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Sales Enablement, Marketing to the C-Suite

Attention Technology Marketers: The C-Suite is Your Target Market, Too

Ah, the good old days—when a company’s tech spend was confined to a handful of IT managers because, you know, it’s a tech thing.

Sharon Gillenwater
By Sharon Gillenwater
on May 22, 2017 7:00:00 AM
   
Attention Technology Marketers: The C-Suite is Your Target Market, Too

Ah, the good old days—when a company’s tech spend was confined to a handful of IT managers because, you know, it’s a tech...

Sharon Gillenwater
By Sharon Gillenwater
on May 22, 2017 7:00:00 AM
CXO Engagement: Why is Contact Info Not Enough?

Most companies spend too much time worrying about getting customer contact info and not enough time thinking about what they...

Sharon Gillenwater
By Sharon Gillenwater
on May 10, 2017 10:37:47 AM
A Personal Story: Meeting Unanticipated Needs

In 2008, I started Boardroom Insiders because a few of my large clients—mainly Sun Microsystems and Cisco Systems—were...

Sharon Gillenwater
By Sharon Gillenwater
on May 8, 2017 10:32:52 AM
Enterprise Sales Strategies: Why C-Suite Selling is Critical

Remember when a company’s tech spend was in the hands mid-level IT managers? These people were relatively easy to reach,...

Sharon Gillenwater
By Sharon Gillenwater
on May 2, 2017 9:02:42 AM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 24, 2017 12:00:44 PM
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

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