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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....

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...

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 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...

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...

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...

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...

July 16, 2014

Aligning Your QBRs With CXO Priorities

Tips For More Insightful QBRs

March 12, 2014

Secrets of a Top Enterprise Sales Strategist

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

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...

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...