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CSO Insights

Moving from Vendor to Strategic Partner: Success Starts with Your CRO Platform

Sales organizations are perpetually searching for competitive differentiation. Companies must first generate compelling reasons for their customers to make an initial purchase. Then, they must quickly establish their status as a strategic partner so they are the first point-of-contact for any related products or services purchased in the future. The goal is to interweave your organization in your clients’ circle of trust and be recognized as a “mission-critical” strategic partner. However, each customer relationship…

CSO Insights by Miller Heiman Group Releases 2018 – 2019 Sales Performance Study: “Selling in the Age of Ceaseless Change”

Annual Report Finds Revenue Attainment Is up for the Third Year in a Row, but Sales Performance Is down to the Lowest It’s Been in Half a Decade CSO Insights, the research division of Miller Heiman Group, the world leader in improving sales performance through research, training, and technology, announced the official release of its 2018-2019 Sales Performance Report: “Selling in the Age of Ceaseless Change.” The study, based on a global survey of nearly 900 global sales leaders, looks at the four primary…

Brainshark and CSO Insights to Reveal Data on Sales Enablement Investments and Trends in Co-Hosted Webinar

61% of Organizations Now Have Dedicated Sales Enablement People, Programs or Functions; Effective Training and Coaching Play Key Role in Driving Sales Success Brainshark, Inc., delivering SaaS-based sales enablement and readiness solutions, will unveil data from a new report on sales enablement trends during an upcoming webinar with CSO Insights, an independent sales research firm within Miller Heiman Group. The report, sponsored by Brainshark and conducted by CSO Insights, contains insights from sales professionals at…

New Report Offers A Magnified Approach to B2B Selling in 2018

CSO Insights releases 2018 Buyer Preferences Study to Find Half of the B2B Buyers Make Up Their Minds Before Talking to B2B Sales Reps; Sellers Need to Provide More Insights, Expertise and ‘Perspective’ During the Sales Process B2B sales ecosystem is under a dramatic flux. More than 70 percent of B2B buyers fully define their needs before engaging with a B2B sales representative, and almost half identify specific solutions before reaching out, according to a new report from CSO Insights, the research division of Miller…