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Enterprise Sales, Client Relationships

Client Relationships: Don’t Treat Me Like a Vendor and I Won’t Treat You Like a Prospect

There is a lot of thought-provoking content on Twitter about client relationships. This simple but profound tweet by Databox CEO Peter Caputa for example, really got me thinking

The first thing that occurred to me is that I empathize with both sides—buyers and sellers—because I currently hold both of these roles at Boardroom Insiders. As the company founder, I help sell our offering to prospects. But I also approve the purchase of all kinds of services and technologies to run our business.

There is a lot of cynicism on both sides, for sure.

Sharon Gillenwater
By Sharon Gillenwater
on Mar 27, 2017 10:15:26 AM
   
Client Relationships: Don’t Treat Me Like a Vendor and I Won’t Treat You Like a Prospect

There is a lot of thought-provoking content on Twitter about client relationships. This simple but profound tweet by Databox...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 27, 2017 10:15:26 AM
Executive Talent Acquisition: Creating a World-Class Team

According to executive talent search experts, the wrong hire can cost a company up to three times their salary, when you...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 20, 2017 10:53:43 AM
The Realities of CXO Research
CXO research must be done.  Are you up to doing it yourself?

Read any sales and marketing publication and you’re bound to...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 12, 2017 6:10:06 PM
The Executive Profile: An Essential Tool For Executive Recruiters

With each profile we publish, Boardroom Insiders is on a quest to gather and curate the most relevant and current...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 6, 2017 5:00:00 AM
DO YOUR HOMEWORK:  Research Tips for Sales Relevance

 

As a 25-year veteran of B2B enterprise sales, I’m always looking for ways to enhance and sharpen my skills. I recently...

Dianne Turner
By Dianne Turner
on Feb 27, 2017 9:37:32 AM
Getting Back to Basics

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...

Sharon Gillenwater
By Sharon Gillenwater
on Feb 14, 2017 5:26:28 PM
Digital Technology: If Digital is a “Business Thing,” Vendors Must Be in the C-Suite

In recent years CEOs have commonly handed off digital to CIOs or have hired Chief Digital Officers to own the digital realm....

Sharon Gillenwater
By Sharon Gillenwater
on Feb 7, 2017 1:51:42 PM
CSC’s “Pursuit Marketing” Journey: An Interview With Dorothea Gosling

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

Sharon Gillenwater
By Sharon Gillenwater
on Jan 21, 2017 12:28:10 AM
Nailing the First 5 Minutes of a Business Conversation

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

Sharon Gillenwater
By Sharon Gillenwater
on Jan 3, 2017 7:12:00 AM
10 New Year’s Resolutions for Building Better CXO Relationships

Are you ready for 2017?

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

Sharon Gillenwater
By Sharon Gillenwater
on Jan 2, 2017 1:42:35 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Dec 20, 2016 4:08:56 PM
CXO Engagement: Can It Scale?

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

Successful CXO...

Sharon Gillenwater
By Sharon Gillenwater
on Nov 29, 2016 5:05:45 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Nov 21, 2016 1:04:21 PM
The State of Women CIOs in 2016

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...

Sharon Gillenwater
By Sharon Gillenwater
on Nov 9, 2016 3:09:28 PM
Enterprise Sales Strategies: Salespeople Need to be Generous Know-It-Alls

If you’re like most people, a networking event or cocktail party filled with unfamiliar faces does not top of your list of...

Sharon Gillenwater
By Sharon Gillenwater
on Oct 27, 2016 2:43:01 AM
The Five Biggest Goofs Sales Teams Make with CXOs

Longing for the good old days? You know, the Mad Men school of closing sales over leisurely three martini lunches or a game...

Sharon Gillenwater
By Sharon Gillenwater
on Oct 18, 2016 7:48:37 PM
Busting Two Big Sales Myths

Editor’s Note: This week we are proud to publish a guest post from Dianne Turner, a longtime enterprise sales professional....

Dianne Turner
By Dianne Turner
on Oct 7, 2016 6:19:00 PM
Successful C-Suite Selling: Get Down to Business. Their Business

Don't waste your time.  Don't waste their time. 

