In recent years CEOs have commonly handed off digital to CIOs or have hired Chief Digital Officers to own the digital realm. But as veteran CIO Larry Bonfante wrote in a recent piece for Heller Search Associates, they’ve got it all wrong. For every company trying to transform into a digital enterprise there likely is a misunderstanding of what digital is and the right strategic approach for embracing it.
Are you ready for 2017?
Let’s talk about resolutions you can keep when it comes to upping your sales mojo.
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.
Is there a glass ceiling for women CIOs in the U.S.? Looking at the results from a Korn Ferry study as well as our own analysis of women tech leaders in the Fortune 500, it’s beginning to feel that way. At least, it seems there’s less of a shattering and more of a gradual crack.
We preach a lot about the value of knowing as much as possible about your customer. Having deep insight into their goals and concerns is powerful. It helps you determine how your solutions can fit their business needs and how you can become their trusted partner. And, it doesn’t hurt if you can connect with the people themselves on a personal level.
That’s why we research and prepare executive profiles in such depth. It’s our goal to provide sales and marketing teams with as much solid, relevant information about each individual as is publicly available. Since we often get questions from our customers about how we do it, we thought it was time to show you how the sausage is made.
Day in and day out we conduct deep research on CXOs so you don’t have to. We look for insight that helps sales and marketing teams better understand their prospects and customers—what they’re thinking, their goals, challenges and what keeps them up at night. We also seek out nuggets that reveal something about their personality and key quotes that strike at the heart of what they and their organization are all about. When it comes to selling to CXOs, knowledge is power. The more you know, the better you can position yourself as being relevant, credible and a worthy potential business partner.
So, you’ve landed a meeting with a long sought-after customer. Chances are you’ve already done some research to get your foot in the door, but are you able to articulately connect the dots between their business objectives and your product or service? Do you even know what their business objectives are?
At Boardroom Insiders we have what I think is a particularly evocative phrase that we’ve embraced when either describing how we want our customers to feel—or the feeling we want to have when working with our own vendors.We call it “that spa-like feeling.”
Most companies have multiple tools to engage with executive-level customers. Most companies look to engage CXOs and other senior executives in order to build trust, strengthen relationships, shorten the sales cycle, and positively influence business decisions.
On a February 2016 earnings call, Salesforce execs crowed about having “the absolute best quarter we have ever had,” capping off “a breakthrough year.” Management attributed this “amazing” success" to "an all-time high in the number of large transactions” including a net-new nine-figure deal, a nine-figure renewal and more than 600, seven-figure plus transactions.