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CXO Priorities, Research Tips

DO YOUR HOMEWORK:  Research Tips for Sales Relevance

 

As a 25-year veteran of B2B enterprise sales, I’m always looking for ways to enhance and sharpen my skills. I recently participated in two skills development opportunities that reinforced a recurring theme about always doing my homework on a target contact or company. While I have always seen this as an essential step, revisiting it has caused me to look at the notion of “doing my homework” with increased focus.

Dianne Turner
By Dianne Turner
on Feb 27, 2017 9:37:32 AM
   
DO YOUR HOMEWORK:  Research Tips for Sales Relevance

 

As a 25-year veteran of B2B enterprise sales, I’m always looking for ways to enhance and sharpen my skills. I recently...

Dianne Turner
By Dianne Turner
on Feb 27, 2017 9:37:32 AM
Digital Technology: If Digital is a “Business Thing,” Vendors Must Be in the C-Suite

In recent years CEOs have commonly handed off digital to CIOs or have hired Chief Digital Officers to own the digital realm....

Sharon Gillenwater
By Sharon Gillenwater
on Feb 7, 2017 1:51:42 PM
CXO Engagement: Can It Scale?

Is CXO engagement a priority at your company? If so, you are probably having discussions about how to scale.

Successful CXO...

Sharon Gillenwater
By Sharon Gillenwater
on Nov 29, 2016 5:05:45 PM
The Five Biggest Goofs Sales Teams Make with CXOs

Longing for the good old days? You know, the Mad Men school of closing sales over leisurely three martini lunches or a game...

Sharon Gillenwater
By Sharon Gillenwater
on Oct 18, 2016 7:48:37 PM
Why Your CXO Events Aren’t Paying Off…And Five Ways You Can Improve

Before I started Boardroom Insiders I worked as a consultant to some of the biggest tech companies in Silicon Valley,...

Sharon Gillenwater
By Sharon Gillenwater
on Sep 19, 2016 5:50:37 PM
Customer Retention: The Case of Your Disappearing Customers

Fundamentals of Customer Retention

One of the fundamentals of customer retention is that it generally costs organizations...

Sharon Gillenwater
By Sharon Gillenwater
on Aug 3, 2016 12:24:25 AM
Five Things CIOs Want You to Know

As you’re strategizing for new business in 2016, your staff is probably gathering data, pulling together sales materials,...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 6, 2016 6:21:29 PM
The Class of ’16: The Big Issues for Incoming CEOs

Come 2016, you’ll find new faces in many CEO offices. Organizations like Starwood Hotels, Owens-Illinois, LL Bean, and...

Sharon Gillenwater
By Sharon Gillenwater
on Dec 21, 2015 1:04:32 PM
What B2B CEOs Can Learn From Their B2C Peers

“'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
Chairman of Oracle says digital transformation is a CXO priority

Jeff Henley, Chairman of Oracle Corporation, recently told Forbes that many companies have elevated strategic digital...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 24, 2015 11:14:00 AM

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