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September 16, 2020

The Inside Track — The uncertainty gap

The only constant is change. 

September 16, 2020

Executives on the Move: Citigroup leans in, Workday rises and shines, and TikTok CEO jumps ship

Even with the coronavirus pandemic looming large, the summer of 2020 will likely go down as the summer of tech with the stock of Apple,...

September 08, 2020

Boardroom Insiders launches new product features, upgrades and expands its leadership team

FORT MILL, S.C. — Boardroom Insiders — the only business intelligence platform built exclusively to support C-suite sales, marketing and...

September 03, 2020

The Inside Track — Immigrant CEOs of the Fortune 500

When the Trump administration announced it was pushing pause on all new immigration visas through the end of 2020, it sparked an...

August 19, 2020

The Inside Track — The state of women executives in 2020

When it comes to women executives, the big news coming out of the Fortune 500 is this: 2020 marks a record year for the number of female...

August 04, 2020

The Inside Track — 4 defining CHRO priorities during COVID-19

When it comes to their employees, companies, on average, have done a pretty good job of adapting to the new normal. 

July 30, 2020

Executives on the Move: Netflix promotes content guru, Tapestry unravels

Good news: We’re now well past the halfway point in 2020. So, if you’ve managed to keep your resolution this year despite a pandemic, a...

July 22, 2020

The Inside Track – 3 things CEOs plan to keep after COVID-19

As the saying goes, never let a crisis go to waste. 

July 08, 2020

The Inside Track — 5 silver linings for CIOs amid COVID-19

At first, it was all about battening down the hatches until the COVID-19 pandemic blew over. 

June 26, 2020

Executives on the Move: TikTok turns to Disney leader, Patagonia charges ahead

It’s official: America is in a recession. But that hasn’t stopped everyone from moving onward and upward. Many C-suite executives are...

June 16, 2020

The Inside Track — A case for the power, and permanence, of virtual sales

Virtual selling is working. 

June 02, 2020

The Inside Track — This week, it's all about retail

Retail dominated earnings calls over the past two weeks, offering an in-depth look at the latest from an industry that has experienced...

May 27, 2020

Executives on the Move: Wexner bids farewell, AT&T promotes from within

It’s official: America is back in business, and companies are picking up the pieces from a beleaguered Q2. 

May 21, 2020

The Inside Track — Current CXO priorities may not be what you might think

With the havoc that COVID-19 has wrought on companies comes the widespread assumption that the executives who lead them are rethinking...

April 25, 2020

Executives on the Move: Raytheon merger takes flight, no more co-CEOs at SAP

As much as things change, they stay the same. While America has largely been on lockdown, that hasn’t stopped C-suite executives from...

April 12, 2020

Corporate events went virtual, virtually overnight. But the news is not all bad. Here’s our take.

Who doesn’t love a good event? For B2B marketers, corporate events, industry trade shows and conferences are sacrosanct. For attendees,...

March 27, 2020

Executives on the Move: ‘Most powerful woman’ steps aside, Ford looks to future

The fallout from the coronavirus outbreak continues to reverberate through the business world, but not everyone is hunkering down yet....

March 27, 2020

Executive engagement in times of crisis

Running an enterprise is challenging under the best of circumstances. Over much of the past decade, corporate leaders have enjoyed an...

March 22, 2020

Executive priorities at your key accounts are shifting amid COVID-19. We’re here to help.

By design, we are a nimble and entrepreneurial company, so we’re used to a fast pace.

March 15, 2020

Our COVID-19 update: Boardroom Insiders is open for business

COVID-19, the pandemic more commonly known as the coronavirus, is like nothing we’ve ever seen. 

March 13, 2020

Our founders talk BI PRO and what’s possible when you ask, ‘What if?’

We’ve been talking a lot the past few months about our new executive engagement platform, BI PRO. 

March 10, 2020

Executives on the Move: Gap backtracks amid slumping sales, WeWork charges ahead

Interest rates may be falling, and coronavirus is upon us, but C-suite executives aren’t hunkering down anytime soon. Many are leveling...

February 18, 2020

What if you could find out what your target executives have in common?

Selling to the C-suite is a one-to-one proposition. Executives who run enterprise companies have very big goals and very little time....

February 18, 2020

Executives on the Move: Michaels looks ahead, Sysco CEO hungry for success

The new year is officially in full swing, and companies are unveiling big plans for the rest of 2020. In the process, they’re finding...

January 23, 2020

What if you could find hidden connections among executive leaders across your key accounts?

“Who do we know at that company?”

January 21, 2020

Executives on the Move: Truist builds blended team post-merger, Google gets ready for change

The start of the year — and a new decade — has brought big changes in C-Suites across the country, as well as new opportunities for...

December 17, 2019

What if you could get a roadmap of the top business priorities at your most important accounts?

Marketing and sales organizations are forever trying to get in the heads of their most important customers and prospects. 

December 17, 2019

Executives on the Move – Subway brings in kingpin, and Nissan gets in gear

As end of year approaches, companies are making their last big C-suite overhauls of the decade.

November 25, 2019

What if you could ditch the hypothetical personas and instead leverage real insights to connect with your key accounts?

If you have experience in account-based marketing, you’re probably familiar with the “persona” — the blanket identities your create for...

