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Executive engagement, CEO, CXO Priorities, C-Suite

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 sit back and be in an ivory tower and say ‘this is what I think it’s going to be’ – it’s understanding what the customer is asking for and then delivering against that.” — Paul Walsh, Former Chief Information Officer, Dell, Inc.

What companies come to mind when you hear “customer-centric?”

Sharon Gillenwater
By Sharon Gillenwater
on Nov 18, 2015 5:04:49 PM
   
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...

Sharon Gillenwater
By Sharon Gillenwater
on Nov 18, 2015 5:04:49 PM
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...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 24, 2015 11:14:00 AM
Three Tips for Conquering Fear in the C-Suite

If you get butterflies heading into a meeting with a CXO, you are not alone.

Sharon Gillenwater
By Sharon Gillenwater
on Dec 4, 2014 8:06:00 PM
CXO Selling: Take That First Step

In our meetings with enterprise sales leaders, we notice a lot of heads nodding around the room when we talk about:

Sharon Gillenwater
By Sharon Gillenwater
on Oct 22, 2014 2:30:00 PM
Are Enterprise Deals Dead?

We have been reading a lot lately--and hearing from our customers who sell cloud-based solutions--about the demise of the...

Sharon Gillenwater
By Sharon Gillenwater
on Oct 14, 2014 12:27:00 PM
CXO Engagement Takes Time and Patience

Today sales organizations everywhere are being told to build relationships with CXO level customers.

Sharon Gillenwater
By Sharon Gillenwater
on Aug 26, 2014 11:51:00 PM
Tips for C-Suite Sales Call Prep: How to Have a Business Conversation

When it comes to meetings with C-level executives, a whole new level of sales readiness is required. Unlike your mid-level...

Sharon Gillenwater
By Sharon Gillenwater
on Aug 5, 2014 3:47:00 PM
C-suite Selling: Why Personas Are No Substitute For CXO Intelligence

We talk to a lot of companies with "CXO engagement" initiatives. Most of them have invested a lot of time and money...

Sharon Gillenwater
By Sharon Gillenwater
on Jul 23, 2014 12:33:00 PM

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