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    October 11, 2021

    Audience analysis — The 30,000-foot-view you need to sell and market to the C-suite

    Is your executive engagement strategy built on personas? 

    September 29, 2021

    Common threads — Know your audience, better than ever

    “What do the executives I’m targeting have in common?” 

    September 21, 2021

    Business priority analysis — Your edge in executive engagement

    What’s top of mind among your target executives? 

    September 16, 2021

    The keys to executive events that make an impact

    As most ABM-ers know, events can be a powerful way to engage the C-level executives you’re targeting. But it’s not a simple matter of...

    September 16, 2021

    Sales rep or consultant: How do you add more value to your prospects?

    Sales is an interesting line of work. Sales professionals are often measured by how they meet company goals and quotas, but ultimately,...

    September 16, 2021

    The Problem with Personas

    Let’s get right to it: Personas aren’t all they’re cracked up to be. 

    September 15, 2021

    Relationship mapping — Your key to stronger connections

    In business, relationships are everything. 

    September 13, 2021

    Go Beyond Google: How to do C-Level Executive Sales Homework Correctly

    Googling someone before a meeting has become an unwritten rule of business, but to gain an edge in C-level sales and account-based...

    August 30, 2021

    Using research in your C-level outreach is not just a good idea- it's critical

    Sales professionals are accustomed to prepping for a meeting or presentation, but executive research adds value to the rest of your...

    August 17, 2021

    Boardroom Insiders Makes the Inc. 5000 List!

    2021 has been quite the year, to say the least. At Boardroom Insiders, it has been one of resilience, growth, and validation. 

    April 29, 2019

    Salesforce has been C-suite selling's biggest fan. They're not alone..

    April 17, 2018

    Building Consensus With Buying Committees, Avoid a “No Decision” Deal

    According to Harvard Business Review, the number of people involved in B2B solutions purchases grew from an average of 5.4 in 2015 to...

    March 26, 2018

    There Are No Stupid Questions. Actually, There Are Plenty.

    From the time we’re quite young, we’re assured by the adults in our lives that there are no stupid questions. That may be true when...

    January 26, 2018

    Why Tech Vendors Should Be Selling to the C-Suite

    If you’re a tech vendor selling “digital transformation,” one of the best articles you can read right now is a piece by Thomas M. Siebel...

    December 04, 2017

    C-Suite Selling Perfected: How Salesforce is Winning More Mega-Deals

    Salesforce is a company I follow very closely. Given their phenomenal growth and the fact they are a longtime customer of ours, I read...

    August 28, 2017

    Buyer Beware: The “Smoke and Mirrors” of Sales Intelligence

    Warning:  This qualifies as a professional rant.  When it comes to sales intelligence and business “data” providers, buyer beware. What...

    July 12, 2017

    How is Customer Success Different From Customer Service?

    When we hear the term “customer service,” B2C scenarios tend to come to mind. For most of us, this might involve an online chat session...

    May 25, 2017

    C-Suite Selling Success Stories and the 5 Things You Need to Succeed

    Hi, everybody. We're talking today about C-Suite selling success stories. My name is Sharon Gillenwater, and I'm the founder of...

    April 04, 2017

    Sales: Prep For a Meeting With a C-Level Executive in 30-Mins or Less

    There’s no worse feeling than being unprepared for a meeting with a C-Level Executive. Their time is valuable and if you blow it, there...

    January 03, 2017

    Nailing the First 5 Minutes of a Business Conversation

    It's 2017 and IDC sees a future where C-Level executives are going to be more central than ever to critical technology buying...

    December 20, 2016

    Don’t Let Spinoffs Spin Out Your Customer Relationships

    Are any of your customers involved in corporate spinoffs? Sales and marketing people are always advised to keep an eye on potential...

    November 29, 2016

    C-Suite Engagement: Can It Scale?

    Is C-Suite engagement a priority in your sales strategy at your company? If so, you are probably having discussions about how to scale. ...

    November 21, 2016

    How to Save Your Salespeople Time

    Every day we hear from sales leaders about how their sales teams are overwhelmed and under prepared when it comes to selling to C-suite...

    September 02, 2016

    Three Things You Need to Know About Social Selling

    There’s no escaping the fact that we live and conduct business in a social world. Harnessing social technology is clearly now a mandate...