November 25, 2019

Executives on the Move – McDonald’s grills its CEO and more change in the cockpit for Boeing

The most wonderful time of the year isn’t without its share of corporate scandal.

November 12, 2019

New BI PRO platform brings 'mind-blowing' magic to sales and marketing

What if…

October 28, 2019

Executives on the move — Playing musical chairs, CEO-style

With end-of-year looming and the unemployment rate at a 50-year low, it’s been a busy few weeks for HR departments. And as Q4...

October 07, 2019

Executives on the move — Under Armour brings in firepower, and SeaWorld continues to struggle post-’Blackfish’

As we head into holiday shopping season (yes, it’s already that time of year), the retail sector is experiencing some seismic leadership...

September 05, 2019

Executives on the move — CEO shakeups at Overstock, Papa John’s and Sur La Table

As the third quarter nears its end, a handful of companies are shaking things up — big time.

August 22, 2019

Executives on the move: New leadership enters the mix as Conduent, Kraft Heinz, and Uber face serious challenges

We’re back with the next installment of our new feature, Executives on the Move. This week, we’re highlighting big changes at a series...

August 08, 2019

Executives on the move: Big changes at Yum! Brands, MFA Oil and Lockheed Martin

It’s our job to know what’s happening in the world of business. If you’ve read one of our Executive Profiles, you understand why. We...

July 23, 2019

A startling prediction about the future of sales — and a trick to change the future

By the year 2020, 1 million sales reps will be out of a job.

July 08, 2019

How C-suite intelligence took this company's enterprise sales efforts to the next level

In 2018, a leading national telecommunications company decided to launch an account-based marketing program.

June 20, 2019

Inside Adobe's ABM Strategy: Why Melissa Watts puts people first

Melissa Watts is a senior marketing manager at Adobe, responsible for the territory from Miami to Maine and as far west as Texas.

June 03, 2019

The Most Important Thing You Need to Know About the Fortune 500 This Year

It’s official: There are more female CEOs on the Fortune 500 this year than at any point in the history of the list.

May 16, 2019

The most important thing we learned at the 2019 SiriusDecisions Summit

We always have a good time at the SiriusDecisions Summit, and this year was no different. We spent four days in Austin, sat in on...

May 10, 2019

ITSMA's annual forum is diving deep into how marketing can drive strategic growth

April 29, 2019

Salesforce has long been C-suite selling's biggest fan. Now, they're not alone...

April 15, 2019

Who to see and what to do at the 2019 SiriusDecisions Summit, May 5 - 8

March 13, 2019

Meet the CMOs of the Fortune 100 in 2019

2019 has brought some notable changes to the list of Fortune 100 CMOs, a role that continues to evolve beyond the management of a...

August 06, 2018

2018's State of Women CIOs in the Fortune 500

Every year since 2007 we have looked at the state of women CIOs across the Fortune 500. We track the number of women in this elite group...

July 11, 2018

C-Level Sales Call Prep: What Google Isn't Telling You

How do you prepare for a meeting with a C-Level executive?

June 25, 2018

What Color Are Your Customer's Socks? Four Tips for More Effective Executive Briefings

One of the coolest tools used by tech companies to woo customers and close bigger deals is the executive briefing center (EBC). EBCs are...

June 12, 2018

How to Write an Email to a C-Level Executive

  There’s a lot of truth in the most overused clichés. When it comes to getting the attention of busy C-Level executives—which is a...

June 11, 2018

Are You Using Speed Dating to Woo the C-Suite? Try Courtship Instead.

One of the hardest things about enterprise sales is keeping your own sense of urgency in check. Customers don't care that you have a...

May 18, 2018

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...

April 30, 2018

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...

April 26, 2018

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 mail-order...

April 17, 2018

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...

March 29, 2018

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 fresh?   I’ve...

March 26, 2018

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 true when...

March 05, 2018

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...

February 26, 2018

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 most popular...

February 13, 2018

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 weeks, I...

February 06, 2018

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 executive...

January 26, 2018

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 Thomas M. Siebel...

January 17, 2018

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 by that we...

January 09, 2018

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 match.com...

January 04, 2018

Fun Facts About Today’s Enterprise CIOs

Recently we did a deep dive into the backgrounds of hundreds of enterprise CIOs. If you are familiar with our service, you know that we...

December 21, 2017

The Role of Strategic Charitable Giving: Who’s Giving, Who are They Giving To, and Why

Companies today have huge marketing budgets to show customers how engaged they are in the world and in their communities. Think of...

December 11, 2017

Research and Recruit the Right CIO

Is the CIO you’re checking out for a client evolutionary or revolutionary? Is he or she a top, typical, or trailing performer in...

December 04, 2017

C-Suite Selling Perfected: How Salesforce is Winning More Mega-Deals

Salesforce is a company I follow very closely. Given their phenomenal growth and the fact they are a longtime customer of ours, I read...

November 13, 2017

Keeping Up With Emerging C-Level Titles: Which Matter Most?

At the beginning of 2017, Ford Motor Company decided to take a leap of faith and create a new C-level position: Chief Brand Officer....

November 06, 2017

The Military: A Great Training Ground For Sales and Marketing Leaders

Let’s face it, business can be a battlefield, especially when you carry a quota. We've taken a look at the ways military training and...

