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Boardroom Insiders Executive Profiles Blog

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

Four Keys to Improving Sales Potential with Enterprise Decision Makers

Posted by Sharon Gillenwater on Sep 30, 2016 6:46:12 PM

Enterprise sales teams are under more pressure than ever. Customer budgets are tighter. There are more decision makers touching every deal. Sales cycles are getting longer and more deals dead end with no decision made. Sales teams are investing months—even years—nurturing relationships that seem as if they will never pay off.

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Topics: Sales Enablement, Enterprise Sales, enterprise deals, Sales Leadership

Why Your CXO Events Aren’t Paying Off…And Five Ways You Can Improve

Posted by Sharon Gillenwater on Sep 19, 2016 5:50:37 PM

Before I started Boardroom Insiders I worked as a consultant to some of the biggest tech companies in Silicon Valley, helping them improve their return on investment in industry events.

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Topics: CXO Insight, CXO Priorities, Event Strategy

Three Things You Need to Know About Social Selling

Posted by Sharon Gillenwater on Sep 2, 2016 6:12:17 PM

There’s no escaping the fact that we live and conduct business in a social world. Harnessing social technology is clearly now a mandate for sales. The consumer sales ecosystem has known this for years. But how are B2B, and in particular enterprise B2B sales teams succeeding with social selling? While companies like Oracle and IBM are implementing social selling programs with great success, social selling evangelist Jill Rowley, in an article in ZDNet, says that most companies are actually in the infant stages of social selling as a concept, with the majority of firms only leveraging social media in random bouts and not training their sales staff to effectively exploit the network.

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

Three Things Enterprise Salespeople Can Learn from Management Consultants

Posted by Sharon Gillenwater on Aug 16, 2016 12:42:42 PM

Enterprise sales teams struggling with CXO selling should take a page out of the management consultant’s playbook. Because of the transformational nature of most management consulting engagements, management consultants have always been visible and relevant to the C-suite.

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

Why Customer Intel Makes or Breaks Sales Calls