    August 16, 2016

    CXO Selling: Three Things Enterprise Salespeople Can Learn from Management Consultants

    Enterprise sales teams struggling with C-Level executive selling should take a page out of the management consultant’s playbook. Because...

    July 25, 2016

    Anatomy of an Executive Profile: How We Do It

      We preach a lot about the value of knowing as much as possible about your customer. Having deep insight into their goals and concerns...

    June 30, 2016

    What Real CXO Insight Looks Like…and How to Connect the Dots

    Day in and day out we conduct deep research on the c-suite so you don’t have to. We look for CXO insight that helps sales and marketing...

    June 21, 2016

    C-Suite Selling: Five Things You Need to Succeed

    In a recent post we outlined how Salesforce is closing bigger deals faster by engaging CXO decision makers—all the way up to the CEO. ...

    June 02, 2016

    C-Suite Selling: Where Predictive Analytics Fall Short

    As marketers and sales pros, we find irresistible the promise that technology tools will make our jobs easier and help us win more...

    April 26, 2016

    Client Meeting Prep: Five Things to Research BEFORE a Customer Meeting

    So, you’ve landed a meeting with a long sought-after customer. Chances are you’ve already done some research to get your foot in the...

    March 31, 2016

    How Salesforce Is Winning Nine-Figure Deals

    On a February 2016 earnings call, Salesforce execs crowed about having “the absolute best quarter we have ever had,” capping off “a...

    March 01, 2016

    Are You an Order Taker or a Business Partner?

    The time has long passed since a sales team could assume that a great presentation about their product or service would get them the...

    February 04, 2016

    Don’t Get Caught with Your Pants Down in a Sales Meeting

    How prepared are your sales people for their hard-won meetings with prospective customers? According to IDC, nearly 57 percent of B2B...

    January 06, 2016

    Five Things CIOs Want You to Know

    As you’re strategizing for new business, your staff is probably gathering data, pulling together sales materials, and practicing...

    December 21, 2015

    The Class of ’16: The Big Issues for Incoming CEOs

    Come 2016, you’ll find new faces in many CEO offices. Organizations like Starwood Hotels, Owens-Illinois, LL Bean, and others have...

    December 09, 2015

    Your Greatest Threat to Closing a Deal - and How to Avoid It

    The Tyranny of “No Decision” The biggest threat to closing your next big deal may not be the competition. Your biggest threat might be...

    October 06, 2015

    Avoid Cold Call Failure With This 5-Point Checklist

    I know of no one who doesn’t get at least a little bit of the stomach flutters before a cold calling session. Still, as nerve wracking...

    September 29, 2015

    To Achieve Sales Success, Use This One Tip

    Have you heard the one about the veteran sales manager – the one with at least 25 years of experience -- who remembers the days before...

    September 01, 2015

    What Your Prospect Is Thinking - And How to Connect

    You and your prospect likely have a lot in common. As someone who sells to Fortune 500 executives, C-suite occupants and other...

    August 11, 2015

    Secrets of the Top 10 Percent of Sales Professionals

    A career in sales can be very lucrative. So much so that many people try their hand at it at least once in their careers. Yet if success...

    July 10, 2015

    How to Not Fail When "Cold Calling" C-Suite Executives

    As salespeople, we don’t like to think of ourselves as solicitors. We are providing solutions that we truly believe in (or should...

    June 09, 2015

    3 Key Sales Triggers That Signal Your Prospect Is Ready to Buy

    Your database is full of potential customers, some with a higher closing probability than others, but they all have one thing in...

    June 05, 2015

    The Power of Saying "No" to a Sale

    The goal of sales is to convert prospects into customers, but not every prospect should make the cut. Just because you can do business...

    May 27, 2015

    Stop Being a Product Jockey and Think Like Your Customer

    There’s a big difference between a strategic sales pro and a product jockey. Product jockeys wear what they are selling like a name...

    April 14, 2015

    How Technology is Changing Healthcare Sales

    The past decade has seen a technological revolution across all industries, and healthcare is no exception. Technology has quickly...

    March 03, 2015

    3 Reasons the C-Suite Doesn't Want to Meet With You

    The old way of selling is dead. People don’t want to be sold to anymore and they don’t want to waste time with uninformed salespeople....

