Barry Trailer

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 from over 1,200 companies worldwide. The figure from that 220 page analysis which generated the most input from our research...

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 question. A phenomenon too often played out is sales managers becoming super sales jocks while the growth and potential of sales...

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 inside sales survey spanning 93 metrics on sales performance. Questions covered areas including Sales Rep Hiring & Compensation, Sales Execution,...

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 than 600 companies responded to this year's survey; approximately one-third of respondents were Services firms, one-third Technology, and the final…

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 them right now.  Take CSO Insights' 2010 Sales Compensation & Performance Management, which we just opened this week (official launch…

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 blog: Lead Generation: What Telemarketing/Inside Sales is Doing.  This week we are releasing our 2010 Telemarketing/Inside Sales Optimization report and…

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 hear some terrific presentations.  Gerhard Gschwandtner (who may already have become one of those people known only by his first…

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 survey, we also looked at Inside/Telesales and are continuing to gather data in this area for another couple weeks (Take…

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 place, this week we look at what the relative performance is of various matrix tiers.  The past three years we've…

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 with the observation that these metrics must be based upon an adopted (i.e., agreed upon and implemented) sales process.  We've...

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 of overall revenue attained was 7.5 points higher (78.3% vs. 85.8%) and percentage of reps meeting/beating quota was 6.5 points...

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 maturities, mostly high-tech (some software, others hardware and manufacturing).  Also presenting was Anneke Seley, founder of PhoneWorks and author of...

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 East Coast event in Boston (Sales 2.0 Boston). When you attend these events you'll see a mix of vendors that...

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 a recession (confirmed 12/01/08, duh), the worst since the Great Depression." For sales professionals and the executive teams of their...

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 seems especially appropriate because it is the Olympic motto: faster, higher, stronger. But as a sales manager you need to…

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 in our Sales Performance Optimization survey. These include the ability to: Effectively introduce new products; Farm additional opportunities and...

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 project. The firms taking part in this study represented a cross section of multiple industries. Figure 1 below shows...

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 Optimization report and tuning into and strategizing for customers both need attention. More than 1500 companies responded to this year's...

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 I presented, along with my partner Jim Dickie, what we consider to be some of the main points of S2.0...

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 and featured best selling author Geoffrey Moore (author of "Crossing the Chasm" and others), Stu Schmidt pinch hitting for Dave...

New Posts