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September 16, 2020

The Inside Track — The uncertainty gap

The only constant is change. 

January 04, 2018

Fun Facts About Today’s Enterprise CIOs

Recently we did a deep dive into the backgrounds of hundreds of enterprise CIOs. If you are familiar with our service, you know that we...

March 11, 2016

The Top Challenges Faced by Healthcare CIOs

Being a healthcare CIO involves a tricky balancing act. On the one hand, you’re addressing the fundamentals of any business technology...

February 11, 2016

Why ABM Is Such a Hot Topic

Account-based marketing (ABM) is getting a lot of buzz, and for good reason. Companies with sustained ABM initiatives are seeing...

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 19, 2016

How Four Companies are Revamping Their C-Suite in 2016

For most organizations, January represents a fresh start—and a good time to launch new strategies and initiatives. At least four Fortune...

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...

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 07, 2015

Are CEOs replacing COOs with CIOs?

The disappearance of the COO role is a trend we have definitely noticed over the past few years. 

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.

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 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

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 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...

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?

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...

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...