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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...

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?

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...

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...

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...

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...

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...

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...

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.

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?

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 16, 2014

Aligning Your QBRs With CXO Priorities

Tips For More Insightful QBRs

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 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...

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.

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...

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 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 ...

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...

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...