sales management
CEOs: 47% failure rate in sales is unacceptable!
For the third year in a row, sales effectiveness has declined across all industries. According to the latest CSO Insights report, the average sales organization achieved 53% of its goal in 2017. That’s a problem, and not just a theoretical one. Declining sales performance correlates directly, across the board, to declining revenue plan attainment.
The #1 Most Overlooked Factor In Increasing Win Rates?
Quick question: what’s the #1 most overlooked factor in increasing win rates? Hiring better salespeople? Developing more compelling proposals? Qualifying better/harder? Lowering your prices? (Answer: none of the above).
Five takeaways from the latest CSO Insights research: an interview with Tamara Schenk
CSO Insights, a division of MHI Global, conducts leading research into sales best practices, strategic trends, and the next generation capabilities driving sales performance. Their bi-monthly reports are among the most respected and in-depth studies available in the industry.
Sales Organizations: The Survival of the Fittest
There is an air of inevitability that at some point, in the not too distant future, many of the tasks now routinely handled by “salespeople” will become automated – in fact, it is already happening.
Why digital marketing is failing in enterprise accounts
Companies with marketing departments that have invested huge amounts in digital marketing, marketing automation, content marketing, the digital buyer's journey and lead scoring are slowly realising - to their horror - the inconvenient truth.
Content marketing Has FAILED. What’s next?
When content marketing first rose to prominence around 2012-2013, it was touted as the next big thing for marketing and sales departments. It promised to deliver a steady stream of highly qualified leads directly into sales departments at a lower cost per lead than had ever been achieved before.
