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Boardroom Insiders Executive Profiles Blog

CSC’s “Pursuit Marketing” Journey: An Interview With Dorothea Gosling

Posted by Sharon Gillenwater on Jan 21, 2017 12:28:10 AM

Whenever we can, we like to interview our customers and share their wisdom, best practices and success stories with our Boardroom Insiders community.

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Topics: Enterprise Marketing, Enterprise Sales, Sales Transformation, Account Based Marketing

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

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

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

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

C-suite Selling: Why Personas Are No Substitute For CXO Intelligence

Posted by Sharon Gillenwater on Jul 23, 2014 12:33:00 PM

We talk to a lot of companies with "CXO engagement" initiatives. Most of them have invested a lot of time and money creating "personas" on target roles such as Chief Marketing Officer and Chief Information Officer. Below is a sample of a basic persona, though we have seen much more robust examples from some of our customers.

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Topics: Sales Enablement, Executive Intelligence, Sales Transformation, Executive engagement, CXO Insight, CXO Priorities

Secrets of a Top Enterprise Sales Strategist

Posted by Sharon Gillenwater on Mar 12, 2014 12:43:00 PM

How “Last Mile” Research Can Help You Close Deals—and Save Your Skin

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

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

Your Secret Weapon for C-Suite Selling