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Boardroom Insiders Executive Profiles Blog

CSC’s “Pursuit Marketing” Journey: An Interview With Dorothea Gosling

Posted by Sharon Gillenwater on Jan 21, 2017 12:28:10 AM

Whenever we can, we like to interview our customers and share their wisdom, best practices and success stories with our Boardroom Insiders community.

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Topics: Enterprise Marketing, Enterprise Sales, Sales Transformation, Account Based Marketing

Nailing the First 5 Minutes of a Business Conversation

Posted by Sharon Gillenwater on Jan 3, 2017 7:12:00 AM

It's 2017 and IDC sees a future where CXOs are going to be more central than ever to critical technology buying decisions.

According to IDC FutureScape: Worldwide IT Industry 2017 Predictions:

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Topics: Business Conversation

10 New Year’s Resolutions for Building Better CXO Relationships

Posted by Sharon Gillenwater on Jan 2, 2017 1:42:35 PM

Are you ready for 2017?

Let’s talk about resolutions you can keep when it comes to upping your sales mojo.

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Topics: Sales Enablement, CXO Insight, CEO, CXO Priorities, C-Suite, Sales Leadership

Don’t Let Spinoffs Spin Out Your Customer Relationships

Posted by Sharon Gillenwater on Dec 20, 2016 4:08:56 PM

Are any of your customers involved in corporate spinoffs? Sales and marketing people are always advised to keep an eye on potential mergers and acquisitions among their customers, but we don’t usually talk about spinoffs.

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Topics: Sales Readiness, C-Suite Selling, Customer Intelligence, Account Planning, C-Suite

CXO Engagement: Can It Scale?

Posted by Sharon Gillenwater on Nov 29, 2016 5:05:45 PM

Is CXO engagement a priority at your company? If so, you are probably having discussions about how to scale.

Successful CXO engagement programs are like drip irrigation. The goal is to deliver small, but highly relevant doses of insight to targeted CXOs based on what you know about them and their business. Over time, you build credibility and trust and earn the right to a deeper conversation, and, if all goes well, trusted advisor relationship status.

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Topics: Executive engagement, CXO Insight, C-Suite Selling, CXO Priorities

How to Save Your Salespeople Time

Posted by Sharon Gillenwater on Nov 21, 2016 1:04:21 PM

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 decision makers. Given the vague directive to “do their homework,” many salespeople—and the sales enablement and field marketing teams that support them—tend to focus on things like contact information, org charts, and social media links. While these things are helpful and important, they are not adequate for preparing to have a business conversation with a CXO.

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Topics: CXO Insight, C-Suite Selling, Sales Leadership

The State of Women CIOs in 2016

Posted by Sharon Gillenwater on Nov 9, 2016 3:09:28 PM

Is there a glass ceiling for women CIOs in the U.S.? Looking at the results from a Korn Ferry study as well as our own analysis of women tech leaders in the Fortune 500, it’s beginning to feel that way. At least, it seems there’s less of a shattering and more of a gradual crack.

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Topics: CIOs, Female CIOs, Fortune 500 Executives, C-Suite

Why Salespeople Need to be Generous Know-It-Alls

Posted by Sharon Gillenwater on Oct 27, 2016 2:43:01 AM

If you’re like most people, a networking event or cocktail party filled with unfamiliar faces does not top of your list of favorite activities. Have you ever skipped a conference networking reception in favor of room service and a movie? I have. Most of us dread these gatherings because conversation is typically dull, repetitive and at worst, awkward. “What do you do?” “Where are you from?” “What do you think of the (insert team name) chances this season?” We’ve all been there.

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Topics: Enterprise Sales, Sales Readiness, Sales Leadership

The Five Biggest Goofs Sales Teams Make with CXOs

Posted by Sharon Gillenwater on Oct 18, 2016 7:48:37 PM

Longing for the good old days? You know, the Mad Men school of closing sales over leisurely three martini lunches or a game of golf? Yeah, enterprise B2B selling is harder these days. There are so many more stakeholders who have a role in the buying decision—especially when it comes to major technology purchases. And, increasingly, it’s top-level management—those in the C-suite—who are making these critical decisions. It doesn’t help that global enterprise IT spending growth has been flat—at 1 percent in 2016—according to Gartner. And yet even that small percentage still lays a lot of budget on the table—around $2.7 trillion globally.

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Topics: Sales Enablement, Enterprise Sales, CXO Priorities, Sales Leadership

Busting Two Big Sales Myths

Posted by Dianne Turner on Oct 7, 2016 6:19:00 PM

Editor’s Note: This week we are proud to publish a guest post from Dianne Turner, a longtime enterprise sales professional. Turner has been a valued and trusted advisor for us at Boardroom Insiders as we strive to provide our clients with advice and best practices around enterprise sales and CXO engagement strategy.

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Topics: Sales Enablement, Enterprise Sales

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