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Sales Transformation, Best Practices

Sales Trends Emphasize Account Growth: Breaking Down 2017

What was once perceived as the simple task of convincing someone to buy something you’re selling has snowballed into a very complex, tech-driven process that few—including both the sellers and the buyers—completely understand. In the B2B world, there’s so much at stake that, according to CEB, there is added pressure on companies to seek more revenue from existing customers.

Sharon Gillenwater
By Sharon Gillenwater
on Apr 17, 2017 11:25:53 AM
   
Sales Trends Emphasize Account Growth: Breaking Down 2017

What was once perceived as the simple task of convincing someone to buy something you’re selling has snowballed into a very...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 17, 2017 11:25:53 AM
Immigrant CEOs 2017: What Global Citizens Bring to American Business

 

Stories of successful immigrants abound in American business lore. It’s a  phenomenon firmly rooted in our country’s...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 10, 2017 8:00:00 AM
Sales Call Preparation: 3 Tips to Help You Prepare for a CXO Meeting in 30-Minutes or Less

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

Sharon Gillenwater
By Sharon Gillenwater
on Apr 4, 2017 11:00:58 AM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 27, 2017 10:15:26 AM
Executive Talent Acquisition: Creating a World-Class Team

According to executive talent search experts, the wrong hire can cost a company up to three times their salary, when you...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 20, 2017 10:53:43 AM
The Realities of CXO Research
CXO research must be done.  Are you up to doing it yourself?

Read any sales and marketing publication and you’re bound to...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 12, 2017 6:10:06 PM
The Executive Profile: An Essential Tool For Executive Recruiters

With each profile we publish, Boardroom Insiders is on a quest to gather and curate the most relevant and current...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 6, 2017 5:00:00 AM
DO YOUR HOMEWORK:  Research Tips for Sales Relevance

 

As a 25-year veteran of B2B enterprise sales, I’m always looking for ways to enhance and sharpen my skills. I recently...

Dianne Turner
By Dianne Turner
on Feb 27, 2017 9:37:32 AM
Getting Back to Basics

You’re in sales. You’ve got a product to sell. Boom. Done. Then on to the next deal. Your technique? You use the sales...

Sharon Gillenwater
By Sharon Gillenwater
on Feb 14, 2017 5:26:28 PM
Digital Technology: If Digital is a “Business Thing,” Vendors Must Be in the C-Suite

In recent years CEOs have commonly handed off digital to CIOs or have hired Chief Digital Officers to own the digital realm....

Sharon Gillenwater
By Sharon Gillenwater
on Feb 7, 2017 1:51:42 PM

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