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Boardroom Insiders Executive Profiles Blog

CXO Engagement: Can It Scale?

Posted by Sharon Gillenwater on Nov 29, 2016 5:05:45 PM

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

Successful CXO engagement programs are like drip irrigation. The goal is to deliver small, but highly relevant doses of insight to targeted CXOs based on what you know about them and their business. Over time, you build credibility and trust and earn the right to a deeper conversation, and, if all goes well, trusted advisor relationship status.

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Topics: Executive engagement, CXO Insight, C-Suite Selling, CXO Priorities

When SaaS Companies Grow Up: Selling Bigger Enterprise Deals

Posted by Sharon Gillenwater on Aug 11, 2016 1:43:04 PM



Recently I came across an article called "Back To The Future In Enterprise SaaS Selling.” The authors make the argument that as SaaS companies mature, it is important that they acquire more "old school skills" to continue to grow. Specifically, they are talking about the skills to sell larger, enterprise deals.

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Topics: Enterprise Sales, Executive engagement, CXO Insight, Business Conversation, SaaS

What LinkedIn Isn’t Telling You

Posted by Sharon Gillenwater on May 19, 2016 2:00:31 PM

LinkedIn is beyond amazing. Those who remember what it was like before LinkedIn know that it has transformed so many aspects of business, especially recruiting and sales. When people complain about the shortcomings of LinkedIn, it brings to mind this hilarious Louis CK clip about people complaining about the miracle of in-flight wifi.

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Topics: Sales Enablement, Sales Readiness, Executive engagement, CXO Insight

How Social Are CXOs?

Posted by Sharon Gillenwater on May 3, 2016 6:26:57 PM

Given how pervasive social media has become, you’d think that going on LinkedIn, Twitter, or Facebook would be a sure-fire way to learn about an executive’s background, business initiatives, interests, and personal passions. Certainly you want this information to help you more effectively engage with key customers and decision makers. Knowing their priorities and challenges empowers you to speak to exactly what’s on their mind and explicitly connect the dots between their business priorities and your solutions.

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Topics: Executive engagement, CXO Insight, Executive Profiles

Executive Briefing Center Primer: 5 Tips for Success

Posted by Sharon Gillenwater on Apr 6, 2016 8:10:53 PM

Most companies have multiple tools to engage with executive-level customers. Most companies look to engage CXOs and other senior executives in order to build trust, strengthen relationships, shorten the sales cycle, and positively influence business decisions.

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Topics: Executive engagement, Customer Intelligence, C-Suite

How Salesforce Is Winning Nine-Figure Deals

Posted by Sharon Gillenwater on Mar 30, 2016 8:00:39 PM

On a February 2016 earnings call, Salesforce execs crowed about having “the absolute best quarter we have ever had,” capping off “a breakthrough year.” Management attributed this “amazing” success" to "an all-time high in the number of large transactions” including a net-new nine-figure deal, a nine-figure renewal and more than 600, seven-figure plus transactions.

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Topics: Executive engagement, CEO, CEO Facts and Figures, C-Suite Selling, C-Suite

What B2B CEOs Can Learn From Their B2C Peers

Posted by Sharon Gillenwater on Nov 18, 2015 5:04:49 PM

“'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 sit back and be in an ivory tower and say ‘this is what I think it’s going to be’ – it’s understanding what the customer is asking for and then delivering against that.” — Paul Walsh, Former Chief Information Officer, Dell, Inc.

What companies come to mind when you hear “customer-centric?”

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Topics: Executive engagement, CEO, CXO Priorities, C-Suite

To Achieve Sales Success, Use This One Tip

Posted by Sharon Gillenwater on Sep 29, 2015 12:08:00 PM

Have you heard the one about the veteran sales manager – the one with at least 25 years of experience -- who remembers the days before e-mail, text messaging, smartphones and the Internet? Concerned about his team’s lackluster sales performance, it suddenly dawned on him how quiet his sales department was.

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Topics: Sales Readiness, Executive engagement, C-Suite Selling, Business Conversation, Sales Call Prep

How to Not Fail When "Cold Calling" C-Suite Executives

Posted by Sharon Gillenwater on Jul 10, 2015 5:03:00 PM

As salespeople, we don’t like to think of ourselves as solicitors. We are providing solutions that we truly believe in (or should anyway), and know that what we have to offer could benefit every prospect on our list. Our solutions are essential, valuable, and often, a game-changer for our customers. But to the executive on the other end of the phone who is not familiar with your company or your solutions, you are little more than an annoyance.

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Topics: Sales Readiness, Executive engagement, C-Suite Selling, Business Conversation, Sales Call Prep, C-Suite

How Technology is Changing Healthcare Sales

Posted by Sharon Gillenwater on Apr 14, 2015 3:29:00 PM

The past decade has seen a technological revolution across all industries, and healthcare is no exception. Technology has quickly become an integral part of healthcare, due to both governmental mandates and patient expectations. In just the last decade alone, doctors, administrators and patients have come to expect and rely on on the following technologies:

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Topics: Sales Readiness, Executive engagement, C-Suite Selling, Sales Call Prep

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