Enterprise sales teams are under more pressure than ever. Customer budgets...

Sharon Gillenwater
By Sharon Gillenwater
on Sep 30, 2016 6:46:12 PM
Why Your CXO Events Aren’t Paying Off…And Five Ways You Can Improve

Before I started Boardroom Insiders I worked as a consultant to some of the biggest tech companies in Silicon Valley,...

Sharon Gillenwater
By Sharon Gillenwater
on Sep 19, 2016 5:50:37 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Sep 2, 2016 6:12:17 PM
Three Things Enterprise Salespeople Can Learn from Management Consultants

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

Sharon Gillenwater
By Sharon Gillenwater
on Aug 16, 2016 12:42:42 PM
Customer Retention: The Case of Your Disappearing Customers

Fundamentals of Customer Retention

One of the fundamentals of customer retention is that it generally costs organizations...

Sharon Gillenwater
By Sharon Gillenwater
on Aug 3, 2016 12:24:25 AM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Jul 25, 2016 2:15:58 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 30, 2016 3:27:25 PM
CXO 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...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 21, 2016 2:52:30 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 2, 2016 12:27:32 AM
What LinkedIn Isn’t Telling You

LinkedIn is beyond amazing. Those who remember what it was like before LinkedIn know that it has transformed so many aspects...

Sharon Gillenwater
By Sharon Gillenwater
on May 19, 2016 2:00:31 PM
How Social Are CXOs?

Given how pervasive social media has become, you’d think that going on LinkedIn, Twitter, or Facebook would be a sure-fire...

Sharon Gillenwater
By Sharon Gillenwater
on May 3, 2016 6:26:57 PM
Five Critical Things to Research BEFORE You Go Into 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...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 26, 2016 7:00:00 AM
“That Spa-Like Feeling”: Five 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...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 25, 2016 12:34:37 PM
Are You a Box Checker? Why a Key Account List is Just the First Step of Your ABM Journey

Here’s a sad but true tale of missed ABM opportunity.

A Fortune 100 company spends months of man-hours—and invests in...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 12, 2016 3:00:00 PM
Executive Briefing Center Primer: 5 Tips for Success

Most companies have multiple tools to engage with executive-level customers. Most companies look to engage CXOs and other...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 6, 2016 8:10:53 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 30, 2016 8:00:39 PM
Immigrant CEOs: What Global Citizens Bring to American Business

 

There’s no shortage of research on immigrant-founded and led businesses in the U.S. According to The Partnership for the...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 23, 2016 6:47:41 PM
The Top Challenges Faced by Healthcare CIOs

Being a healthcare CIO involves a tricky balancing act. On the one hand, you’re addressing the fundamentals of any business...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 11, 2016 12:53:45 AM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 1, 2016 1:09:51 AM
Customer Relationships: 7 Tips for Long Term Nurturing

 

What Comes After the Yes?

Congratulations! Your team scored its first sale with a valuable customer. Despite all the hard...

Sharon Gillenwater
By Sharon Gillenwater
on Feb 24, 2016 5:25:53 PM
Where Are the Female CIO's?

Just when you thought that women were making headway in IT, a survey or two, an expert, and simply what women tell one...

Sharon Gillenwater
By Sharon Gillenwater
on Feb 18, 2016 4:02:08 PM
Why ABM Is Such a Hot Topic

Account-based marketing (ABM) is getting a lot of buzz, and for good reason. Companies with sustained ABM initiatives are...

Sharon Gillenwater
By Sharon Gillenwater
on Feb 11, 2016 1:35:30 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Feb 4, 2016 3:27:00 PM
The Biggest Issues Facing Incoming CMOs in 2016

Reaching millennial customers, managing big data, and dealing with the flood of marketing technology are some of the top...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 26, 2016 1:14:08 AM
How Four Companies are Revamping Their C-Suite in 2016

For most organizations, January represents a fresh start—and a good time to launch new strategies and initiatives. At least...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 19, 2016 10:22:00 AM
Do You Get How CIOs Measure Success?

