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Boardroom Insiders Executive Profiles Blog

Avoid Cold Call Failure With This 5-Point Checklist

Posted by Sharon Gillenwater on Oct 6, 2015 5:53:37 PM

I know of no one who doesn’t get at least a little bit of the stomach flutters before a cold calling session. Still, as nerve wracking as it can be, cold calling can be an effective way to introduce yourself and your products/services--if you do it right.

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Topics: C-Suite Selling, Sales Call Prep, C-Suite, Cold Calling

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

Secrets of the Top 10 Percent of Sales Professionals

Posted by Sharon Gillenwater on Aug 11, 2015 12:54:41 PM

A career in sales can be very lucrative. So much so that many people try their hand at it at least once in their careers. Yet if success in sales were easy, everyone would be a sales star. Anyone who has ever tried sales--or managed a sales team--knows this is definitely not the case.

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Topics: Sales Enablement, Sales Readiness, C-Suite Selling, 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

Stop Being a Product Jockey and Think Like Your Customer

Posted by Sharon Gillenwater on May 27, 2015 1:30:00 PM

There’s a big difference between a strategic sales pro and a product jockey. Product jockeys wear what they are selling like a nametag, pitching the same list of benefits to anyone who will listen. They operate under the assumption that the more people they talk to, the more deals they will close. While this approach can yield some success, operating with this type of mindset won’t help you close the types of game-changing deals that truly advance the fortunes of a company--and make a salesperson’s career. The secret to elevating your game beyond that of a product jockey is to start thinking like your customers. Here are three steps to help you get there.

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Topics: Sales Enablement, Sales Readiness, C-Suite Selling, Business Conversation, Customer Intelligence, Sales Call Prep

The 3 Biggest Mistakes Salespeople Make

Posted by Sharon Gillenwater on Apr 29, 2015 5:24:00 PM

Let’s face it, failure is easy. There are far more ways to fail than there are to succeed. Success takes hard work, commitment, consistency and a vision for where you are going.

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Topics: Sales Enablement, Sales Readiness, Business Conversation, Sales Call Prep

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

3 Reasons the C-Suite Doesn't Want to Meet With You

Posted by Sharon Gillenwater on Mar 3, 2015 4:07:00 AM

The old way of selling is dead. People don’t want to be sold to anymore and they don’t want to waste time with uninformed salespeople. C-suite executives have numerous ways to screen out salespeople with nothing relevant to say, so winning a few moments of their valuable time is harder than ever. Here are three of the most common reasons salespeople fail to secure a meeting with C-suite executives:

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

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

Selling Enterprise IT: Why One Size Does Not Fit All

Posted by Sharon Gillenwater on Jan 25, 2015 10:14:00 AM

This week the Wall Street Journal's CIO Journal ran an article by two Bain & Company partners entitled, Why Enterprise Technology Customers Are Not Happy (and What to Do About It).

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Topics: Enterprise Sales, Sales Transformation, Sales Readiness, CXO Insight, CIOs, C-Suite Selling, Sales Call Prep

Your Secret Weapon for C-Suite Selling