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Tag Archives: CSO Insights
Marketo in early February named Paul Albright Chief Revenue Officer, a newly created position for the marketing automation company. Albright, who was previously General Manager and CMO of SuccessFactors, is responsible for driving Marketo’s overall revenue strategy, as well as … Continue reading
Posted in B2B Sales Lead Gen
Tagged CMO, CSO Insights, Paul Albright, SiriusDecisions
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More than 91% of companies worldwide reported that increasing new customer acquisition was one of their top strategic marketing objectives for 2010, according to a new study. The “2010 Lead Generation Optimization Key Trends Analysis,” which was released earlier this … Continue reading
The correlation between sales compensation and driving sales behavior may not be so cut and dry after all. Nearly half of sales executives (44%) said their ability to implement compensation plans to drive selling behavior needs improvement, according to CSO Insights‘ … Continue reading
Posted in Best Practices
Tagged CSO Insights, CSO Insights' 2010 Sales Performance Optimization, Jim Dickie
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When Brett Wallace took charge as VP-sales at ZoomInfo last summer, the first thing that jumped out at him was that the company’s sales reps were struggling to hit their monthly numbers. “We were not set up to serve the different … Continue reading
Guest Blog | Ben Bradley Data, like unrefrigerated milk, goes bad fast. In fact, by conservative estimates 25% of the database will sour within a year. Add poor import practices and other minor mistakes and bad things quickly snowball. It … Continue reading
In 2008, more than 40% of sales reps missed their annual sales quota, according to a study conducted by CSO Insights. What’s more, turnover among sales people last year was nearly a third. The numbers reflect the woeful lack of … Continue reading
We recently caught up with Sam Zales, president of ZoomInfo, who just marked his first anniversary with the company. Zales spent a good part of the past year traveling the field, huddling with customers and locating the pain points. “The … Continue reading
Posted in Business Data Management
Tagged Brian Wilson, CRM, CSO Insights, marketing automation, Sam Zales, ZoomInfo
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The lament is getting louder among sales executives: failure to make quotas. And with more time getting sucked up by research and prospecting, the situation appears to be getting worse. According to CSO Insights, only 58% of reps beat … Continue reading
Posted in B2B Sales Lead Gen, Inbound Marketing
Tagged Chip Terry, CSO Insights, Kadient Software, Rich Berkman, ZoomInfo
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By Matthew Schwartz When sales execs end a telephone conversation with a prospect by saying, “Let me get back to you on that,” they may as well hang it up right there. The phrase betrays a lack of preparation that … Continue reading
Posted in Lead Generation
Tagged C-suite, CSO Insights, Jim Dickie, recession, Sales Performance Optimization study
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