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Big Data CXOs: Planning Your Surgical Strike

October 22, 2013

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 to buy.

There are two ways you can approach this task.

You can take a shotgun approach, building the biggest possible list of IT decision makers and sending them your boilerplate pitch about the features and benefits of your product.

Or, you can plan a surgical strike, targeting high-ranking executives with known big data intiatives in place and writing them personalized communications citing their intiatives, and specifically describing how you think you can help. 

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 “We don’t want to give the impression that we are collecting so much data on our customers that we might be violating their trust…” 

Jeff Donaldson, SVP, Information Technology and CIO, Gamestop Corporation

 Which approach do you think would be more effective? Most people would say the latter.

When it comes to behavior however, most salespeople choose  the shotgun approach.
Why? Because it's easier. The surgical strike sounds like too much work.

But here's the thing. It isn't. And the payoff is huge. It puts you in the position to have a business conversation with your customer--one that can lead to a multiproduct solution deal as opposed to a few point products. It also paves the way for a long-term, relationship built on trust and credibility that will continue to pay off for years to come.

At Boardroom Insiders, we help our clients execute surgical strikes and close bigger deals, faster.

Now we want to share some of our secrets with you.

Using Big Data as an example, we have put together a toolkit of articles and resources that will enable you to execute a surgical strike on Big Data decision makers.

First we'll share with you our list of hundreds of executives with known big data initiatives. Then we will tell you:

1.   How to find deep intelligence on these Big Data decision makers

2.  How to connect the dots between what you're selling and a company's big data initiatives

3.   Our top five tips for engaging Big Data decision makers

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Sharon Gillenwater

About the Author

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.