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Sales Accountability, Account Planning, Account Based Marketing

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 win more business faster. Which is why so many of us are turning to companies that are focused on predictive analytics tools that support account-based marketing, and scaling all of the different aspects of the ABM process.

Sharon Gillenwater
By Sharon Gillenwater
on Jun 2, 2016 12:27:32 AM
   
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
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

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