October 17, 2017

Planning Your CIO Conversations for 2018

Earlier this month, Gartner unveiled its 2018 Gartner CIO Survey, which summarizes what is top of mind with CIOs moving into 2018. The...

October 09, 2017

The Results Are In: ABM Strategy Is Paying Off

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

September 18, 2017

By the Numbers: The State of Women in the C-Suite

When it comes to trends concerning women in the C-Suite, here are some facts: Just 32 Fortune 500 companies are led by women. While...

September 15, 2017

The Moment of Truth: Can Your Customer Count On You in a Catastrophe?

As a nation we’ve been fixated over the last few weeks on hurricanes and other natural disasters. For those of us at a distance it seems...

September 07, 2017

Executive Search: Leveraging Industry Events to Get Ahead of Talent

Where do you go to connect with talent for your clients? According to Korn Ferry,  52 percent say they turn to their professional...

September 06, 2017

Chief Information Officer: Fortune 500 Female CIOs in 2017

  To view the latest update on Women CIOs of the Fortune 500 click here. A snail’s pace—that’s the measure of progress we’re seeing when...

September 05, 2017

Five Tips For Sales Development Reps (SDRs) Trying to Break Into the C-Suite

In a recent conversation with our sales team, I was asked to write about how our executive profiles can support Sales Development...

August 28, 2017

Buyer Beware: The “Smoke and Mirrors” of Sales Intelligence

Warning:  This qualifies as a professional rant.  When it comes to sales intelligence and business “data” providers, buyer beware. What...

August 07, 2017

The 2017 Fortune 500 List: Who’s In, Who’s Out, and Everything Else You Need to Know

While some look forward to annual Oscar nominations, Nobel prize announcements and baseball Hall of Fame decisions, we at Boardroom...

August 01, 2017

Customer Success: What It Means to Have a Single View of Your Customer

High-performing sales teams have one thing in common: a commitment to “customer centric selling.” But what does that really mean?

July 26, 2017

Salesforce Ignite: This is What Customer Centricity Looks Like

Being more “customer-centric” is a goal that a lot of companies purport to have. CEOs are talking about it on quarterly earnings calls....

July 18, 2017

Rainmaking: Using Industry Events to Build Your Client Pipeline

Rainmaking can be a fraught endeavor. As a consultant, how do you build your pipeline, thus ensuring a steady stream of business—and...

July 12, 2017

How is Customer Success Different From Customer Service?

When we hear the term “customer service,” B2C scenarios tend to come to mind. For most of us, this might involve an online chat session...

June 28, 2017

CXO Event Preparation: 5 Ways to Increase Your ROI

Before I started Boardroom Insiders I worked as a consultant to some of the biggest tech companies in Silicon Valley, helping them...

June 26, 2017

Leverage Your Own CXOs for Better Event ROI

If you’re a technology marketer, you’re likely looking at the calendar, anticipating a fall season packed with industry events and...

June 23, 2017

Optimize Your C-Level Events: How to Secure C-Level Executive Meetings Before Your Event

“The only vendors I take the time to meet with are those that have shown they have done their homework and understand me and my...

June 19, 2017

C-Suite Marketing: Achieve Hero Status With Your Sales Team

As a savvy marketer, you have probably noticed that digital “transformation” has risen to the top of most CEO agendas. And as a result,...

June 12, 2017

Meeting the Talent Needs of Tech Leaders: Are You Up to the Job?

It’s no secret that talent is top-of-mind for today’s business leaders, including Chief Information Officers (CIOs).

May 25, 2017

Memorial Day Salute: Honoring CEOs Who Served

It just makes sense that the rigorous training and leadership skills development that are part of serving in the military can be an...

May 25, 2017

[Video] C-Suite Selling Success Stories and the 5 Things You Need to Succeed

Hi, everybody. We're talking today about C-Suite selling success stories. My name is Sharon Gillenwater, and I'm the founder of...

May 25, 2017

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 ...

May 22, 2017

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 thing.

May 10, 2017

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 are going...

May 08, 2017

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 starting to talk...

May 02, 2017

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, spoke the...

April 24, 2017

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 executive...

April 17, 2017

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 complex,...

April 10, 2017

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 history.

April 04, 2017

Sales Call Preparation: Prepare For a Meeting With a C-Level Executive in 30-Minutes or Less

There’s no worse feeling than being unprepared for a meeting with a C-Level Executive. Their time is valuable and if you blow it, there...

March 27, 2017

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 CEO Peter...

March 20, 2017

Executive Talent Acquisition: Creating a World-Class Team

According to executive talent search experts, the wrong hire can cost a company up to three times their salary, when you factor in the...

March 12, 2017

The Realities of CXO Research

CXO research must be done.  Are you up to doing it yourself? Read any sales and marketing publication and you’re bound to be lectured...

March 06, 2017

The Executive Profile: An Essential Tool For Executive Recruiters

With each profile we publish, Boardroom Insiders is on a quest to gather and curate the most relevant and current information available...

February 27, 2017

DO YOUR HOMEWORK:  Research Tips for Sales Relevance

  As a 25-year veteran of B2B enterprise sales, I’m always looking for ways to enhance and sharpen my skills. I recently participated in...

