Proactive Sales Intelligence: The New Requirement for Getting Into the Game
By Jim Dickie and Barry Trailer, Partners, CSO Insights
A key objective for any Chief Sales Officer (CSO) is to optimize the allocation of limited resources.

Does Collaboration Between Sales and Marketing Affect Business Performance?
By Ken Le Meunier-FitzHugh, School of Management and Organizational Psychology, Birkbeck University of London, and Nigel F. Piercy, Warwick Business School, University of Warwick, U.K.
This new study identifies five key antecedents to improving collaboration between sales and marketing and outlines management implications in the effort to enhance business performance.

Select and Connect: Strategies for Targeted Acquisition and Retention
By CMO Council
Explores the strategies, processes and methodologies to achieve maximum customer acquisition, retention and profitability. It also examines the marketing organization's level of customer knowledge, as well as the segmentation approaches used to target and acquire top prospects and profitable opportunities. By revealing pain points and best practices, our goal is to help marketers better define and implement optimal customer-centric programs.

Developing Management Capabilities in Sales People
By Mark P. Leach & Annie H. Liu, Loyola Marymount University, Los Angeles, & Wesley J. Johnston, Georgia State University
Time management, goal setting, goal attainment strategies, prioritization techniques. These are some of the skills that today's sales organizations are attempting to develop to strengthen sales performance. Find out which sales people benefit most -- and what it can do for your bottom line. 

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