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Lee Demby

Lee Demby

July 23, 2019

A prediction about the future of sales — and a trick for the future

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

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...

April 26, 2018

“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...

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...

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....

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?

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 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 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 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: 5 Tips For 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....

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...

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...