Barry Trailer
Barry Trailer
Barry has been involved in complex B2B sales for over 30 years and is intrigued with how it's changed/changing and what this means to Sales as a Profession (SaaP). Salesware, the analytics company he co-founded, was acquired by Goldmine Software in 2000 and his next company, CSO Insights with Jim Dickie, was acquired by Miller Heiman Group in 2015. He has twice been published by, and been a keynote for, Harvard Business Review, and is author of Sales Mastery, a novel.
Tracking Buying Behavior: Are They Really Into You Or Not?
Series Introduction: In February, CSO Insights published the results of our 19th annual Sales Performance Optimization (SPO) study, based on survey data we gathered...
Getting Managers Involved Early
Mercuri Systems recently released a new white paper on Sales Efficiency in which they ask, "Are your company's sales leaders/managers soldiers or generals?" Good...
What Defines Inside Sales Today?
This week we released the 2011 edition of our Telemarketing/Inside Sales Performance Optimization (TISPO) study. More than 200 firms worldwide participated in this year's...
Lead Generation Optimization Is “OUT”–Web Conversion Measures are IN
What Gets Measured Gets Managed When I say Lead Generation Optimization (LGO) is "OUT," I mean this week we released our annual LGO report. More…
She Works Hard for the Money*
And so do you. How hard and how much? Good questions and you, or the appropriate person in your company, have a chance to answer…
Telemarketing/Inside Sales Thoughts & Observations
Last month I attended the American Association of Inside Sales Professionals (www.aa-isp.org) Summit in Minneapolis and wrote about some of the highlights in my 4/29…
Hand Raisers Not Finger Pointers
This week I attended Selling Power's Sales Leadership Conference in Las Vegas and had a chance to meet a lot of CSOs in person and…
Last Chance for Inside/Telesales Survey
In February we released our 2010 Sales Performance Optimization (SPO) report and it has already been widely distributed and read. As a part of that…
Sales Relationship Process Matrix – Part II
Last week's blog introduced the SRP Matrix and defined its two axes: levels of sales process implementation and levels of relationship. With this foundation in…
Sales Relationship Process Matrix
My previous blog talked about Metrics that Matter and the good that derives from sales organizations with access to timely/accurate metrics. However, I ended...
Metrics That Matter
I recently participated in a webinar addressing the question: Does Access to Timely/Accurate Metrics Make a Difference in Performance? The short answer: you betcha! Percentage...
Start-Ups and Other Adventures
Last week I had the good pleasure to co-present to a group of start-up CSOs, CMOs and CEOs. The companies were different sizes, and...
What is Sales 2.0?
CSO Insights participated in the Sales 2.0 Conference hosted by Selling Power in San Francisco earlier this year and again last month at the...
Getting Ready for 2009
Maybe You've Heard ... Unless you've been living in Ted Kaczynski's old shed the past several months, you've likely heard, "It's a global financial crisis, definitely...
Faster, Higher, Stronger: Just Shouting “Sell More” Won’t Cut It
Citius, Altius, Fortius There is a management maxim that is especially appropriate to metrics: citius, altius, fortius. With the Beijing Olympics spectacularly just finished, it...
Technology Is Important to Exceeding in Sales, but the Question Is “How Important?”
There are a number of areas you could look to in defining Customer Management: marketing, sales, service, and support. We test six different metrics...
Transition in the Contact Center: To Sell or Not to Sell?
In early 2007 CSO Insights solicited input from call center management members. Over 300 companies responded to our request for participation in this research...
Your Strategic Account Plan: Do You Have One? Can You Find It?
Develop and Maintain a Customer Strategy for Profitable Growth This month's topic is relevant and timely. CSO Insights has just released its 2008 Sales Performance...
Are You Linked In? Selling Meets Social Networking
In my last blog I gave a very brief overview of the Sales 2.0 (S2.0) conference held in San Francisco. At that conference...
Hot Tip and a FREE Pass to the Sales 2.0 Conference!
On October 30th, Jim Dickie and I presented at the first ever Sales 2.0 Conference in San Francisco. The event was well attended...