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Sales Call Prep, Executive Research,

Executive Research: 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 way to learn about an executive’s background, business initiatives, interests, and personal passions. Certainly you want this information to help you more effectively engage with key customers and decision makers. Knowing their priorities and challenges empowers you to speak to exactly what’s on their mind and explicitly connect the dots between their business priorities and your solutions.

Sharon Gillenwater
By Sharon Gillenwater
on May 3, 2016 6:26:57 PM
   
Executive Research: 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
Client Meeting Preparation: 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

 

Stories of successful immigrants abound in American business lore. It’s a  phenomenon firmly rooted in our country’s...

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

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