February 14, 2017

Getting Back to Basics

You’re in sales. You’ve got a product to sell. Boom. Done. Then on to the next deal. Your technique? You use the sales enablement tools...

February 07, 2017

Digital Technology: If Digital is a “Business Thing,” Vendors Must Be in the C-Suite

In recent years CEOs have commonly handed off digital to CIOs or have hired Chief Digital Officers to own the digital realm. But as...

January 21, 2017

CSC’s “Pursuit Marketing” Journey: An Interview With Dorothea Gosling

Editor’s Note: In April 2017 CSC merged with HP Enterprise Services and the new company was rebranded as DXC Technology. Gosling now...

January 03, 2017

Nailing the First 5 Minutes of a Business Conversation

It's 2017 and IDC sees a future where C-Level executives are going to be more central than ever to critical technology buying...

January 02, 2017

10 New Year’s Resolutions for Building Better CXO Relationships

Are you ready for 2017? Let’s talk about resolutions you can keep when it comes to upping your sales mojo.

December 20, 2016

Don’t Let Spinoffs Spin Out Your Customer Relationships

Are any of your customers involved in corporate spinoffs? Sales and marketing people are always advised to keep an eye on potential...

November 29, 2016

C-Suite Engagement: Can It Scale?

Is C-Suite engagement a priority in your sales strategy at your company? If so, you are probably having discussions about how to scale. ...

November 21, 2016

How to Save Your Salespeople Time

Every day we hear from sales leaders about how their sales teams are overwhelmed and under prepared when it comes to selling to C-suite...

October 27, 2016

Enterprise Sales Strategies: Salespeople Need to be Generous Know-It-Alls

If you’re like most people, a networking event or cocktail party filled with unfamiliar faces does not top of your list of favorite...

October 18, 2016

Executive Engagement: The Five Biggest Goofs Sales Teams Make with C-Level Executives

Longing for the good old days? You know, the Mad Men school of closing sales over leisurely three martini lunches or a game of golf?...

October 07, 2016

Busting Two Big Sales Myths

Editor’s Note: This week we are proud to publish a guest post from Dianne Turner, a longtime enterprise sales professional. Turner has...

September 30, 2016

Successful C-Suite Selling: Get Down to Business. Their Business

  Don't waste their time. Don't waste your time.    Enterprise sales teams are under more pressure than ever. Customer budgets are...

September 19, 2016

Do Your C-Level Events Leave You Gasping For Air?

Before I started Boardroom Insiders I worked as a consultant to some of the biggest tech companies in Silicon Valley, helping them...

September 02, 2016

Three Things You Need to Know About Social Selling

There’s no escaping the fact that we live and conduct business in a social world. Harnessing social technology is clearly now a mandate...

August 16, 2016

CXO Selling: Three Things Enterprise Salespeople Can Learn from Management Consultants

Enterprise sales teams struggling with C-Level executive selling should take a page out of the management consultant’s playbook. Because...

August 11, 2016

When SaaS Companies Grow Up: Selling Bigger Enterprise Deals

Recently I came across an article called "Back To The Future In Enterprise SaaS Selling.” The authors make the argument that as SaaS...

August 03, 2016

Customer Retention: The Case of Your Disappearing Customers

One of the fundamentals of customer retention is that it generally costs organizations more to acquire a new customer than to keep an...

July 25, 2016

Anatomy of an Executive Profile: How We Do It

  We preach a lot about the value of knowing as much as possible about your customer. Having deep insight into their goals and concerns...

June 30, 2016

What Real CXO Insight Looks Like…and How to Connect the Dots

Day in and day out we conduct deep research on the c-suite so you don’t have to. We look for CXO insight that helps sales and marketing...

June 21, 2016

C-Suite Selling: Five Things You Need to Succeed

In a recent post we outlined how Salesforce is closing bigger deals faster by engaging CXO decision makers—all the way up to the CEO. ...

June 02, 2016

C-Suite Selling: Where Predictive Analytics Fall Short

As marketers and sales pros, we find irresistible the promise that technology tools will make our jobs easier and help us win more...

May 19, 2016

What LinkedIn Isn’t Telling You

LinkedIn is beyond amazing. Those who remember what it was like before LinkedIn know that it has transformed so many aspects of...

May 03, 2016

Executive Research: How Social Are CXOs?

Given how pervasive social media has become, you’d think that going on LinkedIn, Twitter, or Facebook would be a sure-fire way to learn...

April 26, 2016

Client Meeting Preparation: Five Critical Things to Research BEFORE You Go Into a Customer Meeting

So, you’ve landed a meeting with a long sought-after customer. Chances are you’ve already done some research to get your foot in the...

April 25, 2016

“That Spa-Like Feeling”: Five Tips for Elevating the Customer Experience

At Boardroom Insiders we have what I think is a particularly evocative phrase that we’ve embraced when either describing how we want our...

April 12, 2016

Are You a Box Checker? Why a Key Account List is Just the First Step of Your ABM Journey

Here’s a sad but true tale of missed ABM opportunity. A Fortune 100 company spends months of man-hours—and invests in various data...

March 31, 2016

How Salesforce Is Winning Nine-Figure Deals

On a February 2016 earnings call, Salesforce execs crowed about having “the absolute best quarter we have ever had,” capping off “a...

March 23, 2016

Immigrant CEOs: 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 history.

