White Papers

Print

SPM partners with CSO Insights to bring you analysis and commentary on vital issues from seasoned sales executives, the most current research and benchmarks, and best practices and thought leadership articles, all around the subject of Sales, Sales Transformation, Training, Leadership and more. Below are just a sample of CSO’s work over the last few years.

Mouse over a report for a summary or click on a report to request a download. Enjoy!

 

CSO Forum

Title Author Category Source
Collaboration - It Takes a Team Jim Dickie & Barry Tailer Collaboration, Technology & Process CSO Insights
Making it Happen Versus Hoping it Happens 2012 Jim Dickie & Barry Tailer Planning CSO Insights
The Missing Link - Lead Conversion Jim Dickie & Barry Tailer Lead Conversion CSO Insights

 

CSO Perspectives - Sales Management eBooks

Title Author Category Source
Compensation - CSO Insights Case Study Barry Tailer Sales Compensation CSO Insights
Compensation Recognition Involvement - Spin.com Case Study Jim Dickie & Barry Tailer Sales Management CSO Insights
Customer Advocacy - Flexjet Case Study Jim Dickie & Barry Tailer Customer Advocacy CSO Insights
Hiring - Savage & Associates Case Study Jim Dickie & Barry Tailer Talent Management CSO Insights
Hiring Reps - CSO Insights Case Study Jim Dickie & Barry Tailer Talent Management CSO Insights
Incentive Management - ArcSight Case Study Jim Dickie & Barry Tailer Compensation Planning CSO Insights
Lead Management - Vorsight Case Study Jim Dickie & Barry Tailer Lead Generation CSO Insights
Marketing Alignment - AON Case Study Jim Dickie & Barry Tailer Sales & Marketing Alignment CSO Insights
Marketing Alignment - Hyundai Case Study Jim Dickie & Barry Tailer Sales & Marketing Alignment CSO Insights
Sales Management Challenge - CSO Insights Case Study Jim Dickie & Barry Tailer Sales Management CSO Insights
Sales Messaging - Corporate Visions Case Study Jim Dickie & Barry Tailer Sales Conversations CSO Insights
Sales Transformation - Richardson Case Study Jim Dickie & Barry Tailer Sales Readiness CSO Insights

 

Insights Series

Title Author Category Source
CRM Sales Effectiveness - Key Trends Analysis Jim Dickie & Barry Tailer Process and Technology CSO Insights
Keeping Your Sales Force Selling at the Speed of Change Jim Dickie & Barry Tailer Change Management CSO Insights
Optimizing Capacity and Capability Jim Dickie & Barry Tailer Sales Optimisation CSO Insights
Optimizing Lead Generation Jim Dickie & Barry Tailer   CSO Insights
Optimizing Sales Hiring Effectiveness Jim Dickie & Barry Tailer Talent Management CSO Insights
Sales Transformation - A Roadmap to Success Jim Dickie & Barry Tailer Transformation Planning CSO Insights
The Sales Intelligence Edge Jim Dickie & Barry Tailer Knowledge Management CSO Insights

 

Sales Management 2.0

Title Author Category Source
Managing Sales in a Virtual World Jim Dickie & Barry Tailer Sales Management CSO Insights

 

Insights Series

Title Author Category Source
New Wave in Relationship Selling Jim Dickie & Barry Tailer Opportunity Management CSO Insights
Sales Process Management 2.0 – Only Expect What You Inspect Jim Dickie & Barry Tailer Sales Management CSO Insights
The Sales Intelligence Challenge Jim Dickie & Barry Tailer Sales Intelligence CSO Insights
World Class Sales Management - Closing What You Forecast Jim Dickie & Barry Tailer Sales Management CSO Insights