    January 25, 2015

    Selling Enterprise IT: Why One Size Does Not Fit All

    This week the Wall Street Journal's CIO Journal ran an article by two Bain & Company partners entitled, Why Enterprise Technology...

    January 24, 2015

    Chairman of Oracle says digital transformation is a CXO priority

    Jeff Henley, Chairman of Oracle Corporation, recently told Forbes that many companies have elevated strategic digital transformation...

    December 22, 2014

    Some Context Around the Chief Digital Officer Title

    According to one industry insider, "A lot of CDO (Chief Digital Officer)-type roles are borne out of frustration of CEOs who know they need...

    December 16, 2014

    The Next Hot CXO Title: Chief Marketing Technologist

    According to the Harvard Business Review, "marketing is rapidly becoming one of the most technology-dependent functions in business." A...

    December 10, 2014

    What Real Executive Intelligence Looks Like, And What It's Worth

    We've written in the past about why personas, while useful, are no substitute for CXO intelligence.

    December 05, 2014

    Three Tips for Conquering Fear in the C-Suite

    If you get butterflies heading into a meeting with a CXO, you are not alone.

    November 19, 2014

    The ROI of Executive Insight

    October 22, 2014

    CXO Selling: Take That First Step

    In our meetings with enterprise sales leaders, we notice a lot of heads nodding around the room when we talk about:

    October 14, 2014

    Are Enterprise Deals Dead?

    We have been reading a lot lately--and hearing from our customers who sell cloud-based solutions--about the demise of the enterprise...

    September 03, 2014

    The Sales Accountability Gap: No More Excuses

    Why Our Product Should Make You Uncomfortable

    August 19, 2014

    It's not about contact info: Insight is key to sales success

    There's one thing I really need to get off my chest:

    August 05, 2014

    Tips for C-Suite Sales Call Prep: How to Have a Business Conversation

    When it comes to meetings with C-level executives, a whole new level of sales readiness is required. Unlike your mid-level customers...

    June 25, 2014

    New: CXO Priorities Built Into Salesforce.com

    Selling to CXOs? What if you could access CXO priorities and personal interests right from Salesforce.com? Now you can, with no hassle,...

    May 29, 2014

    360 Degree Customer Programs: Don't Forget CXO Priorities, Relationships

    With the availability of increasingly robust CRM systems, we're hearing a lot lately about "360 degree" customer programs, which...

    May 02, 2014

    CXO Priorities for Sales Pros: Are you handcuffed, or an enabler?

    If you're in sales at any level, you know the feeling of being "handcuffed" with a customer. It's when you know a purchase decision...

    April 04, 2014

    Enterprise Sales: Tips for Bridging the Sales and Marketing Divide

    Enterprise Sales and Marketing: Can't We All Just Get Along?

    March 12, 2014

    Secrets of a Top Enterprise Sales Strategist

    How “Last Mile” Research Can Help You Close Deals—and Save Your Skin

    March 05, 2014

    Free ebook--and Email Alerts on Your Most Important Accounts

    Your customers' priorities are ever-changing.

    February 19, 2014

    Top 5 Tips for Engaging CXOs

    The first thing to remember if you are trying to engage a CXO is that they are unimaginably busy. They are also surrounded by people...

    February 05, 2014

    Why Executive Insight is Critical

    When does executive insight become critical to your company's future?

    January 22, 2014

    How to Win Bigger Deals, Faster

    Every day we talk with sales pros and account managers who live and breathe a single Fortune 50 customer such as Wal-Mart, Wells Fargo...

    January 16, 2014

    How To Close Bigger Deals With Executive Insight

    Most sales and marketing pros agree: the more you know about your customers, the better. Insinctively, most of us know that executive...

    November 07, 2013

    Managing fear selling to CXOs

    We've all been there. You have a big opportunity on the table with a major account. You know that if only you could get the CXO's...

    April 10, 2012

    The Art Of Storytelling In Enterprise Sales

    Where I’m from (the south), “storytelling” is a term often used for slick-talk’n hucksters. People who start their tales with an...

    November 11, 2011

    C-Suite Selling: How to Get a Meeting with a CIO

    Having worked on CXO-facing programs for more than a decade, I think I have a pretty good idea of what works and what doesn't when it...