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September 16, 2020

Executives on the Move: Citigroup leans in, Workday rises and shines, and TikTok CEO jumps ship

Even with the coronavirus pandemic looming large, the summer of 2020 will likely go down as the summer of tech with the stock of Apple,...

April 30, 2018

CIOs Sound Off on How Vendors Can Measure Up

Most tech vendors say they want to be seen as trusted partners, not faceless product pushers. And many of their ultimate...

April 26, 2018

Four Reasons Why You Should “Listen to the Whole Album” When it Comes to Executive Engagement

My college roommate was, and still is, a music fanatic. I guess I’m dating myself, but back then he was a member of all the mail-order...

February 13, 2018

The Art of Storytelling in Enterprise Sales

This article originally appeared on LinkedIn here. The art of storytelling is suddenly everywhere. Within the space of two weeks, I...

February 06, 2018

Executive Engagement Strategy: Why Do C-Level Executive Agendas Matter?

A little more than six years ago, my partner Lee Demby wrote that when talking with customers about the value of C-Level executive...

June 23, 2017

Optimize Your C-Level Events: How to Secure C-Level Executive Meetings Before Your Event

“The only vendors I take the time to meet with are those that have shown they have done their homework and understand me and my...

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. ...

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...

May 19, 2016

What LinkedIn Isn’t Telling You

LinkedIn is beyond amazing. Those who remember what it was like before LinkedIn know that it has transformed so many aspects of...

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...

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...

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...

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...

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...

April 07, 2015

The ROI Trap: The Dangers of Neglecting Untrackable Engagements

We live in a data-driven world, increasingly enabled by technologies that allow us to measure nearly everything. This is a joy for...

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....

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 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?

September 03, 2014

The Sales Accountability Gap: No More Excuses

Why Our Product Should Make You Uncomfortable

August 27, 2014

CXO Engagement Takes Time and Patience

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

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 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 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...

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...

January 09, 2014

Executive Engagement: What are you missing?

Change Doesn't Take a Holiday .  What do you do to kick off CXO engagement in the New Year?

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...

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...

October 04, 2013

Executive Intelligence: What difference does it make?

When sales pros hear “the buck stops here,” we all know what that means; our solutions have to pass the “go” or “no go” test of a...

September 27, 2013

Executive Engagement: What we can learn from The Magic Kingdom

If you've ever been to Disney's Magic Kingdom, you were unknowingly taught a sales lesson on executive engagement. A lesson we can...

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 11, 2013

Podcast: What to know before selling into the C-suite

Selling into the C-suite is something that every enterprise sales pro is being encouraged to do.  Here's some cold hard facts.  

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...

August 08, 2013

For Executive Engagement, Listen to the Whole Album

Have you ever considered what executive research and music have in common? My college roommate was, and still is, a music fanatic.  He...

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...