Modern buyers are changing faster and to a greater degree than sales organizations. Buyers are also consumers, and their experiences as consumers … [Read more...] about Customer Engagement: Bridging the Gap between Buyer Preferences and Seller Behaviors
Where do salespeople get content?
Salespeople need a lot of content along the entire customer’s path. Where does it come from? “From marketing!” is a common response. … [Read more...] about Where do salespeople get content?
Twitter Roundup
A selection of links and articles @CSOinsights has recently recommended. Follow us on Twitter and LinkedIn. Check www.csoinsights.com weekly for new … [Read more...] about Twitter Roundup
How important is CRM adoption and sales process maturity for sales enablement success?
The headline could also be, “How important is a solid sales operations function for sales enablement to succeed?” Following our research … [Read more...] about How important is CRM adoption and sales process maturity for sales enablement success?
Talent Is a CSO/CRO Issue
In my last blog, I shared both the gaps and talent opportunities uncovered in the 2018 Sales Talent Study. It is clear, based on the feedback … [Read more...] about Talent Is a CSO/CRO Issue
Customer Engagement: Irrelevant Content Lowers Win Rates
Last week, we discussed customer engagement and its role in sales enablement, based on my session at the Sales Enablement Society Conference in … [Read more...] about Customer Engagement: Irrelevant Content Lowers Win Rates
