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Customer Insight, C-Level Executive Research

Executive Research: The Fine Line Between Smart and Creepy

 In business, when does “doing your homework” on a customer cross the line into creepy, stalker-like territory?

This comes up a lot in our business. When someone sees one of our Executive Profiles for the first time, they often eye us suspiciously and ask, “Wow…where did you find all this personal information?”

Sharon Gillenwater
By Sharon Gillenwater
on May 18, 2018 12:34:45 PM
   
Executive Research: The Fine Line Between Smart and Creepy

 In business, when does “doing your homework” on a customer cross the line into creepy, stalker-like territory?

This comes...

Sharon Gillenwater
By Sharon Gillenwater
on May 18, 2018 12:34:45 PM
CIOs Sound Off on How Vendors Can Measure Up

Most tech vendors say they want to be seen as trusted partners, not faceless product pushers. And many of their ultimate...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 30, 2018 4:30:57 PM
Four Reasons Why You Should “Listen to the Whole Album” When it Comes to Executive Engagement

My college roommate was, and still is, a music fanatic. I guess I’m dating myself, but back then he was a member of all the...

Lee Demby
By Lee Demby
on Apr 26, 2018 11:49:43 AM
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

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