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Sales Enablement, Enterprise Sales, enterprise deals, Sales Leadership

Successful C-Suite Selling: Get Down to Business. Their Business

Don't waste your time.  Don't waste their time. 

Enterprise sales teams are under more pressure than ever. Customer budgets are tighter. There are more decision makers touching every deal. Sales cycles are getting longer and more deals dead end with no decision made. Sales teams are investing months—even years—nurturing relationships that seem as if they will never pay off.

Sharon Gillenwater
By Sharon Gillenwater
on Sep 30, 2016 6:46:12 PM
   
Successful C-Suite Selling: Get Down to Business. Their Business

Don't waste your time.  Don't waste their time. 

Enterprise sales teams are under more pressure than ever. Customer budgets...

Sharon Gillenwater
By Sharon Gillenwater
on Sep 30, 2016 6:46:12 PM
Top Five Reasons Why Account-Based Marketing Fails

Sales and marketing leaders from companies across a variety of industries tell us that account-based-marketing (ABM)...

Sharon Gillenwater
By Sharon Gillenwater
on Dec 2, 2015 3:00:00 PM
CXO Selling: Take That First Step

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

Sharon Gillenwater
By Sharon Gillenwater
on Oct 22, 2014 2:30:00 PM
Are Enterprise Deals Dead?

We have been reading a lot lately--and hearing from our customers who sell cloud-based solutions--about the demise of the...

Sharon Gillenwater
By Sharon Gillenwater
on Oct 14, 2014 12:27:00 PM
How "Spoon Feeding" Sales Drives Bigger Enterprise Deals

Despite increasing levels of personalization and targeting in the consumer realm, the enterprise has a long way to go when...

Sharon Gillenwater
By Sharon Gillenwater
on May 15, 2014 12:55:00 AM
Free ebook: Best Practices for C-Suite Selling

Our new ebook for sales and marketing pros is hot off the presses--and it is our gift to you.

...

Sharon Gillenwater
By Sharon Gillenwater
on Feb 25, 2014 3:52:00 PM
Why Executive Insight is Critical

When does executive insight become critical to your company's future?

Sharon Gillenwater
By Sharon Gillenwater
on Feb 4, 2014 11:25:00 PM
How to Win Bigger Deals, Faster

Every day we talk with sales pros and account managers who live and breathe a single Fortune 50 customer such as Wal-Mart,...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 22, 2014 10:55:00 AM

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