If your aim is to increase sales of your tech solutions to CIOs and CTOs, your sales force must know how your products and...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 12, 2016 3:00:00 PM
Five Things CIOs Want You to Know

As you’re strategizing for new business in 2016, your staff is probably gathering data, pulling together sales materials,...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 6, 2016 6:21:29 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Dec 21, 2015 1:04:32 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Dec 9, 2015 5:39:43 PM
Perspectives on Leadership from the World's Top Business Leaders

Corporate executives at large, global companies live a rarefied existence. They also have immense responsibility. Their...

Sharon Gillenwater
By Sharon Gillenwater
on Dec 4, 2015 4:28:53 PM
Top Five Reasons Why Account-Based Marketing Fails

Sales and marketing leaders from companies across a variety of industries tell us that account-based-marketing (ABM)...

Sharon Gillenwater
By Sharon Gillenwater
on Dec 2, 2015 3:00:00 PM
What B2B CEOs Can Learn From Their B2C Peers

“'It’s great to meet customers. I can get their insights and understand what they’re looking for. What I don’t want to do is...

Sharon Gillenwater
By Sharon Gillenwater
on Nov 18, 2015 5:04:49 PM
Is Your “Champion” Your Worst Enemy?

You’ve worked hard to build strong relationships and trust within your most important accounts. The payoff for all this hard...

Sharon Gillenwater
By Sharon Gillenwater
on Nov 12, 2015 11:49:45 AM
The Secret to Breaking Through Underpenetrated Accounts

We all have them: accounts we’d love to penetrate more. Accounts that, no matter how hard we try, just never grow beyond a...

Sharon Gillenwater
By Sharon Gillenwater
on Oct 19, 2015 4:35:35 PM
Are Your Prospects Dating Your CRM?

You wouldn’t use a CRM to court a potential romantic partner. So why do you rely on so much to build a sales relationship?

Sharon Gillenwater
By Sharon Gillenwater
on Oct 15, 2015 5:19:10 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Oct 6, 2015 5:53:37 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Sep 29, 2015 12:08:00 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Sep 1, 2015 12:07:13 AM
Sales Success Stories - And How They Did It

Success in sales isn’t easy, so it’s important to celebrate the big wins--and draw inspiration from past success when times...

Sharon Gillenwater
By Sharon Gillenwater
on Aug 18, 2015 7:43:49 PM
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....

Sharon Gillenwater
By Sharon Gillenwater
on Aug 11, 2015 12:54:41 PM
Killer Strategies to Multiply Your Sales

In sales there is constant pressure to land newer, bigger customers. While acquiring net new customers is important, you...

Sharon Gillenwater
By Sharon Gillenwater
on Aug 3, 2015 11:32:00 AM
Why Your Great Ideas Are Failing Within Your Sales Team

Picture this: a top sales rep at a major financial institution consistently ranks in the top 5% of his peers. He is...

Sharon Gillenwater
By Sharon Gillenwater
on Jul 29, 2015 3:23:00 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Jul 10, 2015 5:03:00 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 29, 2015 8:10:00 AM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 9, 2015 4:20:00 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 5, 2015 3:14:00 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on May 27, 2015 1:30:00 PM
Is Your Sales Strategy Recession-Proof?

2015 seems a long way from the tough economic times of 2008 and 2009, and certainly the economy is much better than it was....

Sharon Gillenwater
By Sharon Gillenwater
on May 7, 2015 4:03:00 PM
The 3 Biggest Mistakes Salespeople Make

Let’s face it, failure is easy. There are far more ways to fail than there are to succeed. Success takes hard work,...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 29, 2015 5:24:00 PM
How Technology is Changing Healthcare Sales

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

Sharon Gillenwater
By Sharon Gillenwater
on Apr 14, 2015 3:29:00 PM
The ROI Trap: The Dangers of Neglecting Untrackable Engagements

We live in a data-driven world, increasingly enabled by technologies that allow us to measure nearly everything. This is a...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 7, 2015 4:29:00 PM
Got Rep Turnover? Learn How to Get New Reps to Succeed Faster

One of the biggest challenges faced by today’s technology companies is the constant changing of sales representatives. Our...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 24, 2015 6:00:00 AM
How To Achieve Better Marketing and Sales Alignment: Step 1

Let’s be honest, the line separating most sales and marketing teams is more like the Great Wall of China than a line in...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 17, 2015 5:51:00 AM
Information vs. Intelligence: Are You Providing the Right One?

