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Executive engagement, CIO Priorities

CIOs Sound Off on How Vendors Can Measure Up

Most tech vendors say they want to be seen as trusted partners, not faceless product pushers. And many of their ultimate customers—CIOs—also say that they are looking for more from their vendors than transactional relationships. They want and expect more.

CIOs Sound Off on How Vendors Can Measure Up

Most tech vendors say they want to be seen as trusted partners, not faceless product pushers. And many of their ultimate...

Four Reasons Why You Should “Listen to the Whole Album” When it Comes to Executive Engagement

My college roommate was, and still is, a music fanatic. I guess I’m dating myself, but back then he was a member of all the...

The Art of Storytelling in Enterprise Sales

This article originally appeared on LinkedIn here.

The art of storytelling is suddenly everywhere. Within the space of two...

Executive Engagement Strategy: Why Do C-Level Executive Agendas Matter?

A little more than six years ago, my partner Lee Demby wrote that when talking with customers about the value of C-Level...

Optimize Your C-Level Events: How to Secure C-Level Executive Meetings Before Your Event

“The only vendors I take the time to meet with are those that have shown they have done their homework and understand me and...

C-Suite Engagement: Can It Scale?

Is C-Suite engagement a priority in your sales strategy at your company? If so, you are probably having discussions about...

What LinkedIn Isn’t Telling You

LinkedIn is beyond amazing. Those who remember what it was like before LinkedIn know that it has transformed so many aspects...

How Salesforce Is Winning Nine-Figure Deals

On a February 2016 earnings call, Salesforce execs crowed about having “the absolute best quarter we have ever had,” capping...

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...

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