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enterprise deals, C-Suite Selling

Building Consensus With Buying Committees—Or, How to Avoid a “No Decision” Deal


According to Harvard Business Review, the number of people involved in B2B solutions purchases grew from an average of 5.4 in 2015 to 6.8 in 2017.

Sharon Gillenwater
By Sharon Gillenwater
on Apr 17, 2018 1:04:48 PM
   
Building Consensus With Buying Committees—Or, How to Avoid a “No Decision” Deal

According to Harvard Business Review, the number of people involved in B2B solutions purchases grew from an average of 5.4...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 17, 2018 1:04:48 PM
Successful C-Suite Selling: Get Down to Business. Their Business
 
Don't waste their time. Don't waste your time.   

Enterprise sales teams are under more pressure than ever. Customer...

Sharon Gillenwater
By Sharon Gillenwater
on Sep 30, 2016 6:46:12 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
How "Spoon Feeding" Sales Drives Bigger Enterprise Deals

Despite increasing levels of personalization and targeting in the consumer realm, the enterprise has a long way to go when...

Sharon Gillenwater
By Sharon Gillenwater
on May 15, 2014 12:55:00 AM
Why Executive Insight is Critical

When does executive insight become critical to your company's future?

Sharon Gillenwater
By Sharon Gillenwater
on Feb 4, 2014 11:25:00 PM
How to Win Bigger Deals, Faster

Every day we talk with sales pros and account managers who live and breathe a single Fortune 50 customer such as Wal-Mart,...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 22, 2014 10:55:00 AM
"The Funnel:" Close Bigger Deals, Faster With Sales Enablement
Top sales pros unanimously agree that customer intelligence is a critical element of their sales prep.
Sharon Gillenwater
By Sharon Gillenwater
on Sep 18, 2013 11:14:00 AM

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