All it takes is opening your inbox to realize we are living in a world of  information overload.

This affects all teams,...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 11, 2015 6:25:00 AM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 3, 2015 4:07:00 AM
Get Our "Top CMOs to Watch in 2015" List for Free

CMOs are in the spotlight lately, given their burgeoning purchasing authority for technology platforms and all things...

Sharon Gillenwater
By Sharon Gillenwater
on Feb 19, 2015 7:05:00 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 25, 2015 10:14:00 AM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 24, 2015 11:14:00 AM
Fortune 500 CIO List: Our Gift To You

With every new year comes a long list of executive changes. The new year seems a natural time to start a new chapter in...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 12, 2015 11:59:00 PM
New Webinar: The Relevance Advantage

Check out our January 2015 interview with Phil Styrlund, author of Relevance: Matter More. You'll hear:

Sharon Gillenwater
By Sharon Gillenwater
on Jan 8, 2015 3:53:00 PM
Are CEOs replacing COOs with CIOs?

The disappearance of the COO role is a trend we have definitely noticed over the past few years. 

Sharon Gillenwater
By Sharon Gillenwater
on Jan 6, 2015 9:06:00 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Dec 22, 2014 12:07:00 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Dec 16, 2014 12:29:00 PM
Three Tips for Conquering Fear in the C-Suite

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

Sharon Gillenwater
By Sharon Gillenwater
on Dec 4, 2014 8:06:00 PM
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?

Sharon Gillenwater
By Sharon Gillenwater
on Nov 12, 2014 8:20:00 PM
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:

Sharon Gillenwater
By Sharon Gillenwater
on Oct 22, 2014 2:30:00 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Oct 14, 2014 12:27:00 PM
Holding Sales Accountable for CXO Engagement

In last week's post, we talked about how sales accountability is a critical piece of any CXO engagement initiative. 

Sharon Gillenwater
By Sharon Gillenwater
on Sep 14, 2014 7:31:00 PM
CXO Engagement Takes Time and Patience

Today sales organizations everywhere are being told to build relationships with CXO level customers.

Sharon Gillenwater
By Sharon Gillenwater
on Aug 26, 2014 11:51:00 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Aug 5, 2014 3:47:00 PM
C-suite Selling: Why Personas Are No Substitute For CXO Intelligence

We talk to a lot of companies with "CXO engagement" initiatives. Most of them have invested a lot of time and money...

Sharon Gillenwater
By Sharon Gillenwater
on Jul 23, 2014 12:33:00 PM
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,...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 25, 2014 10:34:00 AM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 16, 2014 3:57:00 PM
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,...

Sharon Gillenwater
By Sharon Gillenwater
on May 29, 2014 10:25:00 AM
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...

Sharon Gillenwater
By Sharon Gillenwater
on May 15, 2014 12:55:00 AM
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...

Lee Demby
By Lee Demby
on May 2, 2014 8:49:00 AM
Enterprise Marketing: Audience Analysis Best Practices

Our new ebook for enterprise marketers is hot off the presses--and it is our gift to you.

Lee Demby
By Lee Demby
on Apr 23, 2014 3:11:00 PM
Secrets of a Top Enterprise Sales Strategist

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

Sharon Gillenwater
By Sharon Gillenwater
on Mar 12, 2014 12:43:00 PM
Free ebook: Best Practices for C-Suite Selling

Our new ebook for sales and marketing pros is hot off the presses--and it is our gift to you.

...

Sharon Gillenwater
By Sharon Gillenwater
on Feb 25, 2014 3:52:00 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Feb 19, 2014 8:23:00 AM
Why Executive Insight is Critical

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

Sharon Gillenwater
By Sharon Gillenwater
on Feb 4, 2014 11:25:00 PM
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,...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 22, 2014 10:55:00 AM
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...

