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Boardroom Insiders Executive Profiles Blog

Four Keys to Improving Sales Potential with Enterprise Decision Makers

Posted by Sharon Gillenwater on Sep 30, 2016 6:46:12 PM

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.

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Topics: Sales Enablement, Enterprise Sales, enterprise deals, Sales Leadership

Top Five Reasons Why Account-Based Marketing Fails

Posted by Sharon Gillenwater on Dec 2, 2015 3:00:00 PM

Sales and marketing leaders from companies across a variety of industries tell us that account-based-marketing (ABM) programs are essential to engaging and retaining their most important customers. Nearly all of our customers are either piloting ABM or have full-fledged programs up and running. But these programs are not without some serious executional challenges, which tend to fall into five categories.

Here are the top five reasons why account-based marketing fails.

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Topics: Enterprise Sales, Sales Transformation, enterprise deals, Account Planning

Time is Money. Here Are Tips For Finding More of Both.

Posted by Sharon Gillenwater on Jan 28, 2015 12:06:00 PM

In an article entitled Your Scarcest Resource, the Harvard Business Review makes the sensible case that "Time is money, but few organizations treat it that way."

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Topics: Sales Enablement, Enterprise Sales, Executive Intelligence, Sales Readiness, Quarterly Business Reviews, enterprise deals, Customer Intelligence, Account Planning, Sales Call Prep

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

Are Enterprise Deals Dead?

Posted by Sharon Gillenwater on Oct 14, 2014 12:27:00 PM

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

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Topics: Enterprise enablement, Sales Enablement, Enterprise Sales, Executive Intelligence, Sales Transformation, Sales Readiness, CIOs, enterprise deals, C-Suite Selling, CXO Priorities, Business Conversation

How "Spoon Feeding" Sales Drives Bigger Enterprise Deals

Posted by Sharon Gillenwater on May 15, 2014 12:55:00 AM

Despite increasing levels of personalization and targeting in the consumer realm, the enterprise has a long way to go when it comes to providing their own employees--particularly salespeople--with the right information when they need it.

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Topics: Enterprise Marketing, Enterprise Sales, Executive Intelligence, Executive Profiles, enterprise deals, CXO Priorities, Customer Intelligence

Free ebook--and Email Alerts on Your Most Important Accounts

Posted by Sharon Gillenwater on Mar 5, 2014 5:04:00 PM

Your customers' priorities are ever-changing.

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Topics: Sales Transformation, Executive engagement, enterprise deals, C-Suite Selling, Customer Intelligence

Free ebook: Best Practices for C-Suite Selling

Posted by Sharon Gillenwater on Feb 25, 2014 3:52:00 PM

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

Free ebook for enterprise sales and marketing pros: Best Practices for C-suite selling

Get instant access to "Best Practices for C-Suite Selling" and you'll learn:

  • Why You Need To Be in the C-Suite
  • Why Executive Insight Is Critical
  • Research Essentials for C-Suite Selling
  • The Dos and Don’ts of CXO Engagement
  • How to Manage Your Fear in the C-Suite
  • Five Tips for More Effective CXO Events

"When sellers call on me, I want to know that they’re listening, that they have a point of view, and to hear some recommendations and ideas in the context of my business. If they don’t relate it to me, they’ve lost credibility and set their sales cycle back."

- Jim Steele, Chief Customer Officer, Salesforce .com

Free ebook for enterprise sales and marketing pros: Best Practices for C-suite selling

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Topics: Enterprise Sales, Executive Intelligence, Sales Transformation, Executive engagement, Executive Profiles, enterprise deals

Why Executive Insight is Critical

Posted by Sharon Gillenwater on Feb 4, 2014 11:25:00 PM

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

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Topics: Enterprise Sales, Sales Transformation, enterprise deals, C-Suite Selling, CEO Profiles

How to Win Bigger Deals, Faster

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

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

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Topics: Enterprise Sales, Sales Transformation, enterprise deals, C-Suite Selling, Customer Intelligence

Your Secret Weapon for C-Suite Selling