"The Funnel:" Close Bigger Deals, Faster With Sales Enablement
- Industry Intelligence: What are the main issues in the customer's industry today?
- Company Intelligence: How are these issues impacting this particular customer--and how is the customer responding?
- Executive Intelligence: What is top of mind for the executive you are targeting?
Top sales pros tell us they leverage company-provided tools such as Factiva, Hoover's, OneSource and others to get their industry and company intelligence.
But when it comes to executive intelligence, they typically gather their own information through Google searches--and sometimes they don't get to it at all.
For "A" performers, knowing the priorities of a decision maker is a must-have. And making an executive sales call without knowing their careabouts can be like walking into a minefield. We've heard horror stories: for example, a sales rep going in to talk to a Wells Fargo IT exec about BYOD only to find out that the exec was a BYOD contrarian who had given several press interviews about his adamant opposition to the idea. Ouch!
We created Boardroom Insiders to prevent this from happening. We help you avoid sales gaffes by filling the critical executive intelligence gap. Companies like Dell, Cisco and NetApp hire us to provide information that helps them close bigger deals, faster.
Whether you do your own homework or get it from us, understanding the careabouts of the people to whom you are selling is a no-brainer. Want to learn more? Explore our database and see for yourself what we mean by "Executive Intelligence."