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April 29, 2019

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

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 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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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 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 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 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...

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 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...

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 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...

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...

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 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...

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

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 03, 2014

The Sales Accountability Gap: No More Excuses

Why Our Product Should Make You Uncomfortable

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...

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,...

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 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 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...

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...

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...

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...