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CXO Insight, CEO, C-Suite Selling

CXO Selling: Five Things You Need to Succeed

In a recent post we outlined how Salesforce is closing bigger deals faster by engaging CXO decision makers—all the way up to the CEO.

Many companies are trying to emulate this CXO engagement strategy, but few are successful.

Why is this the case?

We have consulted with hundreds of companies on CXO engagement and have observed that there are five critical success factors that come into play when it comes to CXO selling. They are:

Sharon Gillenwater
By Sharon Gillenwater
on Jun 21, 2016 2:52:30 PM
   
CXO Selling: Five Things You Need to Succeed

In a recent post we outlined how Salesforce is closing bigger deals faster by engaging CXO decision makers—all the way up to...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 21, 2016 2:52:30 PM
Five Critical Things to Research BEFORE You Go Into a Customer Meeting

So, you’ve landed a meeting with a long sought-after customer. Chances are you’ve already done some research to get your...

Sharon Gillenwater
By Sharon Gillenwater
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At Boardroom Insiders we have what I think is a particularly evocative phrase that we’ve embraced when either describing how...

Sharon Gillenwater
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Sharon Gillenwater
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There’s no shortage of research on immigrant-founded and led businesses in the U.S. According to The Partnership for the...

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For most organizations, January represents a fresh start—and a good time to launch new strategies and initiatives. At least...

Sharon Gillenwater
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Sharon Gillenwater
By Sharon Gillenwater
on Dec 21, 2015 1:04:32 PM
Perspectives on Leadership from the World's Top Business Leaders

Corporate executives at large, global companies live a rarefied existence. They also have immense responsibility. Their...

Sharon Gillenwater
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on Dec 4, 2015 4:28:53 PM
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“'It’s great to meet customers. I can get their insights and understand what they’re looking for. What I don’t want to do is...

Sharon Gillenwater
By Sharon Gillenwater
on Nov 18, 2015 5:04:49 PM
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Top sales pros unanimously agree that customer intelligence is a critical element of their sales prep.
Sharon Gillenwater
By Sharon Gillenwater
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