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May 02, 2017

Enterprise Sales Strategies: Why C-Suite Selling is Critical

Remember when a company’s tech spend was in the hands mid-level IT managers? These people were relatively easy to reach, spoke the...

March 27, 2017

Client Relationships: Don’t Treat Me Like a Vendor and I Won’t Treat You Like a Prospect

There is a lot of thought-provoking content on Twitter about client relationships. This simple but profound tweet by Databox CEO Peter...

October 27, 2016

Enterprise Sales Strategies: Salespeople Need to be Generous Know-It-Alls

If you’re like most people, a networking event or cocktail party filled with unfamiliar faces does not top of your list of favorite...

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?...

October 07, 2016

Busting Two Big Sales Myths

Editor’s Note: This week we are proud to publish a guest post from Dianne Turner, a longtime enterprise sales professional. Turner has...

September 30, 2016

Successful C-Suite Selling: Get Down to Business. Their Business

  Don't waste their time. Don't waste your time.    Enterprise sales teams are under more pressure than ever. Customer budgets are...

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...

August 11, 2016

When SaaS Companies Grow Up: Selling Bigger Enterprise Deals

Recently I came across an article called "Back To The Future In Enterprise SaaS Selling.” The authors make the argument that as SaaS...

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...

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 07, 2015

Is Your Sales Strategy Recession-Proof?

2015 seems a long way from the tough economic times of 2008 and 2009, and certainly the economy is much better than it was. But if...

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...

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...

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?

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...

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...

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 28, 2014

What Channel Sales And Blind Dates Have In Common

It's Friday, and a few folks reading this note will be incredibly anxious.  Why?  Because they are going on a blind date tonight....

March 12, 2014

Secrets of a Top Enterprise Sales Strategist

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

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...

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...

October 09, 2013

Executive Intelligence: Creepy vs Smart

Sometimes when someone sees one of our Executive Profiles for the first time, we get a response that sounds something like this...

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.

August 15, 2013

Enterprise Sales: Slow Down It Is Not Speed Dating

One of the hardest things about enterprise sales is keeping your own sense of urgency in check. Customers don't care that you have a...

October 11, 2011

The "Rule Of Thirds" In Enterprise Sales

The "Rule of Thirds" is really quite simple, but we think a powerful lesson lies within. Follow me for a minute.