Second Quarter 2019

The Chief Sales Officer

Stay ahead of emerging issues and trends impacting the sales function

In This Issue

CSOs’ Top Priorities for 2019

Many CEOs expect moderate to major changes in their customer base, value propositions and profit models in 2019. How are heads of sales strategizing and leading their teams during this change?

Managing the Cost of Sales by Deselecting Customer Accounts

Heads of sales are responsible for sustainably leading a sales force to deliver higher revenue growth. In addition to tracking progress toward their sales goals, the most successful heads of sales operate with an eye toward profitability and cost of sales.

How to Streamline Deal Approval While Protecting Margins

Do more with what you have by establishing financially and operationally sound deal-approval processes that also streamline seller workflows.

The Downturn Opportunity: How CSOs Can Capitalize on a Possible Economic Slowdown

Few customers are thinking about, let alone actively planning for, an economic slowdown and how it could affect their supplier relationships. This creates a significant opportunity for sales organizations to think ahead and prepare for customer conversations about how they can help.

Lessons in Sales Leadership: An Interview With DuPont's Maria Boulden

Maria Boulden, former Global Sales Director, Corian Design Business at DuPont discusses highlights of her career, including a CSO’s first and last 100 days, when to step down and increasing diversity in sales.

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