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Executive engagement, CIO Priorities

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 customers—CIOs—also say that they are looking for more from their vendors than transactional relationships. They want and expect more.

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...

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...
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...

Who’s on First: Tracking Executive Changes at Your Most Important Accounts

Here's a fact that should get your attention. Turnover among U.S. CEOs in 2018 reached an all-time high, according to global...

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...

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...

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...

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...

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...

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