Tag: CSO
How to Build a Tech Culture that Makes People Want to Stay
One of the first things to suffer when things take off, is culture. Rapid hiring that ignores cultural norms can introduce new attitudes and expectations. Some good, some bad, th...
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CSOs and CMOs Must Hang Together
As recently as five years ago, few would’ve predicted the unification of Chief Sales Officers (CSOs) and Chief Marketing Officers (CMOs). They didn’t speak the same language,...
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Grading Your Sales Process
Is Your Sales Process Scoring an "OK" Grade? Every approach and landing a Navy pilot makes aboard an aircraft carrier is graded by the Landing Signal Officers. The grades are po...
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2017 Sales Planning Guide
This time of the year is critical to Chief Sales and Revenue Officers. So many things to do, so little time to do them: Close Q4 business Design sales model changes Re...
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Sales Meeting as Diagnostic Tool
Was 2016 a challenging or disappointing year for B2B sales at your firm or a firm in your portfolio? Stumped at the root causes of flat or missed numbers? While a sanitized a...
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Why your sales team stinks at forecasting – part 2
In Part 1 of this series, "Here's why your sales team stinks at forecasting revenue", we reviewed the facts about just how bad we are at forecasting. We self-diagnosed “why we ...
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Interim CSO
The voluntary or involuntary loss of a head of sales can be one of the most disruptive events for any company, particularly a startup. Revenue plans for the quarter and the entir...
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Top 10 Trends in Recruiting for Tech Sales and Marketing
Julie Johnson Carlock, one of the country's top recruiters for sales and marketing professionals and executives in the tech space, has compiled a list of her 10 Trends in Recruit...
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Simple Go to Market Plan
We humans are remarkable for our ability to undertake and accomplish incredibly complex tasks. We build and maintain structures in space, create new technologies, and solve compl...
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Zverse Client Case Study
Zverse 3D printing gives businesses the ability to offer professional 3D modeling & high-quality 3D print services. They engaged TechCXO to provide interim CSO services to ...
Read MoreCompeting Against Status Quo: Basic Strategies to Address Inertia in the Buying Process
Many sales organizations today find that status quo bias is their biggest competitor. While a bit of creativity and empathy on the part of your sales teams can help improve you...
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Does Your Sales Funnel Need an Anti-Inflammatory?
Like many B2B companies positioning and selling complex solutions in a challenging marketplace... your sales funnel is likely swollen with invalid leads and prospects, creating n...
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