March 11, 2016

The Top Challenges Faced by Healthcare CIOs

Being a healthcare CIO involves a tricky balancing act. On the one hand, you’re addressing the fundamentals of any business technology...

March 01, 2016

Are You an Order Taker or a Business Partner?

The time has long passed since a sales team could assume that a great presentation about their product or service would get them the...

February 24, 2016

Customer Relationships: 7 Tips for Long Term Nurturing

  Congratulations! Your team scored its first sale with a valuable customer. Despite all the hard work, the journey has just begun. Now...

February 18, 2016

Where Are the Female CIO's?

Just when you thought that women were making headway in IT, a survey or two, an expert, and simply what women tell one another force you...

February 11, 2016

Why ABM Is Such a Hot Topic

Account-based marketing (ABM) is getting a lot of buzz, and for good reason. Companies with sustained ABM initiatives are seeing...

February 04, 2016

Don’t Get Caught with Your Pants Down in a Sales Meeting

How prepared are your sales people for their hard-won meetings with prospective customers? According to IDC, nearly 57 percent of B2B...

January 26, 2016

The Biggest Issues Facing Incoming CMOs in 2016

Reaching millennial customers, managing big data, and dealing with the flood of marketing technology are some of the top challenges for...

January 19, 2016

How Four Companies are Revamping Their C-Suite in 2016

For most organizations, January represents a fresh start—and a good time to launch new strategies and initiatives. At least four Fortune...

January 12, 2016

Do You Get How CIOs Measure Success?

If your aim is to increase sales of your tech solutions to CIOs and CTOs, your sales force must know how your products and services will...

January 06, 2016

Five Things CIOs Want You to Know

As you’re strategizing for new business, your staff is probably gathering data, pulling together sales materials, and practicing...

December 21, 2015

The Class of ’16: The Big Issues for Incoming CEOs

Come 2016, you’ll find new faces in many CEO offices. Organizations like Starwood Hotels, Owens-Illinois, LL Bean, and others have...

December 09, 2015

Your Greatest Threat to Closing a Deal - and How to Avoid It

The Tyranny of “No Decision” The biggest threat to closing your next big deal may not be the competition. Your biggest threat might be...

December 04, 2015

Perspectives on Leadership from the World's Top Business Leaders

Corporate executives at large, global companies live a rarefied existence. They also have immense responsibility. Their organizations...

December 02, 2015

Account-Based Marketing: The Top Five Reasons Why It Fails

Sales and marketing leaders from companies across a variety of industries tell us that account-based-marketing (ABM) programs are...

November 18, 2015

What B2B CEOs Can Learn From Their B2C Peers

“'It’s great to meet customers. I can get their insights and understand what they’re looking for. What I don’t want to do is sit back...

November 12, 2015

Is Your “Champion” Your Worst Enemy?

You’ve worked hard to build strong relationships and trust within your most important accounts. The payoff for all this hard work? A...

October 19, 2015

The Secret to Breaking Through Underpenetrated Accounts

We all have them: accounts we’d love to penetrate more. Accounts that, no matter how hard we try, just never grow beyond a few sales...

October 15, 2015

Are Your Prospects Dating Your CRM?

You wouldn’t use a CRM to court a potential romantic partner. So why do you rely on so much to build a sales relationship?

October 06, 2015

Avoid Cold Call Failure With This 5-Point Checklist

I know of no one who doesn’t get at least a little bit of the stomach flutters before a cold calling session. Still, as nerve wracking...

September 29, 2015

To Achieve Sales Success, Use This One Tip

Have you heard the one about the veteran sales manager – the one with at least 25 years of experience -- who remembers the days before...

September 01, 2015

What Your Prospect Is Thinking - And How to Connect

You and your prospect likely have a lot in common. As someone who sells to Fortune 500 executives, C-suite occupants and other...

August 18, 2015

Sales Success Stories - And How They Did It

Success in sales isn’t easy, so it’s important to celebrate the big wins--and draw inspiration from past success when times get tough....

August 11, 2015

Secrets of the Top 10 Percent of Sales Professionals

A career in sales can be very lucrative. So much so that many people try their hand at it at least once in their careers. Yet if success...

August 03, 2015

Killer Strategies to Multiply Your Sales

In sales there is constant pressure to land newer, bigger customers. While acquiring net new customers is important, you may be leaving...

July 29, 2015

Why Your Great Ideas Are Failing Within Your Sales Team

Picture this: A top sales rep at a major financial institution consistently ranks in the top 5% of his peers. He is knowledgeable,...

July 10, 2015

How to Not Fail When "Cold Calling" C-Suite Executives

As salespeople, we don’t like to think of ourselves as solicitors. We are providing solutions that we truly believe in (or should...

June 29, 2015

3 Crucial Takeaways from Your Marketing and Sales Systems

Customer Relationship Management (CRM) systems enable you to compile details about leads and customers so you can target them more...

June 09, 2015

3 Key Sales Triggers That Signal Your Prospect Is Ready to Buy

Your database is full of potential customers, some with a higher closing probability than others, but they all have one thing in...

June 05, 2015

The Power of Saying "No" to a Sale

The goal of sales is to convert prospects into customers, but not every prospect should make the cut. Just because you can do business...

