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Boardroom Insiders Executive Profiles Blog

Nailing the First 5 Minutes of a Business Conversation

Posted by Sharon Gillenwater on Jan 3, 2017 7:12:00 AM

It's 2017 and IDC sees a future where CXOs are going to be more central than ever to critical technology buying decisions.

According to IDC FutureScape: Worldwide IT Industry 2017 Predictions:

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Topics: Business Conversation

When SaaS Companies Grow Up: Selling Bigger Enterprise Deals

Posted by Sharon Gillenwater on Aug 11, 2016 1:43:04 PM



Recently I came across an article called "Back To The Future In Enterprise SaaS Selling.” The authors make the argument that as SaaS companies mature, it is important that they acquire more "old school skills" to continue to grow. Specifically, they are talking about the skills to sell larger, enterprise deals.

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Topics: Enterprise Sales, Executive engagement, CXO Insight, Business Conversation, SaaS

The Class of ’16: The Big Issues for Incoming CEOs

Posted by Sharon Gillenwater on Dec 21, 2015 1:04:32 PM

Come 2016, you’ll find new faces in many CEO offices. Organizations like Starwood Hotels, Owens-Illinois, LL Bean, and others have announced top leadership changes and their priorities for 2016.

You may think all CEOs have the same goals in mind—grow the company, grow profits, be leaner. Well, sure. But that’s just the broadest of strokes. Just as you may—mistakenly—assume that all CXO personas are alike, you’d also be wrong in thinking all CEO issues, drivers, and goals are identical. As you’re planning a conversation with someone new entering the C-suite, you need to know what exactly they’re up against and what their plans are to satisfy both customers and shareholders.

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Topics: Sales Enablement, Executive Intelligence, CXO Insight, CEO, CEO Biographies, CEO Facts and Figures, C-Suite Selling, CXO Priorities, Business Conversation, Fortune 500 Executives, CEO Profiles, C-Suite

To Achieve Sales Success, Use This One Tip

Posted by Sharon Gillenwater on Sep 29, 2015 12:08:00 PM

Have you heard the one about the veteran sales manager – the one with at least 25 years of experience -- who remembers the days before e-mail, text messaging, smartphones and the Internet? Concerned about his team’s lackluster sales performance, it suddenly dawned on him how quiet his sales department was.

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Topics: Sales Readiness, Executive engagement, C-Suite Selling, Business Conversation, Sales Call Prep

How to Not Fail When "Cold Calling" C-Suite Executives

Posted by Sharon Gillenwater on Jul 10, 2015 5:03:00 PM

As salespeople, we don’t like to think of ourselves as solicitors. We are providing solutions that we truly believe in (or should anyway), and know that what we have to offer could benefit every prospect on our list. Our solutions are essential, valuable, and often, a game-changer for our customers. But to the executive on the other end of the phone who is not familiar with your company or your solutions, you are little more than an annoyance.

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Topics: Sales Readiness, Executive engagement, C-Suite Selling, Business Conversation, Sales Call Prep, C-Suite

The Power of Saying "No" to a Sale

Posted by Sharon Gillenwater on Jun 5, 2015 3:14:00 PM

The goal of sales is to convert prospects into customers, but not every prospect should make the cut. Just because you can do business with someone does not mean that you should. By quickly weeding out prospects that are not a good fit, you free yourself up to put more focus and resources on your best prospects, resulting in larger deals with customers who are a perfect fit. Here we describe three scenarios when you should consider saying “no” to a sale in order to strengthen your business overall.

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Topics: Enterprise Sales, Sales Readiness, C-Suite Selling, Business Conversation

Stop Being a Product Jockey and Think Like Your Customer

Posted by Sharon Gillenwater on May 27, 2015 1:30:00 PM

There’s a big difference between a strategic sales pro and a product jockey. Product jockeys wear what they are selling like a nametag, pitching the same list of benefits to anyone who will listen. They operate under the assumption that the more people they talk to, the more deals they will close. While this approach can yield some success, operating with this type of mindset won’t help you close the types of game-changing deals that truly advance the fortunes of a company--and make a salesperson’s career. The secret to elevating your game beyond that of a product jockey is to start thinking like your customers. Here are three steps to help you get there.

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Topics: Sales Enablement, Sales Readiness, C-Suite Selling, Business Conversation, Customer Intelligence, Sales Call Prep

The 3 Biggest Mistakes Salespeople Make

Posted by Sharon Gillenwater on Apr 29, 2015 5:24:00 PM

Let’s face it, failure is easy. There are far more ways to fail than there are to succeed. Success takes hard work, commitment, consistency and a vision for where you are going.

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Topics: Sales Enablement, Sales Readiness, Business Conversation, Sales Call Prep

The ROI Trap: The Dangers of Neglecting Untrackable Engagements

Posted by Sharon Gillenwater on Apr 7, 2015 4:29:00 PM

We live in a data-driven world, increasingly enabled by technologies that allow us to measure nearly everything. This is a joy for those who like to live by the numbers, but a burden for marketers who are expected to answer to management’s requests for metrics and ROI reports on every activity.

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Topics: Executive engagement, Business Conversation, C-Suite

Three Tips for Conquering Fear in the C-Suite

Posted by Sharon Gillenwater on Dec 4, 2014 8:06:00 PM

If you get butterflies heading into a meeting with a CXO, you are not alone.

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Topics: Sales Enablement, Sales Readiness, C-Suite Selling, CXO Priorities, Business Conversation, Sales Call Prep, CEO Profiles

Your Secret Weapon for C-Suite Selling