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    Blog Category // CSO Insights

    Are you fooling yourself about your funnel?

    Posted by Bob Apollo, Mar 08, 2016
    CSO Insights’ annual reports have always been a source of much inspiration, and this year is no exception. Their 2016 Sales ...

    The #1 sales issue: inability to communicate value

    Posted by Bob Apollo, Jan 14, 2014
    For three years in a row, the highly influential benchmark and advisory firm Sirius Decisions has reported that the number ...

    CSO Insights prove that lead scoring improves revenue performance

    Posted by Bob Apollo, Jun 19, 2013
    One of the most common sources of friction between poorly aligned sales and marketing organisations is sales’ perception ...

    3 out of 4 companies are taking the wrong approach to sales coaching

    Posted by Bob Apollo, May 15, 2013
    As you can imagine, I get to speak to a fair number of B2B-focused CEOs and sales leaders - and I can’t recall any of them ...

    The management skill that’s missing in two-thirds of sales organisations

    Posted by Bob Apollo, Apr 17, 2013
    Miller Heiman’s always-excellent research programme has thrown up another compelling statistic: only 34% of all the sales ...

    What’s holding your business back? Try this 12-point action framework

    Posted by Bob Apollo, May 17, 2012
    What would happen if you were able to double your sales and marketing resources overnight? Assuming that you haven’t already ...

    Applying Smarter Metrics to your Sales and Marketing Funnel

    Posted by Bob Apollo, May 15, 2012
    According to some of the latest reports from Sirius Decisions, CSO Insights and other leading B2B research organisations, ...

    B2B Buying Cycle Alignment: 4 in 5 sales organisations must do better

    Posted by Bob Apollo, Apr 13, 2012
    CSO Insights have just published their 2012 Sales Management Optimisation study. As always, the conclusions from their ...

    Sales Leaders: Are you really training your sales people to succeed?

    Posted by Bob Apollo, Feb 07, 2012
    CSO Insights have just released their eagerly-awaited annual review of the state of sales performance - reflecting detailed ...

    Why Sales and Marketing Alignment Really, Really Matters

    Posted by Bob Apollo, Jan 09, 2012
    According to a recent Aberdeen Group report, “alignment of marketing and sales goals is a key strategy for many ...
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