May 27, 2015

Stop Being a Product Jockey and Think Like Your Customer

There’s a big difference between a strategic sales pro and a product jockey. Product jockeys wear what they are selling like a name...

May 07, 2015

Is Your Sales Strategy Recession-Proof?

2015 seems a long way from the tough economic times of 2008 and 2009, and certainly the economy is much better than it was. But if...

April 29, 2015

The 3 Biggest Mistakes Salespeople Make

Let’s face it, failure is easy. There are far more ways to fail than there are to succeed. Success takes hard work, commitment,...

April 14, 2015

How Technology is Changing Healthcare Sales

The past decade has seen a technological revolution across all industries, and healthcare is no exception. Technology has quickly...

April 07, 2015

The ROI Trap: The Dangers of Neglecting Untrackable Engagements

We live in a data-driven world, increasingly enabled by technologies that allow us to measure nearly everything. This is a joy for...

March 31, 2015

How To Achieve Better Marketing and Sales Alignment: Step 2

In part 1 of How to Achieve Better Marketing and Sales Alignment, we focused on the critical role communication plays in helping sales...

March 24, 2015

Got Rep Turnover? Learn How to Get New Reps to Succeed Faster

One of the biggest challenges faced by today’s technology companies is the constant changing of sales representatives. Our customers...

March 17, 2015

How To Achieve Better Marketing and Sales Alignment: Step 1

Let’s be honest, the line separating most sales and marketing teams is more like the Great Wall of China than a line in the sand. The...

March 11, 2015

Information vs. Intelligence: Are You Providing the Right One?

All it takes is opening your inbox to realize we are living in a world of  information overload. This affects all teams, in every...

March 03, 2015

3 Reasons the C-Suite Doesn't Want to Meet With You

The old way of selling is dead. People don’t want to be sold to anymore and they don’t want to waste time with uninformed salespeople....

January 28, 2015

Time is Money. Here Are Tips For Finding More of Both.

In an article entitled Your Scarcest Resource, the Harvard Business Review makes the sensible case that "Time is money, but few...

January 25, 2015

Selling Enterprise IT: Why One Size Does Not Fit All

This week the Wall Street Journal's CIO Journal ran an article by two Bain & Company partners entitled, Why Enterprise Technology...

January 24, 2015

Chairman of Oracle says digital transformation is a CXO priority

Jeff Henley, Chairman of Oracle Corporation, recently told Forbes that many companies have elevated strategic digital transformation...

January 15, 2015

More Fascinating Stats on Female CXOs

The Wall Street Journal's CIO Journal picked up on our Female CIOs blog post but they added a key piece of fascinating insight:

January 08, 2015

New Webinar: The Relevance Advantage

Check out our January 2015 interview with Phil Styrlund, author of Relevance: Matter More. You'll hear:

January 07, 2015

Are CEOs replacing COOs with CIOs?

The disappearance of the COO role is a trend we have definitely noticed over the past few years. 

December 22, 2014

Some Context Around the Chief Digital Officer Title

According to one industry insider, "A lot of CDO (Chief Digital Officer)-type roles are borne out of frustration of CEOs who know they need...

December 16, 2014

The Next Hot CXO Title: Chief Marketing Technologist

According to the Harvard Business Review, "marketing is rapidly becoming one of the most technology-dependent functions in business." A...

December 10, 2014

What Real Executive Intelligence Looks Like, And What It's Worth

We've written in the past about why personas, while useful, are no substitute for CXO intelligence.

December 05, 2014

Three Tips for Conquering Fear in the C-Suite

If you get butterflies heading into a meeting with a CXO, you are not alone.

November 19, 2014

The ROI of Executive Insight

November 13, 2014

Enterprise Sales Pitfalls: Don't Let This Happen To You

How confident do you feel going into a sales call with an executive decision maker?

October 22, 2014

CXO Selling: Take That First Step

In our meetings with enterprise sales leaders, we notice a lot of heads nodding around the room when we talk about:

October 14, 2014

Are Enterprise Deals Dead?

We have been reading a lot lately--and hearing from our customers who sell cloud-based solutions--about the demise of the enterprise...

September 14, 2014

Holding Sales Accountable for CXO Engagement

In last week's post, we talked about how sales accountability is a critical piece of any CXO engagement initiative. 

September 03, 2014

The Sales Accountability Gap: No More Excuses

Why Our Product Should Make You Uncomfortable

August 27, 2014

CXO Engagement Takes Time and Patience

Today sales organizations everywhere are being told to build relationships with CXO level customers.

August 19, 2014

It's not about contact info: Insight is key to sales success

There's one thing I really need to get off my chest:

August 05, 2014

Tips for C-Suite Sales Call Prep: How to Have a Business Conversation

When it comes to meetings with C-level executives, a whole new level of sales readiness is required. Unlike your mid-level customers...

July 23, 2014

C-suite Selling: Why Personas Are No Substitute For CXO Intelligence

We talk to a lot of companies with "CXO engagement" initiatives. Most of them have invested a lot of time and money creating "personas"...

July 16, 2014

Aligning Your QBRs With CXO Priorities

Tips For More Insightful QBRs

June 25, 2014

New: CXO Priorities Built Into Salesforce.com

Selling to CXOs? What if you could access CXO priorities and personal interests right from Salesforce.com? Now you can, with no hassle,...

