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Sales Enablement, CXO Insight, CXO Research

CXO Research: Understanding What We Do

Engaging the C-suite is key to closing big enterprise deals and driving large-account ABM programs.  An essential ingredient of any C-suite engagement effort is having deep insight into a C-Level Executive’s role and responsibilities, who they are as individuals, and their business goals and challenges. Armed with this information, your team can connect the dots to how your solutions meet their business needs—and how you can become a trusted partner.

CXO Research: Understanding What We Do

Engaging the C-suite is key to closing big enterprise deals and driving large-account ABM programs.  An essential ingredient...

Attention Technology Marketers: The C-Suite is Your Target Market, Too

Ah, the good old days—when a company’s tech spend was confined to a handful of IT managers because, you know, it’s a tech...

CXO Engagement: Why is Contact Info Not Enough?

Most companies spend too much time worrying about getting customer contact info and not enough time thinking about what they...

A Personal Story: Meeting Unanticipated Needs

In 2008, I started Boardroom Insiders because a few of my large clients—mainly Sun Microsystems and Cisco Systems—were...

Enterprise Sales Strategies: Why C-Suite Selling is Critical

Remember when a company’s tech spend was in the hands mid-level IT managers? These people were relatively easy to reach,...

Spoon-Feeding Sales, What’s On Your Menu?

Org charts, contact information, and social media links—the trifecta of what some marketers think is adequate background on...

Sales Trends Emphasize Account Growth: Breaking Down 2017

What was once perceived as the simple task of convincing someone to buy something you’re selling has snowballed into a very...

Immigrant CEOs 2017: What Global Citizens Bring to American Business

 

Stories of successful immigrants abound in American business lore. It’s a  phenomenon firmly rooted in our country’s...

Client Relationships: Don’t Treat Me Like a Vendor and I Won’t Treat You Like a Prospect

There is a lot of thought-provoking content on Twitter about client relationships. This simple but profound tweet by Databox...

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