<img height="1" width="1" alt="" style="display:none" src="https://www.facebook.com/tr?id=736814813099632&amp;ev=PixelInitialized">

Subscribe to Email Updates

Select Topics

Latest Blog Post

Sales Transformation, Best Practices

Sales Trends Emphasize Account Growth: Breaking Down 2017

What was once perceived as the simple task of convincing someone to buy something you’re selling has snowballed into a very complex, tech-driven process that few—including both the sellers and the buyers—completely understand. In the B2B world, there’s so much at stake that, according to CEB, there is added pressure on companies to seek more revenue from existing customers.

Sharon Gillenwater
By Sharon Gillenwater
on Apr 17, 2017 11:25:53 AM
   
Sales Trends Emphasize Account Growth: Breaking Down 2017

What was once perceived as the simple task of convincing someone to buy something you’re selling has snowballed into a very...

Sharon Gillenwater
By Sharon Gillenwater
on Apr 17, 2017 11:25:53 AM
Account-Based Marketing: The Top Five Reasons Why It Fails

Sales and marketing leaders from companies across a variety of industries tell us that account-based-marketing (ABM)...

Sharon Gillenwater
By Sharon Gillenwater
on Dec 2, 2015 3:00:00 PM
Killer Strategies to Multiply Your Sales

In sales there is constant pressure to land newer, bigger customers. While acquiring net new customers is important, you...

Sharon Gillenwater
By Sharon Gillenwater
on Aug 3, 2015 11:32:00 AM
Selling Enterprise IT: Why One Size Does Not Fit All

This week the Wall Street Journal's CIO Journal ran an article by two Bain & Company partners entitled, Why Enterprise...

Sharon Gillenwater
By Sharon Gillenwater
on Jan 25, 2015 10:14:00 AM
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
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
Secrets of a Top Enterprise Sales Strategist

How “Last Mile” Research Can Help You Close Deals—and Save Your Skin

Sharon Gillenwater
By Sharon Gillenwater
on Mar 12, 2014 12:43:00 PM
Top 5 Tips for Engaging CXOs

The first thing to remember if you are trying to engage a CXO is that they are unimaginably busy. They are also surrounded...

Sharon Gillenwater
By Sharon Gillenwater
on Feb 19, 2014 8:23:00 AM

Leave a comment

Written by
Written by Author