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enterprise deals, C-Suite Selling

Building Consensus With Buying Committees—Or, How to Avoid a “No Decision” Deal


According to Harvard Business Review, the number of people involved in B2B solutions purchases grew from an average of 5.4 in 2015 to 6.8 in 2017.

Sharon Gillenwater
By Sharon Gillenwater
on Apr 17, 2018 1:04:48 PM
   
Building Consensus With Buying Committees—Or, How to Avoid a “No Decision” Deal

According to Harvard Business Review, the number of people involved in B2B solutions purchases grew from an average of 5.4...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 17, 2018 1:04:48 PM
What Industry Conferences Do You Attend to Keep Your Knowledge and Skills Fresh?
 
Attention marketers and sales leaders: what industry conferences do you attend to keep your knowledge and skills...
Sharon Gillenwater
By Sharon Gillenwater
on Mar 29, 2018 1:21:11 PM
There Are No Stupid Questions. Actually, There Are Plenty.

From the time we’re quite young, we’re assured by the adults in our lives that there are no stupid questions.

That may be...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 26, 2018 11:06:59 AM
Who’s on First: Tracking Executive Changes at Your Most Important Accounts

Here’s a fact that should get your attention: The number of CEOs who left their jobs at U.S. based companies hit 132 in...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 5, 2018 6:49:59 PM
The One Thing That All Top Sales Methodologies Have in Common

SPIN Selling. N.E.A.T. Selling. SNAP Selling. CustomerCentric Selling. MEDDIC. The Challenger Sale. These are some of the...

Sharon Gillenwater
By Sharon Gillenwater
on Feb 26, 2018 11:08:18 AM
The Art of Storytelling in Enterprise Sales

This article originally appeared on LinkedIn here.

The art of storytelling is suddenly everywhere. Within the space of two...

Sharon Gillenwater
By Sharon Gillenwater
on Feb 13, 2018 1:59:46 PM
Executive Engagement Strategy: Why Do C-Level Executive Agendas Matter?

A little more than six years ago, my partner Lee Demby wrote that when talking with customers about the value of C-Level...

Sharon Gillenwater
By Sharon Gillenwater
on Feb 6, 2018 11:44:07 AM
Why Tech Vendors Should Be Selling to the C-Suite

If you’re a tech vendor selling “digital transformation,” one of the best articles you can read right now is a piece by...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 26, 2018 2:56:09 PM
Why Do ABM? Because It Works Really Well.

So many of our customers are launching and managing Account Based Marketing programs these days. In fact, hardly a day goes...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 17, 2018 9:56:25 AM
Changing the Game in 2018: One Big Tip for Upping Your C-Level Strategy

Seeking: Female financial services CFOs in the Southwest.

Wanted: IT executives in Texas who love cricket.

No, these aren’t...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 9, 2018 1:52:55 PM

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