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Sales Accountability, C-Suite Selling, Customer Intelligence

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 them the orders they were after. With all the information now available through digital channels, your potential customers are probably already well versed in what you’re selling.

Sharon Gillenwater
By Sharon Gillenwater
on Mar 1, 2016 1:09:51 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

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