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CEO Biographies, Sales Call Prep

Spoon-Feeding Sales, What’s On Your Menu?

Org charts, contact information, and social media links—the trifecta of what some marketers think is adequate background on executive decision makers—is not enough if the plan is for sales to have productive business conversations.

Sharon Gillenwater
By Sharon Gillenwater
on Apr 24, 2017 12:00:44 PM
   
Spoon-Feeding Sales, What’s On Your Menu?

Org charts, contact information, and social media links—the trifecta of what some marketers think is adequate background on...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 24, 2017 12:00:44 PM
Sales Call Preparation: 3 Tips to Help You Prepare for a CXO Meeting in 30-Minutes or Less

There’s no worse feeling than being unprepared for a meeting with a CXO. Their time is valuable and if you blow it, there...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 4, 2017 11:00:58 AM
Executive Research: How Social Are CXOs?

Given how pervasive social media has become, you’d think that going on LinkedIn, Twitter, or Facebook would be a sure-fire...

Sharon Gillenwater
By Sharon Gillenwater
on May 3, 2016 6:26:57 PM
Client Meeting Preparation: Five Critical Things to Research BEFORE You Go Into a Customer Meeting

So, you’ve landed a meeting with a long sought-after customer. Chances are you’ve already done some research to get your...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 26, 2016 7:00:00 AM
Avoid Cold Call Failure With This 5-Point Checklist

I know of no one who doesn’t get at least a little bit of the stomach flutters before a cold calling session. Still, as...

Sharon Gillenwater
By Sharon Gillenwater
on Oct 6, 2015 5:53:37 PM
To Achieve Sales Success, Use This One Tip

Have you heard the one about the veteran sales manager – the one with at least 25 years of experience -- who remembers the...

Sharon Gillenwater
By Sharon Gillenwater
on Sep 29, 2015 12:08:00 PM
Secrets of the Top 10 Percent of Sales Professionals

A career in sales can be very lucrative. So much so that many people try their hand at it at least once in their careers....

Sharon Gillenwater
By Sharon Gillenwater
on Aug 11, 2015 12:54:41 PM
How to Not Fail When "Cold Calling" C-Suite Executives

As salespeople, we don’t like to think of ourselves as solicitors. We are providing solutions that we truly believe in (or...

Sharon Gillenwater
By Sharon Gillenwater
on Jul 10, 2015 5:03:00 PM
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
The 3 Biggest Mistakes Salespeople Make

Let’s face it, failure is easy. There are far more ways to fail than there are to succeed. Success takes hard work,...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 29, 2015 5:24:00 PM

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