CSO Insights: Driving the Sales Category with Hard Research Everybody has an opinion about how to improve sales. From the CEO who believes the product can sell itself, to the thousands of sales consultants that have the secret sauce for improving sales. Which is where CSO Insights comes in with hard facts about sales performance and behavior based on research, not opinions.
During this program we interview CSO Insights’ co-founder Barry Trailer about the company and how its research is impacting sales management decisions at B2B companies. The host is Jim Obermayer.
Barry Trailer is Chief Research Officer and co-founder of CSO Insights, a sales effectiveness research and benchmarking firm. In addition to more than thirty years of professional selling experience, Barry has also been president of Miller Heiman, a respected sales training firm, and Goldmine, a well known CRM application. Barry has conducted seminars with hundreds of companies, including HP, Sun Microsystems, Oracle, and Hitachi Data Systems.
He has been a keynote speaker at dozens of sales events presenting Sales Mastery. Barry’s writing includes The Sales & Marketing Excellence Challenge: Changing How the Game Is Played, co-authored with Jim Dickie (Jan ’03). In addition, he has written Sales Mastery, a novel (1991), served as Contributing Editor (1997-1999) with the monthly column “Can We Talk?” for Sales & Field Force Automation (now CRM) magazine and produced numerous white papers on sales process. Jim and Barry have been twice published in the Harvard Business Review (July-Aug 2006, Dec 2010-Jan 2011).