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Sales Readiness, Executive engagement, C-Suite Selling, Business Conversation, Sales Call Prep, C-Suite

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 anyway), and know that what we have to offer could benefit every prospect on our list. Our solutions are essential, valuable, and often, a game-changer for our customers. But to the executive on the other end of the phone who is not familiar with your company or your solutions, you are little more than an annoyance.

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...

3 Key Sales Triggers That Signal Your Prospect Is Ready to Buy

Your database is full of potential customers, some with a higher closing probability than others, but they all have one...

The Power of Saying "No" to a Sale

The goal of sales is to convert prospects into customers, but not every prospect should make the cut. Just because you can...

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...

How Technology is Changing Healthcare Sales

The past decade has seen a technological revolution across all industries, and healthcare is no exception. Technology has...

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...

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...

Some Context Around the Chief Digital Officer Title

According to one industry insider, "A lot of CDO (Chief Digital Officer)-type roles are borne out of frustration of CEOs who...

The Next Hot CXO Title: Chief Marketing Technologist

According to the Harvard Business Review, "marketing is rapidly becoming one of the most technology-dependent functions in...

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