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Boardroom Insiders Executive Profiles Blog

The Top Challenges Faced by Healthcare CIOs

Posted by Sharon Gillenwater on Mar 11, 2016 12:53:45 AM

Being a healthcare CIO involves a tricky balancing act. On the one hand, you’re addressing the fundamentals of any business technology infrastructure and meeting the business needs of your organization, even as it undergoes change. On the other are the regulatory issues specific to operating in the healthcare environment—most prominently data security and ensuring that HIPAA compliance is maintained—while innovating in healthcare- and patient-specific technologies.

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Topics: Executive Intelligence, CIOs, Female CIOs, Executive Leadership

Why ABM Is Such a Hot Topic

Posted by Sharon Gillenwater on Feb 11, 2016 1:35:30 PM

Account-based marketing (ABM) is getting a lot of buzz, and for good reason. Companies with sustained ABM initiatives are seeing positive and measureable results. As Marketing Land notes, “companies practicing ABM have better alignment with sales, often close bigger deals with target accounts, and increase pipeline velocity.” According to a 2015 survey by SiriusDecisions, 92 percent of companies recognize the value in ABM, calling it a B2B marketing must-have.

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Topics: Enterprise Marketing, Executive Intelligence, Account Planning

Don’t Get Caught with Your Pants Down in a Sales Meeting

Posted by Sharon Gillenwater on Feb 4, 2016 3:27:00 PM

How prepared are your sales people for their hard-won meetings with prospective customers? According to IDC, nearly 57 percent of B2B prospects and customers feel that vendor sales teams are not prepared for the first meeting.

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Topics: Executive Intelligence, C-Suite Selling, Customer Intelligence

How Four Companies are Revamping Their C-Suite in 2016

Posted by Sharon Gillenwater on Jan 19, 2016 10:22:00 AM

For most organizations, January represents a fresh start—and a good time to launch new strategies and initiatives. At least four Fortune 500 companies are also kicking off 2016 with a few new faces in the C-suite. These leaders will likely be looking to make their mark with new investments in digital and technology. Knowing about these incoming executives—and what their focus and challenges are—could help you get your pipeline off to a roaring start this year.

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Topics: Executive Intelligence, CXO Insight, News, CEO, Executive 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

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

Are CEOs replacing COOs with CIOs?

Posted by Sharon Gillenwater on Jan 6, 2015 9:06:00 PM

The disappearance of the COO role is a trend we have definitely noticed over the past few years. 

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Topics: Executive Intelligence, CIOs, Fortune 500 Executives, Executive Leadership

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

What Real Executive Intelligence Looks Like, And What It's Worth

Posted by Sharon Gillenwater on Dec 10, 2014 3:17:00 PM

We've written in the past about why personas, while useful, are no substitute for CXO intelligence.

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Topics: Sales Enablement, Enterprise Sales, Executive Intelligence, Sales Readiness, Executive engagement, CXO Insight, Executive Profiles, C-Suite Selling, Customer Intelligence, Sales Call Prep

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

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