Trends In Sales Effectiveness With Jim Dickie

Who Is Jim Dickie?

Jim Dickie is a partner with CSO Insights, a research firm that specializes in researching how companies are reinventing the way they market, sell to and service customers. The company is known for tracking and benchmarking sales and marketing initiatives. CSO Insights also surveys the country's leading companies on the hot topic of sales effectiveness.

What Does He Do?

Jim helps sales leaders diagnose efficiency leaks in their sales organizations and helps them find successful benchmarks that can help them reach their business objectives more effectively.

What Does He Say?

	"We found that 59% of all sales organizations are not achieving their quota."
	"The biggest issue with CRM is with populating and maintaining good data in their systems."
	"Today the buying cycle can start way before the sales cycle....customers can do their evaluation process (on the internet) and the company has no idea that an evaluation is going on."

Research Report:

http://www.csoinsights.com/page/page/868315.htm

Book:

Authors: Jim Dickie & Barry Trailer Publisher: Smi Pub Release date: February 5, 2003 ISBN: 0972475060 Buy from

Website:

Recent Comments:

Over all exellent! I have been using a CRM for years and it does help me sell more! You just have to know how to use it to improve your sells. Not many know I have found out. Thanks, Scott M. Director of Marketing and Sales

I enjoyed this video. It helped me to evaluate myself and my team on what level we are.