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How to Win Bigger Deals, Faster

Sharon Gillenwater

Every day we talk with sales pros and account managers who live and breathe a single Fortune 50 customer such as Wal-Mart, Wells Fargo or General Motors.

If you are selling multi-million dollar deals into a single company, you probably know everything there is to know, right?


But more often than not, the old adage, "you don't know what you don't know" applies.


The article Is Your CRM Sabotaging Your Enterprise Sales talked about how a wealth of information at our fingertips--the CRM--can give us a false sense of knowing everything we need to know about our customers. The problem is, the most important information--the fundamentals--often get lost in the CRM "noise."

The most powerful CRMs and the most weighty account plans often overlook the fundamentals:

  • Who is your customer?
  • What is most important to them right now?

Our in-depth executive profiles are designed to answer these two questions. Time and again account teams are able to extract tremendous value from this executive insight. Why? Because we hone in on the executive decision makers and what they are saying and doing.

We don't sell to companies, we sell to people. When we shut out all the noise and focus on the people and what they care about, new opportunities emerge.

But don't take our word for it--put us to the test. Search our database for one of your accounts, download one of our profiles and see what you learn. There's no fee, no risk--and you might uncover a new opportunity.

Get a FREE Executive Profile

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Sharon Gillenwater
Written by Sharon Gillenwater
Sharon Gillenwater is the founder and editor-in-chief of Boardroom Insiders, which maintains an extensive database of the most in-depth executive profiles on the market, from Fortune 500 companies to independent non-profits, to help sales and marketing professionals build deeper relationships and close more deals with clients. Gillenwater is a long-time marketing consultant with expertise in marketing strategy, account-based marketing, and CXO engagement programs.
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