Tag: CSO

sales qualification

A new — and more effective — sales qualification framework

When it comes time for marketing and sales to determine the most qualified leads, many turn to BANT. The BANT
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buyer profile

The often overlooked insights the target buyer profile can provide

B2B marketing teams align with sales, solution marketing and more through the target buyer profile. At Mereo, we call the
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CRO

3 Steps a CRO can take to strengthen their company’s revenue sustainability

As the chief revenue officer, your main focus is, not surprisingly, the company’s revenue. This singular focus, though, means you
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chief sales officer

The domino effect of chief sales officer turnover on salespeople

Head of Sales turnover is happening every 18 to 24 months. This reality affects your sales cycles, your revenue —
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sales enablement

The 7 facets of sales enablement

This is a blog takeover by Tamara Schenk, research director at CSO Insights and sales enablement leader, analyst, speaker and
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An epidemic plaguing small to midsize B2B organizations: High head of sales turnover

An epidemic plaguing small to midsize B2B organizations: High head of sales turnover

Your head of sales won’t be around much longer… In today’s business environment, head of sales turnover is happening on
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Sustainable sales enablement depends on accountability

Sustainable sales enablement depends on accountability

Your sales team connects your company to its clients, your solution to their pain. The rest of your workforce helps
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sales enablement

Sales enablement and revenue performance

Salespeople directly feed your revenue performance, and sales enablement feeds your salespeople. But who in your company feeds sales enablement?
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How a sales training program put a company on a path to sustainable revenue performance within 6 weeks

How a sales training program put a company on a path to sustainable revenue performance within 6 weeks

When salespeople aren’t meeting quota, leadership can try to guess what is happening. They can place blame on a process
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sales training

The missing link in your sales enablement: Measurable goals and actionable change

All sales enablement initiatives begin with good intentions. Yet, the training elements of these programs often become boxes that need
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