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Sales Enablement, Client Relationships

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 starting to talk about the need to sell directly to CIOs. As technology was evolving from being siloed in departments or business units to become a true business enabler, it was gaining the attention of top corporate decision makers.

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...

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...

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