Lee Demby
By Lee Demby
on Jan 16, 2014 11:08:00 AM
Executive Engagement: What are you missing?

Change Doesn't Take a Holiday 

What do you do to kick off CXO engagement in the New Year?

Lee Demby
By Lee Demby
on Jan 9, 2014 10:30:00 AM
New Fortune 500 CEOs: Change Means Opportunity

CEO Changes = New Sales Opportunities

Sharon Gillenwater
By Sharon Gillenwater
on Dec 11, 2013 11:57:00 PM
Today's Recruits, Tomorrow's CEOs?

Is serving in the military a good training ground for corporate leadership? What do large-company CEOs who have served in...

Sharon Gillenwater
By Sharon Gillenwater
on Dec 3, 2013 11:14:00 PM
Thank You

This Thanksgiving, we at Boardroom Insiders are grateful to be celebrating nearly five years of helping sales pros close bigger...

Sharon Gillenwater
By Sharon Gillenwater
on Nov 25, 2013 3:49:00 PM
Managing fear selling to CXOs

Fear and Self-Loathing in the C-Suite

Lee Demby
By Lee Demby
on Nov 7, 2013 3:03:00 PM
Big Data CXOs: Top Five Tips for Engaging C-Level Decision Makers

This is the fourth and final article in our special series on selling to CXOs, using CXOs with known Big Data initiatives...

Sharon Gillenwater
By Sharon Gillenwater
on Oct 22, 2013 3:51:00 PM
Big Data CXOs: Connecting the Dots

This is the third of four articles in our special series on engaging Big Data CXOs.

Sharon Gillenwater
By Sharon Gillenwater
on Oct 22, 2013 3:51:00 PM
Big Data CXOs: Planning Your Surgical Strike

If you are like many of our customers, you have a big data solution and are looking to connect with those who might have a...

Sharon Gillenwater
By Sharon Gillenwater
on Oct 22, 2013 3:48:00 PM
Executive Intelligence: Creepy vs Smart

Sometimes when someone sees one of our Executive Profiles for the first time, we get a response that sounds something like...

Lee Demby
By Lee Demby
on Oct 9, 2013 12:03:00 PM
Executive Intelligence: What difference does it make?

When sales pros hear “the buck stops here,” we all know what that means; our solutions have to pass the “go” or “no go”...

Lee Demby
By Lee Demby
on Oct 4, 2013 11:00:00 AM
Executive Engagement: What we can learn from The Magic Kingdom

If you've ever been to Disney's Magic Kingdom, you were unknowingly taught a sales lesson on executive engagement. A lesson...

Lee Demby
By Lee Demby
on Sep 27, 2013 11:26:00 AM
"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.
Sharon Gillenwater
By Sharon Gillenwater
on Sep 18, 2013 11:14:00 AM
Podcast: What to know before selling into the C-suite

Selling into the C-suite is something that every enterprise sales pro is being encouraged to do.  Here's some cold hard...

Lee Demby
By Lee Demby
on Sep 11, 2013 3:35:00 PM
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...

Lee Demby
By Lee Demby
on Sep 4, 2013 3:15:00 PM
Can you help CIOs and CMOs come together?

A new study from Accenture about CIO/CMO collaboration is getting loads of attention.

Sharon Gillenwater
By Sharon Gillenwater
on Aug 27, 2013 10:09:00 AM
Advice for Selling to CIOs, From a CIO

Peter Yared, the CIO/CTO of CBS Interactive, has penned a thoughtful three-part series for the Wall Street Journal's CIO...

Sharon Gillenwater
By Sharon Gillenwater
on Aug 22, 2013 8:50:00 AM
Don't Be A Sales Goofus
Recently we spoke with a sales leader about whether his reps were "doing their homework" before critical sales calls...
Lee Demby
By Lee Demby
on Jul 16, 2013 3:37:00 PM
New Research: Why High Performing Sales Organizations are High Performing
What are high performing sales organizations doing differently than everyone else? An interesting new research report...
Lee Demby
By Lee Demby
on Jun 27, 2013 2:33:00 PM
Find Gold With Our Keyword Search

Want a quick list of Fortune 500 CXOs who care about Big Data? Virtualization? Cloud? BYOD? Want to know why it’s important...

