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Sales Enablement, Executive Intelligence, CXO Insight, CEO, CEO Biographies, CEO Facts and Figures, C-Suite Selling, CXO Priorities, Business Conversation, Fortune 500 Executives, CEO Profiles, C-Suite

The Class of ’16: The Big Issues for Incoming CEOs

Come 2016, you’ll find new faces in many CEO offices. Organizations like Starwood Hotels, Owens-Illinois, LL Bean, and others have announced top leadership changes and their priorities for 2016.

You may think all CEOs have the same goals in mind—grow the company, grow profits, be leaner. Well, sure. But that’s just the broadest of strokes. Just as you may—mistakenly—assume that all CXO personas are alike, you’d also be wrong in thinking all CEO issues, drivers, and goals are identical. As you’re planning a conversation with someone new entering the C-suite, you need to know what exactly they’re up against and what their plans are to satisfy both customers and shareholders.

Your Greatest Threat to Closing a Deal - and How to Avoid It
The Tyranny of “No Decision”

The biggest threat to closing your next big deal may not be the competition. Your biggest...

Perspectives on Leadership from the World's Top Business Leaders

Corporate executives at large, global companies live a rarefied existence. They also have immense responsibility. Their...

What B2B CEOs Can Learn From Their B2C Peers

“'It’s great to meet customers. I can get their insights and understand what they’re looking for. What I don’t want to do is...

The Secret to Breaking Through Underpenetrated Accounts

We all have them: accounts we’d love to penetrate more. Accounts that, no matter how hard we try, just never grow beyond a...

Avoid Cold Call Failure With This 5-Point Checklist

I know of no one who doesn’t get at least a little bit of the stomach flutters before a cold calling session. Still, as...

What Your Prospect Is Thinking - And How to Connect

You and your prospect likely have a lot in common. As someone who sells to Fortune 500 executives, C-suite occupants and...

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...

The ROI Trap: The Dangers of Neglecting Untrackable Engagements

We live in a data-driven world, increasingly enabled by technologies that allow us to measure nearly everything. This is a...

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...

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