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July 11, 2018

C-Level Sales Call Prep: What Google Isn't Telling You

How do you prepare for a meeting with a C-Level executive?

April 24, 2017

Spoon-Feeding Sales, What’s On Your Menu?

Org charts, contact information, and social media links—the trifecta of what some marketers think is adequate background on executive...

April 04, 2017

Sales Call Preparation: Prepare For a Meeting With a C-Level Executive in 30-Minutes or Less

There’s no worse feeling than being unprepared for a meeting with a C-Level Executive. Their time is valuable and if you blow it, there...

May 03, 2016

Executive Research: How Social Are CXOs?

Given how pervasive social media has become, you’d think that going on LinkedIn, Twitter, or Facebook would be a sure-fire way to learn...

April 26, 2016

Client Meeting Preparation: Five Critical Things to Research BEFORE You Go Into a Customer Meeting

So, you’ve landed a meeting with a long sought-after customer. Chances are you’ve already done some research to get your foot in the...

October 06, 2015

Avoid Cold Call Failure With This 5-Point Checklist

I know of no one who doesn’t get at least a little bit of the stomach flutters before a cold calling session. Still, as nerve wracking...

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...

August 11, 2015

Secrets of the Top 10 Percent of Sales Professionals

A career in sales can be very lucrative. So much so that many people try their hand at it at least once in their careers. Yet if success...

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...

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...

April 29, 2015

The 3 Biggest Mistakes Salespeople Make

Let’s face it, failure is easy. There are far more ways to fail than there are to succeed. Success takes hard work, commitment,...

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...

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....

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...

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...

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.

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.