Lee Demby
By Lee Demby
on May 10, 2013 3:04:00 PM
Amazing Takes Effort: The Case for Working Harder AND Smarter

We love the quote at right. While it has been attributed to a basketball coach, it applies to every one of us.

Lee Demby
By Lee Demby
on Feb 5, 2013 4:09:00 PM
You Don't Know What You Don't Know

Confident, optimistic and always on the go, typical sales pros have little time to ponder what they might be missing when...

Lee Demby
By Lee Demby
on Jan 10, 2013 4:14:00 PM
Using Insight to Break the Ice: Five Tips For More Effective Customer Events

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

Lee Demby
By Lee Demby
on Jan 10, 2013 4:11:00 PM
Don't Let The Perfect Be the Enemy of the Good
Salespeople are always looking for a silver bullet — a resource that connects all the dots telling them who to call, what...
Lee Demby
By Lee Demby
on Dec 3, 2012 4:18:00 PM
Success Story: Citrix empowers sales teams with executive insight
"Boardroom Insiders is driving opportunities in areas we have not thought of in the past. The executive profiles give us the...
Lee Demby
By Lee Demby
on Sep 10, 2012 4:22:00 PM
Fish in blue water

You are likely familiar with the popular business strategy book Blue Ocean Strategy. The premise is that many companies are...

Lee Demby
By Lee Demby
on Jun 10, 2012 4:24:00 PM
Three New Ways to Use CXO Insight

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

Lee Demby
By Lee Demby
on Apr 30, 2012 4:26:00 PM
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...
Lee Demby
By Lee Demby
on Apr 10, 2012 4:28:00 PM
The "moment of truth" for enterprise sales pros
Only professional sales reps understand this moment. The moment when they've finally earned the right to meet in person with...
Lee Demby
By Lee Demby
on Mar 31, 2012 4:30:00 PM
Female CIOs: Part II
Two weeks ago we published a list of Fortune 250 CIOs who are women, along with some thoughts about why you should care. This...
Lee Demby
By Lee Demby
on Feb 14, 2012 4:30:00 PM
F-250 Female Chief Information Officers Approaching 20%
Women who achieve the rank of Chief Information Officer--in the Fortune 250 no less--are some of the most interesting...
Lee Demby
By Lee Demby
on Feb 6, 2012 4:34:00 PM
A simple but valuable proposition
If you've seen our messages before, you might know that Boardroom Insiders delivers the most complete profiles of C-level...
Lee Demby
By Lee Demby
on Jan 10, 2012 4:36:00 PM
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...

Lee Demby
By Lee Demby
on Nov 10, 2011 8:09:00 PM
The "Rule Of Thirds" In Enterprise Sales

The "Rule of Thirds" is really quite simple, but we think a powerful lesson lies within. Follow me for a minute.

