Insights
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Sales Team Performance
How effective sales leaders align goals with motivation
What can sales leaders do with their teams to align goals with motivation while ensuring they don’t create a turn or negative culture?
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Sales Enablement Sales Planning
How to turn your C grade reps into B grade reps – For greater gains
What is effective forecasting and pipeline management; and by using sales data, how can you turn C grade reps into B grade reps?
Sales Enablement
A Chief Revenue Scientist’s take on technology in sales and how to leverage it for predictable growth
We caught up with Chief Revenue Scientist, Martin Fleming, Varicent to discuss technology in sales and how sales leaders and sales teams can use data to ramp up a sales team’s performance.
Sales Team Strategy
What makes a high performing sales person?
Using performance data collected on successful sales people and using over 2.1 million data points from across the globe, we hear from Greg Gladman of Sales & Leadership Performance on what makes a sales person successful.
Sales Team Strategy
What highly evolved sales leaders are doing to drive teams, growth and revenue
What are highly evolved sales leaders doing well to create flourishing sales cultures and growth opportunities now and into the future? And what sales leadership style is best to enable teams to hit sales targets and prosper? We spoke with Sue Barrett, CEO of Barrett Consulting Group who shares her insights.
Sales Enablement
Taking a data-led approach & what to expect from technology in sales for 2022
We recently spoke with Pete Wickham, Head of New Business at Kluster – an award winning reporting and forecasting platform. We discussed sales data and technology in sales and what Pete expects to see in this space for the year ahead.
Sales Team Strategy
Shifting to a Proactive
Sales Model
Truly proactive B2B sales organisations are in the minority. This creates a significant opportunity for those that get it right, regardless of size. Many sub-200 headcount, B2B companies think they’re more proactive than they are. Employing outbound hunters or office-based lead generation teams are…
Sales Enablement
Teams with Dedicated Sales Enablement have Higher Win Rates
Proactive sales organisations have the content and systems in place to stay ahead of the competition and close more business. As detailed in CSO Insights’ most recent Sales Enablement Study, sales teams with dedicated sales enablement in place achieve…
Sales Recruitment Strategy
A Commitment to Sales Growth Means a Commitment to Securing A-grade Proactive Sales Talent
Having the right, high-calibre sales and sales leadership talent in place is critical to seeing through proactive sales strategies. Getting the talent piece wrong will cost you in more ways than one.