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October 16, 2020

The Inside Track – How CXOs are navigating the future of work

The ways in which we work and collaborate have changed so much over the last year, and now, corporate teams must plan for next year and...

September 30, 2020

The Inside Track – 3 approaches C-suite executives are taking to innovate and transform

It’s been said many times over, and it’s true: 2020 has been the year of the pivot, as executives in nearly every industry have grappled...

September 15, 2017

The Moment of Truth: Can Your Customer Count On You in a Catastrophe?

As a nation we’ve been fixated over the last few weeks on hurricanes and other natural disasters. For those of us at a distance it seems...

June 28, 2017

CXO Event Preparation: 5 Ways to Increase Your ROI

Before I started Boardroom Insiders I worked as a consultant to some of the biggest tech companies in Silicon Valley, helping them...

June 26, 2017

Leverage Your Own CXOs for Better Event ROI

If you’re a technology marketer, you’re likely looking at the calendar, anticipating a fall season packed with industry events and...

February 27, 2017

DO YOUR HOMEWORK:  Research Tips for Sales Relevance

  As a 25-year veteran of B2B enterprise sales, I’m always looking for ways to enhance and sharpen my skills. I recently participated in...

February 07, 2017

Digital Technology: If Digital is a “Business Thing,” Vendors Must Be in the C-Suite

In recent years CEOs have commonly handed off digital to CIOs or have hired Chief Digital Officers to own the digital realm. But as...

October 18, 2016

Executive Engagement: The Five Biggest Goofs Sales Teams Make with C-Level Executives

Longing for the good old days? You know, the Mad Men school of closing sales over leisurely three martini lunches or a game of golf?...

September 19, 2016

Do Your C-Level Events Leave You Gasping For Air?

Before I started Boardroom Insiders I worked as a consultant to some of the biggest tech companies in Silicon Valley, helping them...

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...

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...

November 18, 2015

What B2B CEOs Can Learn From Their B2C Peers

“'It’s great to meet customers. I can get their insights and understand what they’re looking for. What I don’t want to do is sit back...

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...

January 15, 2015

More Fascinating Stats on Female CXOs

The Wall Street Journal's CIO Journal picked up on our Female CIOs blog post but they added a key piece of fascinating insight:

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.

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...

August 27, 2014

CXO Engagement Takes Time and Patience

Today sales organizations everywhere are being told to build relationships with CXO level customers.

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 23, 2014

C-suite Selling: Why Personas Are No Substitute For CXO Intelligence

We talk to a lot of companies with "CXO engagement" initiatives. Most of them have invested a lot of time and money creating "personas"...

July 16, 2014

Aligning Your QBRs With CXO Priorities

Tips For More Insightful QBRs

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,...

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 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 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...

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...