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Boardroom Insiders Executive Profiles Blog

Don’t Let Spinoffs Spin Out Your Customer Relationships

Posted by Sharon Gillenwater on Dec 20, 2016 4:08:56 PM

Are any of your customers involved in corporate spinoffs? Sales and marketing people are always advised to keep an eye on potential mergers and acquisitions among their customers, but we don’t usually talk about spinoffs.

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Topics: Sales Readiness, C-Suite Selling, Customer Intelligence, Account Planning, C-Suite

Why Salespeople Need to be Generous Know-It-Alls

Posted by Sharon Gillenwater on Oct 27, 2016 2:43:01 AM

If you’re like most people, a networking event or cocktail party filled with unfamiliar faces does not top of your list of favorite activities. Have you ever skipped a conference networking reception in favor of room service and a movie? I have. Most of us dread these gatherings because conversation is typically dull, repetitive and at worst, awkward. “What do you do?” “Where are you from?” “What do you think of the (insert team name) chances this season?” We’ve all been there.

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Topics: Enterprise Sales, Sales Readiness, Sales Leadership

Three Things You Need to Know About Social Selling

Posted by Sharon Gillenwater on Sep 2, 2016 6:12:17 PM

There’s no escaping the fact that we live and conduct business in a social world. Harnessing social technology is clearly now a mandate for sales. The consumer sales ecosystem has known this for years. But how are B2B, and in particular enterprise B2B sales teams succeeding with social selling? While companies like Oracle and IBM are implementing social selling programs with great success, social selling evangelist Jill Rowley, in an article in ZDNet, says that most companies are actually in the infant stages of social selling as a concept, with the majority of firms only leveraging social media in random bouts and not training their sales staff to effectively exploit the network.

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Topics: Sales Readiness, CXO Insight, C-Suite Selling

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

Are Your Prospects Dating Your CRM?

Posted by Sharon Gillenwater on Oct 15, 2015 5:19:10 PM

You wouldn’t use a CRM to court a potential romantic partner. So why do you rely on so much to build a sales relationship?

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Topics: Sales Readiness, CRM

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

Killer Strategies to Multiply Your Sales

Posted by Sharon Gillenwater on Aug 3, 2015 11:32:00 AM

In sales there is constant pressure to land newer, bigger customers. While acquiring net new customers is important, you may be leaving money on the table by neglecting to grow sales with the customers you already have.

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Topics: Sales Enablement, Sales Transformation, Sales Readiness, Sales Leadership

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

3 Key Sales Triggers That Signal Your Prospect Is Ready to Buy

Posted by Sharon Gillenwater on Jun 9, 2015 4:20:00 PM

Your database is full of potential customers, some with a higher closing probability than others, but they all have one thing in common: they haven’t purchased your product or services...yet. Each has their own reason why they haven’t bought yet: they don’t have the budget right now, you haven’t been able to prove the value, or, in some cases, you may have even told them they are not ready to purchase yet. Often, all it takes to convert these prospects into customers is the right timing. If you could somehow know exactly when they were ready and looking for what your company provides, you could spend all your time closing deals instead of mining for opportunities. But how do you know when your prospects are ready to buy? Here are three sales triggers to watch for.

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

Your Secret Weapon for C-Suite Selling