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Sales Readiness, C-Suite Selling, Account Planning

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 potential mergers and acquisitions among their customers, but we don’t usually talk about spinoffs.

Sharon Gillenwater
By Sharon Gillenwater
on Dec 20, 2016 4:08:56 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
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
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
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
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
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
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

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