Jim Dickie
CSO Insights
Jim Dickie is a partner with CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, technology and knowledge to optimize sales.
Capturing New Accounts is at Risk Due to Poor Data Quality In CSO Insights 9th annual Lead Management Optimization study we gathered data on 100+...
Lead Management Systems Now a Must Have for Marketing As part of CSO Insights 9th annual Lead Management Optimization study, we gathered data on over...
Sales Managers can make or break your year. What are you doing to help them excel at their jobs? We conducted a...
In sales today we all say we are customer-centric. That would imply that we have access to the right quantity and quality of Customer...
As this month CustomerThink is focusing on Customer Loyalty, I thought I would use my blog to share some of the results of our...
This month, CustomerThink is focused on Building a Customer-Centric Culture and Operation. A worthwhile goal, but how do you do that? I had the...
As a multibillion-dollar global information services company, Experian is dedicated to helping organizations and consumers make commercial and financial decisions with greater confidence and...
One of the most Customer-centric executives I know is Bob Knebel, Vice President of Sales for Bombardier Flexjet. Bob is committed to continuous improvement...
In April, CustomerThink is focusing on How to Build a High-Performance Brand. In today's crowded marketplaces we need to make it a priority to...
When I saw that the topic of this month's editorial focus was Turning Your Employees into Ambassadors for Your Company, two thoughts came to...
CSO Insights is often brought in to CRM initiatives when the evaluation team is preparing the recommendation to management for how team members think...
There is a disconnect between sales goals and the actual benefits companies are receiving from their CRM systems. That's one of the most important...
This year, with Oracle's completed acquisition of PeopleSoft, and its accepted bid for Siebel, one might be left with the impression that the CRM...
How much of an impact can an emphasis on process have on your CRM implementation? Based on our studies. it can play a tremendous...
Having time to kill before speaking at a sales management conference, I ducked into a Starbucks for a "grande, half-caf latté with a twist."...
Each year for the past 11 years, CSO Insights, as part of our annual sales effectiveness study, has surveyed companies on the use of...
Because we have collected data on more than 2,000 CRM purchases made over the past three years, CSO Insights continues to get a lot...