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    May 17, 2021

    Cybersecurity: Inside the next frontier for C-level engagement

    The devastating May 2021 ransomware attack that shut down Colonial Pipeline Co.’s East Coast pipeline has created a heightened sense of...

    June 25, 2018

    What Color Are Your Customer's Socks? 4 Tips for Effective Exec Briefs

    One of the coolest tools used by tech companies to woo customers and close bigger deals is the executive briefing center (EBC). EBCs are...

    August 01, 2017

    Customer Success: What It Means to Have a Single View of Your Customer

    High-performing sales teams have one thing in common: a commitment to “customer centric selling.” But what does that really mean?

    August 03, 2016

    Customer Retention: The Case of Your Disappearing Customers

    One of the fundamentals of customer retention is that it generally costs organizations more to acquire a new customer than to keep an...

    April 25, 2016

    “That Spa-Like Feeling”: 5 Tips for Elevating the Customer Experience

    At Boardroom Insiders we have what I think is a particularly evocative phrase that we’ve embraced when either describing how we want our...

    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 orders...

    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...

    June 29, 2015

    3 Crucial Takeaways from Your Marketing and Sales Systems

    Customer Relationship Management (CRM) systems enable you to compile details about leads and customers so you can target them more...

    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 tag,...

    January 28, 2015

    Time is Money. Here Are Tips For Finding More of Both.

    In an article entitled Your Scarcest Resource, the Harvard Business Review makes the sensible case that "Time is money, but few...

    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 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.

    November 19, 2014

    The ROI of Executive Insight

    November 13, 2014

    Enterprise Sales Pitfalls: Don't Let This Happen To You

    How confident do you feel going into a sales call with an executive decision maker?

    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 who...

    July 16, 2014

    Aligning Your QBRs With CXO Priorities

    Tips For More Insightful QBRs

    June 16, 2014

    CXO Priorities: When the C-suite nixes your deal

    A new colleague recently shared a story that shows why you need insight into the C-suite of your largest accounts, even if you don't sell...

    May 15, 2014

    How "Spoon Feeding" Sales Drives Bigger Enterprise Deals

    Despite increasing levels of personalization and targeting in the consumer realm, the enterprise has a long way to go when it comes to...

    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.

    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 or...

    September 18, 2013

    "The Funnel:" Close Bigger Deals, Faster With Sales Enablement

    Top sales pros unanimously agree that customer intelligence is a critical element of their sales prep.

    September 04, 2013

    Is Your CRM Sabotaging Your Enterprise Sales?

      Recently sales leadership guru Lisa McLeod posed the provocative question, "Is Your Sales Force Being Sabotaged By Your CRM?" In her ...

    January 10, 2013

    Using Insight to Break the Ice: 5 Tips For Effective Customer Events

    In this digital age, face-to-face meetings are becoming a rarity. This can be an obstacle to building loyalty and relationships with...

    April 30, 2012

    Three New Ways to Use C-Level Insight

    In our conversations with sales and marketing pros, we hear that the sales environment is more competitive than ever. They see customer...