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Sales Enablement, Sales Strategies

Five Tips For Sales Development Reps (SDRs) Trying to Break Into the C-Suite

In a recent conversation with our sales team, I was asked to write about how our executive profiles can support Sales Development Representatives (SDRs), the people on the front lines of selling.

“Wait a minute,” I said. “I thought SDRs were the most junior, fresh-out-of-school people in sales. Surely companies don’t have them calling into the C-suite.”

Sharon Gillenwater
By Sharon Gillenwater
on Sep 5, 2017 12:03:47 PM
   
Five Tips For Sales Development Reps (SDRs) Trying to Break Into the C-Suite

In a recent conversation with our sales team, I was asked to write about how our executive profiles can support Sales...

Sharon Gillenwater
By Sharon Gillenwater
on Sep 5, 2017 12:03:47 PM
Buyer Beware: The “Smoke and Mirrors” of Sales Intelligence

Warning:  This qualifies as a professional rant. 

When it comes to sales intelligence and business “data” providers, buyer...

Sharon Gillenwater
By Sharon Gillenwater
on Aug 28, 2017 12:02:42 PM
The 2017 Fortune 500 List: Who’s In, Who’s Out, and Everything Else You Need to Know

While some look forward to annual Oscar nominations, Nobel prize announcements and baseball Hall of Fame decisions, we at ...

Sharon Gillenwater
By Sharon Gillenwater
on Aug 7, 2017 9:31:11 AM
Customer Success: What It Means to Have a Single View of Your Customer

High-performing sales teams have one thing in common: a commitment to “customer centric selling.”

But what does that really...

Sharon Gillenwater
By Sharon Gillenwater
on Aug 1, 2017 10:53:52 AM
Salesforce Ignite: This is What Customer Centricity Looks Like

Being more “customer-centric” is a goal that a lot of companies purport to have. CEOs are talking about it on quarterly...

Sharon Gillenwater
By Sharon Gillenwater
on Jul 26, 2017 2:56:06 PM
Rainmaking: Using Industry Events to Build Your Client Pipeline

Rainmaking can be a fraught endeavor. As a consultant, how do you build your pipeline, thus ensuring a steady stream of...

Sharon Gillenwater
By Sharon Gillenwater
on Jul 18, 2017 2:38:48 PM
How is Customer Success Different From Customer Service?

When we hear the term “customer service,” B2C scenarios tend to come to mind. For most of us, this might involve an online...

Sharon Gillenwater
By Sharon Gillenwater
on Jul 12, 2017 10:40:05 AM
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,...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 28, 2017 12:09:39 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 26, 2017 2:20:48 PM
Optimize Your CXO Events: How to Secure CXO 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...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 23, 2017 8:00:00 AM

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