Sales challenges by the numbers
CSOInsights benchmarks the challenges faced by today’s sales and marketing organizations by tracking trends in the people, process, technology and knowledge to improve sales...
How to Power Up Your Sales Force With Tablets
Tablets are helping to reinvent the sales profession. They’re making it possible for sales reps to be productive pretty much any time anywhere. Reps...
The Age of Builders
Last October, Symantec’s stock took a beating after its new CEO, Steve Bennett, gave financial guidance that fell short of analyst expectations. As often...
Stop selling products and start making emotional connections
We humans are emotional creatures. We make our purchase decisions based on how products promise to make us feel. That’s why great brands succeed...
How to Cultivate and Harvest Your Leads Effectively
Businesses often set aside a large budget to generate leads. But they don’t follow up with enough eagerness, vigor or persistence. That’s lead waste,...
Getting the Full Value Out of Collaborative CRM
For small businesses, using enterprise customer relationship management (CRM) is like trying to ride the Olympic mogul course at Sochi using a pair of...
Exit gracefully
There’s that moment on so many initial sales calls when it becomes clear that the prospect is not a prospect at all (at least...
With data, size matters, but not how you think
Over the past several years, Big Data has become a popular concept with a lot of excitement surrounding it. It’s hard to find a...
The Test That Most Executives Fail
Albert Johnson comes home from work exhausted. He hugs his wife and kids, and then he falls into his easy chair. Today was just...
Turbulent Skies
“Please return to your seats and keep your seat belts fastened.”
It has been a long week. You’ve declared this a no-email flight and are...