Lee Demby
By Lee Demby
on Oct 10, 2011 8:11:00 PM
Scratching Your Itch
Many successful businesses were started by people who developed a simpler way to perform their job. There was a fundamental...
Lee Demby
By Lee Demby
on Oct 10, 2011 8:10:00 PM
Account Based Marketing Made Simple
Over the years our executive profiles have supported many account based marketing programs (ABM). If you are not familiar with...
Lee Demby
By Lee Demby
on Oct 10, 2011 8:10:00 PM
Introducing Boardroom Insiders Fortune 500 Executive Database
Successful account planning requires understanding a core group of decision makers — and where they are headed next. Your...
Lee Demby
By Lee Demby
on Sep 10, 2011 8:12:00 PM
Why Marc Benioff thinks you should engage CXOs
We are big fans of Marc Benioff, the visionary behind Salesforce.com, the leader in the red-hot cloud computing space. Benioff...
Lee Demby
By Lee Demby
on Sep 10, 2011 8:12:00 PM
Why CXO Agendas Matter
When talking with customers about the value of Boardroom Insiders CXO profiles, we sometimes hear, "But we do not sell to the...
Lee Demby
By Lee Demby
on Aug 10, 2011 8:12:00 PM
Introducing Our Fortune 500 Executive Profile Database
Successful account planning requires understanding a core group of decision makers — and where they are headed next. Your...
Lee Demby
By Lee Demby
on Jul 10, 2011 8:13:00 PM
Critical Success Factors for Sales Transformation
As purveyors of in-depth executive profiles, we hear on a daily basis from enterprise sales teams looking for more information...
Lee Demby
By Lee Demby
on Jul 10, 2011 8:12:00 PM
Get Ready to Grow Your Business in 2011!
After several painful years of recession, 2011 heralds a welcome return to growth. Are you ready?Account planning season is...
Lee Demby
By Lee Demby
on Jan 10, 2011 8:14:00 PM
Why Nonprofits Love Boardroom Insiders, Too
Think schmoozing corporate chiefs is the exclusive domain of sales execs? Think again. Our customers in the nonprofit world say...
Lee Demby
By Lee Demby
on Jan 10, 2011 8:13:00 PM
Why economic development teams love Boardroom Insiders
The competition between states looking to woo businesses seeking headquarters and factory sites is intense. Economic...
Lee Demby
By Lee Demby
on Jan 10, 2011 8:13:00 PM
Playing Matchmaker: Designing A More Powerful Executive Sponsorship Program
Given that most of our customers are global enterprise companies, we are well-positioned to spot emerging trends in the areas...
Lee Demby
By Lee Demby
on Nov 10, 2010 8:14:00 PM
Piloting an Account-Based Marketing Program
Most companies know who their top customers are. But how much do you know about your top customers? Maybe not enough--and what...
Lee Demby
By Lee Demby
on Nov 10, 2010 8:14:00 PM
Fortune 500 Female CIOs: Why You Should Care
Recently we discovered that around 10% of Fortune 500 Chief Information Officers are women. This was surprising given the lack...
Lee Demby
By Lee Demby
on Oct 10, 2010 8:15:00 PM
Fortune 500 Female CIOs: The List
As promised, here is a partial list–culled from our database–of women who hold CIO positions in the Fortune 500. Did we miss...
Lee Demby
By Lee Demby
on Oct 10, 2010 8:15:00 PM
Lee Demby
By Lee Demby
on Oct 10, 2010 8:15:00 PM
Case study: best practices in account-based marketing
Earlier this year, a Fortune 100 technology company presented us with a challenge: deliver in-depth profiles of 100 customer...
Lee Demby
By Lee Demby
on Sep 10, 2010 8:16:00 PM
New CXO Role: Chief Marketing Technologist
If you sell tech services to CMOs–such as marketing analytics or campaign management tools, head's up! The idea of a new...
Lee Demby
By Lee Demby
on Sep 10, 2010 8:16:00 PM
New IBM CEO Study
On site at SapphireNow, I was briefed today on a brand new CEO study from IBM. The company interviewed more than 1500 CEOs...
Lee Demby
By Lee Demby
on May 10, 2010 8:17:00 PM
Participate in our new study
Who are the most innovative and transformational CXOs–and why? What are some characteristics of a transformational corporate...
Lee Demby
By Lee Demby
on Mar 10, 2010 8:17:00 PM
Marc Benioff on "Connecting the Dots"
I have been enjoying  Marc Benioff's book, Behind the Cloud, which Santa left for me under the tree last month. Benioff is the...
Lee Demby
By Lee Demby
on Jan 10, 2010 8:19:00 PM
Why Tom OToole is one of the most interesting CMOs around
I just found out that Tom O'Toole has been named CMO of United Airlines. I have been following his career for quite awhile....
Lee Demby
By Lee Demby
on Jan 10, 2010 8:18:00 PM
Free Webinar on CXO Marketing
Join NetProspex and Sharon Gillenwater, founder of Boardroom Insiders, as she shares best practices on targeting senior...
Lee Demby
By Lee Demby
on Nov 10, 2009 8:20:00 PM
Webinar Recording Now Available
On Nov. 3rd, Boardroom Insiders founder Sharon Gillenwater was the guest speaker at a Netprospex webinar on Best Practices in...
Lee Demby
By Lee Demby
on Nov 10, 2009 8:19:00 PM
Retail CFOs Plan Inventory Ramp-up
Two new surveys of retail executives show that retailers believe the economic recovery could be just around the corner. The BDO...
Lee Demby
By Lee Demby
on Oct 10, 2009 8:20:00 PM
Join our LinkedIn Group about CXO engagement
There are plenty of forums out there about general sales and marketing–but I haven’t yet found a good one that focuses on the...
Lee Demby
By Lee Demby
on Aug 10, 2009 8:21:00 PM
Boardroom Insiders a Finalist for 2009 "Model of Excellence" Award
We were thrilled and surprised by today's announcement that Boardroom Insiders is a finalist for a 2009 "Model of Excellence...
Lee Demby
By Lee Demby
on Apr 10, 2009 8:22:00 PM
Join our new LinkedIn Group!
There are plenty of forums out there about general sales and marketing–but I haven’t yet found a good one that focuses on the...
Lee Demby
By Lee Demby
on Mar 10, 2009 8:24:00 PM
Study States the Obvious: CMOs Seeing More ROI Pressure