June 16, 2014

CXO Priorities: When the C-suite nixes your deal

A new colleague recently shared a story that shows why you need insight into the C-suite of your largest accounts, even if you don't...

May 29, 2014

360 Degree Customer Programs: Don't Forget CXO Priorities, Relationships

With the availability of increasingly robust CRM systems, we're hearing a lot lately about "360 degree" customer programs, which...

May 15, 2014

How "Spoon Feeding" Sales Drives Bigger Enterprise Deals

Despite increasing levels of personalization and targeting in the consumer realm, the enterprise has a long way to go when it comes to...

May 02, 2014

CXO Priorities for Sales Pros: Are you handcuffed, or an enabler?

If you're in sales at any level, you know the feeling of being "handcuffed" with a customer. It's when you know a purchase decision...

April 04, 2014

Enterprise Sales: Tips for Bridging the Sales and Marketing Divide

Enterprise Sales and Marketing: Can't We All Just Get Along?

March 28, 2014

What Channel Sales And Blind Dates Have In Common

It's Friday, and a few folks reading this note will be incredibly anxious.  Why?  Because they are going on a blind date tonight....

March 12, 2014

Secrets of a Top Enterprise Sales Strategist

How “Last Mile” Research Can Help You Close Deals—and Save Your Skin

March 05, 2014

Free ebook--and Email Alerts on Your Most Important Accounts

Your customers' priorities are ever-changing.

February 19, 2014

Top 5 Tips for Engaging CXOs

The first thing to remember if you are trying to engage a CXO is that they are unimaginably busy. They are also surrounded by people...

February 05, 2014

Why Executive Insight is Critical

When does executive insight become critical to your company's future?

January 22, 2014

How to Win Bigger Deals, Faster

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...

January 16, 2014

How To Close Bigger Deals With Executive Insight

Most sales and marketing pros agree: the more you know about your customers, the better. Insinctively, most of us know that executive...

January 09, 2014

Executive Engagement: What are you missing?

Change Doesn't Take a Holiday .  What do you do to kick off CXO engagement in the New Year?

December 12, 2013

New Fortune 500 CEOs: Change Means Opportunity

CEO Changes = New Sales Opportunities

November 25, 2013

Thank You

This Thanksgiving, we at Boardroom Insiders are grateful to be celebrating nearly five years of helping sales pros close bigger deals,...

November 07, 2013

Managing fear selling to CXOs

We've all been there. You have a big opportunity on the table with a major account. You know that if only you could get the CXO's...

October 22, 2013

Big Data CXOs: Top Five Tips for Engaging C-Level Decision Makers

This is the fourth and final article in our special series on selling to CXOs, using CXOs with known Big Data initiatives ("Big Data...

October 22, 2013

Big Data CXOs: Connecting the Dots

This is the third of four articles in our special series on engaging Big Data CXOs.

October 22, 2013

Big Data CXOs: How Did We Find This Information?

October 22, 2013

Big Data CXOs: Planning Your Surgical Strike

If you are like many of our customers, you have a big data solution and are looking to connect with those who might have a propensity...

October 09, 2013

Executive Intelligence: Creepy vs Smart

Sometimes when someone sees one of our Executive Profiles for the first time, we get a response that sounds something like this...

October 04, 2013

Executive Intelligence: What difference does it make?

When sales pros hear “the buck stops here,” we all know what that means; our solutions have to pass the “go” or “no go” test of a...

September 27, 2013

Executive Engagement: What we can learn from The Magic Kingdom

If you've ever been to Disney's Magic Kingdom, you were unknowingly taught a sales lesson on executive engagement. A lesson we can...

September 18, 2013

"The Funnel:" Close Bigger Deals, Faster With Sales Enablement

Top sales pros unanimously agree that customer intelligence is a critical element of their sales prep.

September 11, 2013

Podcast: What to know before selling into the C-suite

Selling into the C-suite is something that every enterprise sales pro is being encouraged to do.  Here's some cold hard facts.  

September 04, 2013

Is Your CRM Sabotaging Your Enterprise Sales?

  Recently sales leadership guru Lisa McLeod posed the provocative question, "Is Your Sales Force Being Sabotaged By Your CRM?" In her ...

August 27, 2013

Can you help CIOs and CMOs come together?

A new study from Accenture about CIO/CMO collaboration is getting loads of attention.

August 15, 2013

Enterprise Sales: Slow Down It Is Not Speed Dating

One of the hardest things about enterprise sales is keeping your own sense of urgency in check. Customers don't care that you have a...

August 08, 2013

For Executive Engagement, Listen to the Whole Album

Have you ever considered what executive research and music have in common? My college roommate was, and still is, a music fanatic.  He...

February 05, 2013

Amazing Takes Effort: The Case for Working Harder AND Smarter

We love the quote at right. While it has been attributed to a basketball coach, it applies to every one of us.

January 10, 2013

You Don't Know What You Don't Know

Confident, optimistic and always on the go, typical sales pros have little time to ponder what they might be missing when it comes to...

January 10, 2013

Using Insight to Break the Ice: Five Tips For More Effective Customer Events

In this digital age, face-to-face meetings are becoming a rarity. This can be an obstacle to building loyalty and relationships with...

