Press Release

PROS Live Webinar: Optimizing Revenues in a Buying 2.0 World


According to CSO Insights’ 19th annual Sales Performance Optimization (SPO) survey of more than 1,200 firms worldwide, 92% of sales organizations have raised revenue targets for 2013, as compared with last year. Setting a goal to grow sales is one thing, but hitting that goal is another story.

During this webinar, learn about the roadblocks identified by the CSO study that could derail sales’ ability to deliver on its revenue promise. In addition, speakers will focus on methods other companies are using to not only hit annual targets, but also set the stage for multi-year growth.


CSO Insights Managing Partner Jim Dickie and PROS Chief Visionary Officer Craig Zawada will discuss:

  • How best-in-class sales organizations are leveraging prospect prioritization to increase forecast deal win rates up to 24%.
  • How companies can use big data innovations to identify those prospects who are not only very likely to buy, but can also generate the largest ROI by leveraging their own products and services.


June 11, 2013; 12:00 p.m. – 1:00 p.m. CDT


To register for the event, visit the PROS website.


Webinar attendees also will receive a copy of CSO Insights’ SPO analysis, Proper Prioritization: Optimizing Revenues in 2013.

About Jim Dickie

Jim Dickie is a Managing Partner with CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. He has more than 29 years of sales and marketing management experience. Jim began his career with IBM and Sterling Software and then went on to launch two successful software companies.

About Craig Zawada

Craig Zawada is a well-known expert in the area of pricing strategy whose experience spans a wide range of both B2B and consumer products. Zawada’s articles have been featured in publications such as the Harvard Business Review, Mergers and Acquisitions, and the McKinsey Quarterly. He is perhaps best known for co-authoring the book, “The Price Advantage,” recognized as one of the most pragmatic books on pricing strategy.



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