CMOs seeing more ROI pressure is a no-brainer given current economic conditions. But what is interesting about this new study...

Lee Demby
By Lee Demby
on Mar 10, 2009 8:24:00 PM
Why C-level marketing is a "no brainer"
In a recent interview on The Intersection Blog,  Boardroom Insiders founder Sharon Gillenwater talks about why executive...
Lee Demby
By Lee Demby
on Mar 10, 2009 8:23:00 PM
CFOs Getting More Involved in IT Purchasing
For those of you who regularly sell to CIOs, I read an article in The McKinsey Quarterly today that predicts a growing...
Lee Demby
By Lee Demby
on Feb 10, 2009 8:24:00 PM
CMOs Distracted by Internal Obstacles
According to a new study from the CMO Council, top marketers are hindered by a variety of internal obstacles. Those most...
Lee Demby
By Lee Demby
on Feb 10, 2009 8:24:00 PM
Don't miss our free webinar on 2/5!
Mark your calendar for the next in our series of Boardroom Insiders 30-minute webinars!This time the topic is "Winning...
Lee Demby
By Lee Demby
on Jan 10, 2009 8:28:00 PM
Boardroom Insiders Launch Announcement
Boardroom Insiders Provides Deep Information on Senior ExecutivesSan Francisco-based Boardroom Insiders is announcing the...
Lee Demby
By Lee Demby
on Jan 10, 2009 8:27:00 PM
Join our new LinkedIn Group!

There are plenty of forums out there about general sales and marketing–but I haven't yet found a good one that focuses on the...

Lee Demby
By Lee Demby
on Jan 10, 2009 8:26:00 PM
Slides from 12/4 Webinar: "Best Practices in CXO Marketing"
Hi everyone,We had a great turnout for our webinar on 12/4, "Best Practices in CXO Marketing." And since then, we have had many...
Lee Demby
By Lee Demby
on Dec 10, 2008 8:29:00 PM
Relevance: the key to C-level engagement

When it comes to being marketed to, we are all experts. As individuals, we are on the receiving end of thousands of...

Lee Demby
By Lee Demby
on Dec 9, 2008 8:33:00 PM
Welcome to Boardroom Insiders!
Boardroom Insiders is a new tool designed to help sales and marketing pros more effectively reach and engage executive-level...
Lee Demby
By Lee Demby
on Nov 10, 2008 8:30:00 PM
CEOs "Unplugged"

In corporate America, CEOs are our celebrities. Having worked as a consultant for many Fortune 500s, I know the incredible...

Lee Demby
By Lee Demby
on Sep 10, 2008 8:34:00 PM

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