Chief Sales Officer

Learn how to increase opportunity volume, deal velocity, deal size, and win rate with Dynamic Guided Selling.

The days of relying on superstar sales reps to land huge, quarter-saving deals are over. Winning and retaining today’s buyers takes a systematic, broader-based approach to selling. Vice President and Senior Research Director Phil Harrell explains what this approach entails on this week’s podcast episode.

Learn how to leverage adaptive technology platforms to nurture innovation at your organization.

Improving reps' productivity is a key priority for many sales leaders. The first step to achieving this is to truly understand the productivity obstacles today’s sales teams face.

Just as using a scientific approach boosted the fortunes of major league baseball teams, so should sales teams use data and analytics to lift productivity and performance.

To get the most value from conducting a sales activity study — and to sustain that value — sales leaders need to continuously look for opportunities to fine-tune.

Learn about the characteristics that sales organizations will need to gain and maintain a competitive edge.

Changing buyer preferences and remote work have forced sales organizations to rethink how and where they sell. An insights-driven, team-oriented approach is needed to succeed. Learn more at next week's B2B Summit North America.

Learn what successful selling will require in our upcoming B2B Summit North America.

Marketing, sales, and customer engagement leaders need a structured, facts-based approach to achieving revenue and growth goals. Learn what that requires.

Sales compensation plans have not kept up with the realities of how B2B sales are won. This will change as insights are increasingly folded into the compensation planning process.

While traditional, opinion-based forecasting often misses the mark, AI holds great promise for sharpening B2B sales forecasting. Learn how at this year's B2B Summit.

Open finance is driven not by regulators but by technologies such as open APIs. This is steadily changing distribution patterns within the industry toward embedded finance — a world of connectivity, with financial services meeting the needs of customers in the moment, in cars, in virtual agents, in shopping apps, and in online marketplaces. If […]

In a year when bright spots were hard to come by, several valuable, hard-won lessons emerged for sales organizations that will serve them well in the years to come.

An effective sales compensation program keeps sales reps motivated and drives revenue goals. Learn about the six elements of an effective compensation program.

Looking ahead to 2021, sales leaders mush shift from adapting to the “new normal” to proactively planning for the recovery and their “next normal.”

Subscriptions link the value propositions of customer usage to outcomes. To achieve this business model, traditional product companies need to reinvent innovation cycles, product development approaches, sales and marketing tactics, and customer support functions. There are many obstacles to this transformation — but it’s doable. Three main observations when defining your strategy for driving subscription […]

COVID-19 has accelerated the digital next normal for B2B sales. What lies ahead? Read an overview of our 2021 B2B sales predictions.

Sales leaders should set themselves and their teams up for a successful 2021 by negotiating a realistic and achievable annual quota.