December 03, 2012

Don't Let The Perfect Be the Enemy of the Good

Salespeople are always looking for a silver bullet — a resource that connects all the dots telling them who to call, what to say, and...

June 10, 2012

Fish in blue water

You are likely familiar with the popular business strategy book Blue Ocean Strategy. The premise is that many companies are competing...

April 30, 2012

Three New Ways to Use C-Level Insight

In our conversations with sales and marketing pros, we hear that the sales environment is more competitive than ever. They see customer...

April 10, 2012

The Art Of Storytelling In Enterprise Sales

Where I’m from (the south), “storytelling” is a term often used for slick-talk’n hucksters. People who start their tales with an...

February 14, 2012

Female CIOs: Part II

Two weeks ago we published a list of Fortune 250 CIOs who are women, along with some thoughts about why you should care. This post...

February 06, 2012

F-250 Female Chief Information Officers Approaching 20%

Women who achieve the rank of Chief Information Officer--in the Fortune 250 no less--are some of the most interesting executives we cover....

November 11, 2011

C-Suite Selling: How to Get a Meeting with a CIO

Having worked on CXO-facing programs for more than a decade, I think I have a pretty good idea of what works and what doesn't when it...

October 11, 2011

The "Rule Of Thirds" In Enterprise Sales

The "Rule of Thirds" is really quite simple, but we think a powerful lesson lies within. Follow me for a minute.

October 11, 2011

Account Based Marketing Made Simple

Over the years our executive profiles have supported many account based marketing programs (ABM). If you are not familiar with ABM, it is...

September 11, 2011

Why Marc Benioff thinks you should engage CXOs

We are big fans of Marc Benioff, the visionary behind Salesforce.com, the leader in the red-hot cloud computing space. Benioff shares our...

August 11, 2011

Why CXO Agendas Matter

When talking with customers about the value of Boardroom Insiders C-Level executive profiles, we sometimes hear, "But we do not sell to the...

July 11, 2011

Critical Success Factors for Sales Transformation

As purveyors of in-depth executive profiles, we hear on a daily basis from enterprise sales teams looking for more information on executive...

January 11, 2011

Why Economic Development Teams Love Boardroom Insiders

The competition between states looking to woo businesses seeking headquarters and factory sites is intense. Economic development is a major...

November 11, 2010

Playing Matchmaker: Designing A More Powerful Executive Sponsorship Program

Given that most of our customers are global enterprise companies, we are well-positioned to spot emerging trends in the areas of key...

October 11, 2010

Boardroom Insiders Featured in "Conversation Signposts"

Boardroom Insiders President Lee Demby recently spoke to the folks at St. Meyer & Hubbard, which resulted in this newsletter article:

September 11, 2010

Case Study: Best Practices in Account Based Marketing

Earlier this year, a Fortune 100 technology company presented us with a challenge: deliver in-depth profiles of 100 customer executives...

September 11, 2010

New CXO Role: Chief Marketing Technologist

If you sell tech services to CMOs–such as marketing analytics or campaign management tools, head's up! The idea of a new position–the Chief...

May 11, 2010

New IBM CEO Study

On site at SapphireNow, I was briefed today on a brand new CEO study from IBM. The company interviewed more than 1500 CEOs worldwide. Among...

January 11, 2010

Marc Benioff on "Connecting the Dots"

I have been enjoying  Marc Benioff's book, Behind the Cloud, which Santa left for me under the tree last month. Benioff is the CEO and...

January 11, 2010

Why Tom OToole is one of the most interesting CMOs around

I just found out that Tom O'Toole has been named CMO of United Airlines. I have been following his career for quite awhile. While at Hyatt...

October 11, 2009

Retail CFOs Plan Inventory Ramp-up

Two new surveys of retail executives show that retailers believe the economic recovery could be just around the corner. The BDO Seidman...

April 11, 2009

Boardroom Insiders a Finalist for 2009 "Model of Excellence" Award

We were thrilled and surprised by today's announcement that Boardroom Insiders is a finalist for a 2009 "Model of Excellence Award" by the ...

February 11, 2009

Why CMOs Clash With CEOs

Check out this recent article by Al Ries that appeared on the AdAge website. Ries calls the clash between left-brain management and...

February 11, 2009

CFOs Getting More Involved in IT Purchasing

For those of you who regularly sell to CIOs, I read an article in The McKinsey Quarterly today that predicts a growing convergence of IT...

January 11, 2009

Join our new LinkedIn Group!

There are plenty of forums out there about general sales and marketing–but I haven't yet found a good one that focuses on the special...

December 11, 2008

Slides from 12/4 Webinar: "Best Practices in CXO Marketing"

Hi everyone,We had a great turnout for our webinar on 12/4, "Best Practices in CXO Marketing." And since then, we have had many requests...

December 10, 2008

Relevance: The key to C-level engagement

When it comes to being marketed to, we are all experts. As individuals, we are on the receiving end of thousands of “impressions” every...

November 11, 2008

The Top Ten "Leadership Factories"

A study commissioned and reported by USA Today revealed that one in every five CEOs running publicly traded corporations with a market...

September 11, 2008

CEOs "Unplugged"

In corporate America, CEOs are our celebrities. Having worked as a consultant for many Fortune 500s, I know the incredible demands placed...