<img height="1" width="1" alt="" style="display:none" src="https://www.facebook.com/tr?id=736814813099632&amp;ev=PixelInitialized">

Boardroom Insiders Executive Profiles Blog

Don’t Let Spinoffs Spin Out Your Customer Relationships

Posted by Sharon Gillenwater on Dec 20, 2016 4:08:56 PM

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.

Read More

Topics: Sales Readiness, C-Suite Selling, Customer Intelligence, Account Planning, C-Suite

Where Predictive Analytics Fall Short

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

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.

Read More

Topics: Sales Accountability, Account Planning, Account Based Marketing

What Comes After Yes? Seven Tips for Managing Customer Relationships for the Long Term

Posted by Sharon Gillenwater on Feb 24, 2016 5:25:53 PM

Seven-Tips-for-Managing-Customer-Relationships-for-the-Long-Term.jpgCongratulations! Your team scored its first sale with a valuable customer. Despite all the hard work, the journey has just begun. Now the focus shifts to how you are going to keep—and grow—the customer.

B2B sales and marketing typically involves a major financial investment in the product or service, as well as change management in areas like operations, governance, and processes. So there’s more at stake for the customer—and consequently for you. New relationships are fragile and require nurturing and maintenance.

But what’s the best approach? These seven tips will help your account team demonstrate to customers that they are in the best hands:

Read More

Topics: Enterprise Marketing, Sales Enablement, Customer Intelligence, Account Planning, 360 degree customer programs

Why ABM Is Such a Hot Topic

Posted by Sharon Gillenwater on Feb 11, 2016 1:35:30 PM

Account-based marketing (ABM) is getting a lot of buzz, and for good reason. Companies with sustained ABM initiatives are seeing positive and measureable results. As Marketing Land notes, “companies practicing ABM have better alignment with sales, often close bigger deals with target accounts, and increase pipeline velocity.” According to a 2015 survey by SiriusDecisions, 92 percent of companies recognize the value in ABM, calling it a B2B marketing must-have.

Read More

Topics: Enterprise Marketing, Executive Intelligence, Account Planning

Top Five Reasons Why Account-Based Marketing Fails

Posted by Sharon Gillenwater on Dec 2, 2015 3:00:00 PM

Sales and marketing leaders from companies across a variety of industries tell us that account-based-marketing (ABM) programs are essential to engaging and retaining their most important customers. Nearly all of our customers are either piloting ABM or have full-fledged programs up and running. But these programs are not without some serious executional challenges, which tend to fall into five categories.

Here are the top five reasons why account-based marketing fails.

Read More

Topics: Enterprise Sales, Sales Transformation, enterprise deals, Account Planning

Is Your “Champion” Your Worst Enemy?

Posted by Sharon Gillenwater on Nov 12, 2015 11:49:45 AM

You’ve worked hard to build strong relationships and trust within your most important accounts. The payoff for all this hard work? A stable of powerful “Champions” for your company, who fast track your sales of new products and services to their departments.

Read More

Topics: Sales Enablement, Account Planning

The Secret to Breaking Through Underpenetrated Accounts

Posted by Sharon Gillenwater on Oct 19, 2015 4:35:35 PM

We all have them: accounts we’d love to penetrate more. Accounts that, no matter how hard we try, just never grow beyond a few sales here and there.

Why not? In many cases, the bigger deals elude you because you’re not selling to the people who hold the purse strings when it comes to multi-million dollar sales: we’re talking about the men and women of the C-suite.

Read More

Topics: Sales Enablement, Account Planning, C-Suite

Time is Money. Here Are Tips For Finding More of Both.

Posted by Sharon Gillenwater on Jan 28, 2015 12:06:00 PM

In an article entitled Your Scarcest Resource, the Harvard Business Review makes the sensible case that "Time is money, but few organizations treat it that way."

Read More

Topics: Sales Enablement, Enterprise Sales, Executive Intelligence, Sales Readiness, Quarterly Business Reviews, enterprise deals, Customer Intelligence, Account Planning, Sales Call Prep

Some Context Around the Chief Digital Officer Title

Posted by Sharon Gillenwater on Dec 22, 2014 12:07:00 PM

According to one industry insider, "A lot of CDO (Chief Digital Officer)-type roles are borne out of frustration of CEOs who know they need to be doing something but don't have an executive they feel can drive that kind of change forward."

Ian Cox, a former Chief Information Officer (CIO) and author of  Disrupt IT: A New Model for IT in the Digital Age says that clinging to an old-school approach to IT is helping pave the way for a new C-level executive -- the chief digital officer (CDO).

Those who sell to CIOs have long needed to assess where individual CIO customers sit on the continuum from Operational CIO (keeping the lights on) to Transformational CIO (Driving new business models and innovation). Pitching "bleeding edge" technologies to an operationally-focused CIO for example, may not be effective.

Read More

Topics: Enterprise Sales, CXO Insight, CIOs, C-Suite Selling, Customer Intelligence, Account Planning, Chief Digital Officer, CEO Profiles, Head of Digital

Aligning Your QBRs With CXO Priorities

Posted by Sharon Gillenwater on Jul 16, 2014 1:40:00 PM

Tips For More Insightful QBRs

Read More

Topics: Enterprise Sales, QBRs, Quarterly Business Reviews, CXO Priorities, Customer Intelligence, Account Planning

Your Secret Weapon for C-Suite Selling