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Customer Intelligence, Customer Success

Customer Success: What It Means to Have a Single View of Your Customer

High-performing sales teams have one thing in common: a commitment to “customer centric selling.”

But what does that really mean?

Sharon Gillenwater
By Sharon Gillenwater
on Aug 1, 2017 10:53:52 AM
   
Customer Success: What It Means to Have a Single View of Your Customer

High-performing sales teams have one thing in common: a commitment to “customer centric selling.”

But what does that really...

Sharon Gillenwater
By Sharon Gillenwater
on Aug 1, 2017 10:53:52 AM
Customer Retention: The Case of Your Disappearing Customers

One of the fundamentals of customer retention is that it generally costs organizations more to acquire a new customer than...

Sharon Gillenwater
By Sharon Gillenwater
on Aug 3, 2016 12:24:25 AM
“That Spa-Like Feeling”: Five Tips for Elevating the Customer Experience

At Boardroom Insiders we have what I think is a particularly evocative phrase that we’ve embraced when either describing how...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 25, 2016 12:34:37 PM
Executive Briefing Center Primer: 5 Tips for Success

Most companies have multiple tools to engage with executive-level customers. Most companies look to engage CXOs and other...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 6, 2016 8:10:53 PM
Are You an Order Taker or a Business Partner?

The time has long passed since a sales team could assume that a great presentation about their product or service would get...

Sharon Gillenwater
By Sharon Gillenwater
on Mar 1, 2016 1:09:51 AM
Don’t Get Caught with Your Pants Down in a Sales Meeting

How prepared are your sales people for their hard-won meetings with prospective customers? According to IDC, nearly 57...

Sharon Gillenwater
By Sharon Gillenwater
on Feb 4, 2016 3:27:00 PM
3 Crucial Takeaways from Your Marketing and Sales Systems

Customer Relationship Management (CRM) systems enable you to compile details about leads and customers so you can target...

Sharon Gillenwater
By Sharon Gillenwater
on Jun 29, 2015 8:10:00 AM
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...

Sharon Gillenwater
By Sharon Gillenwater
on May 27, 2015 1:30:00 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Dec 22, 2014 12:07:00 PM

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