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enterprise deals, C-Suite Selling

Building Consensus With Buying Committees—Or, How to Avoid a “No Decision” Deal


According to Harvard Business Review, the number of people involved in B2B solutions purchases grew from an average of 5.4 in 2015 to 6.8 in 2017.

Sharon Gillenwater
By Sharon Gillenwater
on Apr 17, 2018 1:04:48 PM
   
Building Consensus With Buying Committees—Or, How to Avoid a “No Decision” Deal

According to Harvard Business Review, the number of people involved in B2B solutions purchases grew from an average of 5.4...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 17, 2018 1:04:48 PM
There Are No Stupid Questions. Actually, There Are Plenty.

From the time we’re quite young, we’re assured by the adults in our lives that there are no stupid questions.

That may be...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 26, 2018 11:06:59 AM
Why Tech Vendors Should Be Selling to the C-Suite

If you’re a tech vendor selling “digital transformation,” one of the best articles you can read right now is a piece by...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 26, 2018 2:56:09 PM
C-Suite Selling Perfected: How Salesforce is Winning More Mega-Deals

Salesforce is a company I follow very closely. Given their phenomenal growth and the fact they are a longtime customer of...

Sharon Gillenwater
By Sharon Gillenwater
on Dec 4, 2017 3:04:14 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
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
[Video] C-Suite Selling Success Stories and the 5 Things You Need to Succeed
Hi, everybody. We're talking today about C-Suite selling success stories. My name is Sharon Gillenwater, and I'm the...
Sharon Gillenwater
By Sharon Gillenwater
on May 25, 2017 3:49:26 PM
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
Nailing the First 5 Minutes of a Business Conversation

It's 2017 and IDC sees a future where C-Level executives are going to be more central than ever to critical technology...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 3, 2017 7:12:00 AM
Don’t Let Spinoffs Spin Out Your Customer Relationships

Are any of your customers involved in corporate spinoffs? Sales and marketing people are always advised to keep an eye on...

Sharon Gillenwater
By Sharon Gillenwater
on Dec 20, 2016 4:08:56 PM

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