 15-20 minutes and you and your company can remain anonymous if desired. 

In return for completing the survey,  you will receive a complimentary copy of the survey (retail value $795) in late January or early February next year. As an added bonus, you will receive an instant download of the 2012 Key Trends topical report that summarizes the survey findings.

The survey is divided into the following areas:

1. Key trends in 2013
2. Hiring and Compensation
3. Sales Cycle
4. Sales Strategy
5. Sales Execution
6. Sales Process
7. Account Management
8. Sales Management
9. Core CRM
10. CRM 2.0
11. Sales and Marketing Alignment
12. Going Forward.

If you are in marketing, please bring this survey to the attention of the sales leader in your company. 
I'll take the survey!

These are my top 5 sales and marketing performance blogs from 2011 in order of popularity. I also want to extend holiday greetings to all of my connections and friends in the industry on the last working day before Christmas.

Relocating back to California has been a great move for me and my family and we look forward to a promising 2012.

A Guide to Engaging Sales Presentations - Do not use PowerPoint

Thoughts on Powerpoint usage in sales presentations, following Edward Tufte's 1 day course, "Presenting Data and Information" in Los Angeles on 9 Feb.

Avoid these 5 Pitfalls for effective Whiteboard Sales Presentations

In making great whiteboard presentations, there a few things to avoid. Get them right and you will be very successful.

Selling from Home - Here's an Updated Sales Communications Setup 

If you are in sales or consulting, live in the USA or Canada and work from home, the following advice on home telecommunications could worth a read.

Time to Bring Outside Sales Inside - A Guide to Virtual Selling

The Internet is quickly eliminating the need for in-person selling in favor of virtual or inside sales. A 5-step guide to inside sales performance.

Product Training Doesn't Work- Get Sales to DO Product Training

Article discussing the old way of product training vs the new way of product training. The new way gets sales people to DO the product training.