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Boardroom Insiders Executive Profiles Blog

Anatomy of an Executive Profile: How We Do It

Posted by Sharon Gillenwater on Jul 25, 2016 2:15:58 PM

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.

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Topics: CXO Insight, Executive Profiles, C-Suite Selling, CEO Profiles, C-Suite

What Real CXO Insight Looks Like…and How to Connect the Dots

Posted by Sharon Gillenwater on Jun 30, 2016 3:27:25 PM

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.

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Topics: CXO Insight, Executive Profiles, C-Suite Selling, CEO Profiles, C-Suite

Five Things CIOs Want You to Know

Posted by Sharon Gillenwater on Jan 6, 2016 6:21:29 PM

As you’re strategizing for new business in 2016, your staff is probably gathering data, pulling together sales materials, and practicing delivering their pitches to CIOs. But they—and you—may be missing out on the bigger picture. What CIOs want from vendors goes beyond the specifics of what you’re selling.

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Topics: CXO Insight, CIOs, C-Suite Selling, CXO Priorities, Fortune 500 Executives, CEO Profiles, C-Suite

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

Five Facts About Fortune 500 Female CIOs

Posted by Sharon Gillenwater on Jan 13, 2015 3:53:00 PM
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Topics: Executive Profiles, CIOs, Female CIOs, CEO Profiles

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.

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

The Next Hot CXO Title: Chief Marketing Technologist

Posted by Sharon Gillenwater on Dec 16, 2014 12:29:00 PM

According to the Harvard Business Review, "marketing is rapidly becoming one of the most technology-dependent functions in business." A lot has been written about how marketing organizations are scrambling to attract a new breed of talent with emerging skill sets in strategy, analytics, technology and digital.

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Topics: Executive Intelligence, Executive Profiles, C-Suite Selling, Chief Digital Officer, CEO Profiles, Head of Digital, 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

The ROI of Executive Insight

Posted by Sharon Gillenwater on Nov 19, 2014 2:24:00 PM
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Topics: Sales Enablement, Enterprise Sales, Executive Intelligence, CXO Insight, CEO Biographies, Executive Profiles, C-Suite Selling, Customer Intelligence, CEO Profiles

CXO Selling: Take That First Step

Posted by Sharon Gillenwater on Oct 22, 2014 2:30:00 PM

In our meetings with enterprise sales leaders, we notice a lot of heads nodding around the room when we talk about:

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Topics: Sales Enablement, Sales Accountability, Enterprise Sales, Sales Transformation, Sales Readiness, CXO Insight, enterprise deals, C-Suite Selling, CXO Priorities, Business Conversation, CEO Profiles

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