Tag: CSO

How Message Dilution Is Hindering Your Buyer and Financial Growth

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

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

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'?

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

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

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

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

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

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

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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