You’re in sales. You’ve got a product to sell. Boom. Done. Then on to the next deal. Your technique? You use the sales enablement tools your company has spent millions on to help you be more productive. At least that’s what your organization hopes is happening.
In recent years CEOs have commonly handed off digital to CIOs or have hired Chief Digital Officers to own the digital realm. But as veteran CIO Larry Bonfante wrote in a recent piece for Heller Search Associates, they’ve got it all wrong. For every company trying to transform into a digital enterprise there likely is a misunderstanding of what digital is and the right strategic approach for embracing it.
Whenever we can, we like to interview our customers and share their wisdom, best practices and success stories with our Boardroom Insiders community.
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:
Topics: Business Conversation
Are you ready for 2017?
Let’s talk about resolutions you can keep when it comes to upping your sales mojo.
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.
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.
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.
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.
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.