Tag: CSO

How Message Dilution Is Hindering Your Buyer and Financial Growth
The best way to understand the threat of message dilution within your organization is to picture a glass filled with
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2022 Is the Year of the Summer Sales Kickoff — Make it Count
Backyard barbeques, family vacations — and a sales kickoff event? With restrictions lingering at the beginning of the year, many
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SALESPEOPLE NEED TO FEEL INVESTED IN — NOW MORE THAN EVER BEFORE
Your sales team morale is worth the travel expense. Opportunities for sales leadership to invest in their teams over the
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Should Sales Leaders Let In-Person Sales Training Programs ‘RIP’?
Many in the B2B industry are buzzing about the death of in-person sales training programs. But my team at Mereo
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13+ QUESTIONS TO ASSESS — AND OPTIMIZE — YOUR SALES ENABLEMENT PROGRAM
An effective sales enablement program requires constant attention, assessment and adjustment from leadership. There is no machine to automate the
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3 Paths to Organizational Alignment — Leading to Sustainable Revenue Performance
At my alma mater, every Baylor Bear — student, professor, athlete, fan and spectator — acts with respect, support and
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SUCCESSFUL DATA-DRIVEN SELLING ORGANIZATIONS FOCUS ON PEOPLE — NOT TECHNOLOGY
In the early 2000s, Oakland Athletics general manager Billy Beane and assistant general manager Peter Brand replaced all their star
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Reuniting Your Salesforce: 3 Ways to Make Realtime Count
Sales teams are ready to make it real again. Whether your teams are reuniting for a face-to-face sales kickoff event
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THE VALUE PROPOSITION FORMULA TO WIN AN UNFAIR SHARE™ OF THE MARKET
As most sophisticated selling organizations know: A value proposition is an essential sales enablement tool. At its simplest, this is
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The Golden Rule of Buyer Retention
Buyer retention is vital to the revenue performance of your selling organization. Compared to prospecting new buyers, retaining 5% more
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