Simply put, B2B sales is difficult.

Strategic executive engagement is a core building block in any account-based marketing strategy. Done skillfully, it can unlock...

Strategic executive engagement is a core building block in any account-based marketing strategy. Done skillfully, it can unlock...

Strategic executive engagement is a core building block in any account-based marketing strategy. Done skillfully, it can unlock...

Strategic executive engagement is a core building block in any account-based marketing strategy. Done skillfully, it can unlock...

Strategic executive engagement is a core building block in any account-based marketing strategy. Done skillfully, it can unlock...

By the year 2020, 1 million sales reps will be out of a job.

One of the hardest things about enterprise sales is keeping your own sense of urgency in check. Customers don't care that you have a quota...

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 mail-order...

If you're in sales at any level, you know the feeling of being "handcuffed" with a customer. It's when you know a purchase decision will...

It's Friday, and a few folks reading this note will be incredibly anxious. Why? Because they are going on a blind date tonight. But why...

Most sales and marketing pros agree: the more you know about your customers, the better. Insinctively, most of us know that executive...

Change Doesn't Take a Holiday . What do you do to kick off CXO engagement in the New Year?

We've all been there. You have a big opportunity on the table with a major account. You know that if only you could get the CXO's...

Sometimes when someone sees one of our Executive Profiles for the first time, we get a response that sounds something like this...

When sales pros hear “the buck stops here,” we all know what that means; our solutions have to pass the “go” or “no go” test of a senior...

If you've ever been to Disney's Magic Kingdom, you were unknowingly taught a sales lesson on executive engagement. A lesson we can easily...

Selling into the C-suite is something that every enterprise sales pro is being encouraged to do. Here's some cold hard facts.

Recently sales leadership guru Lisa McLeod posed the provocative question, "Is Your Sales Force Being Sabotaged By Your CRM?" In her ...

One of the hardest things about enterprise sales is keeping your own sense of urgency in check. Customers don't care that you have a...

Have you ever considered what executive research and music have in common? My college roommate was, and still is, a music fanatic. He was...

We love the quote at right. While it has been attributed to a basketball coach, it applies to every one of us.

Confident, optimistic and always on the go, typical sales pros have little time to ponder what they might be missing when it comes to...

In this digital age, face-to-face meetings are becoming a rarity. This can be an obstacle to building loyalty and relationships with...

Salespeople are always looking for a silver bullet — a resource that connects all the dots telling them who to call, what to say, and how...

You are likely familiar with the popular business strategy book Blue Ocean Strategy. The premise is that many companies are competing in...

In our conversations with sales and marketing pros, we hear that the sales environment is more competitive than ever. They see customer...

Where I’m from (the south), “storytelling” is a term often used for slick-talk’n hucksters. People who start their tales with an audience...

Two weeks ago we published a list of Fortune 250 CIOs who are women, along with some thoughts about why you should care. This post...

Women who achieve the rank of Chief Information Officer--in the Fortune 250 no less--are some of the most interesting executives we cover....

The "Rule of Thirds" is really quite simple, but we think a powerful lesson lies within. Follow me for a minute.

Over the years our executive profiles have supported many account based marketing programs (ABM). If you are not familiar with ABM, it is...

We are big fans of Marc Benioff, the visionary behind Salesforce.com, the leader in the red-hot cloud computing space. Benioff shares our...

When talking with customers about the value of Boardroom Insiders C-Level executive profiles, we sometimes hear, "But we do not sell to the...

As purveyors of in-depth executive profiles, we hear on a daily basis from enterprise sales teams looking for more information on executive...

The competition between states looking to woo businesses seeking headquarters and factory sites is intense. Economic development is a major...

Given that most of our customers are global enterprise companies, we are well-positioned to spot emerging trends in the areas of key...

Boardroom Insiders President Lee Demby recently spoke to the folks at St. Meyer & Hubbard, which resulted in this newsletter article:

Earlier this year, a Fortune 100 technology company presented us with a challenge: deliver in-depth profiles of 100 customer executives...

If you sell tech services to CMOs–such as marketing analytics or campaign management tools, head's up! The idea of a new position–the Chief...

On site at SapphireNow, I was briefed today on a brand new CEO study from IBM. The company interviewed more than 1500 CEOs worldwide. Among...

I have been enjoying Marc Benioff's book, Behind the Cloud, which Santa left for me under the tree last month. Benioff is the CEO and...

I just found out that Tom O'Toole has been named CMO of United Airlines. I have been following his career for quite awhile. While at Hyatt...

Two new surveys of retail executives show that retailers believe the economic recovery could be just around the corner. The BDO Seidman...

We were thrilled and surprised by today's announcement that Boardroom Insiders is a finalist for a 2009 "Model of Excellence Award" by the ...

Check out this recent article by Al Ries that appeared on the AdAge website. Ries calls the clash between left-brain management and...

For those of you who regularly sell to CIOs, I read an article in The McKinsey Quarterly today that predicts a growing convergence of IT...

There are plenty of forums out there about general sales and marketing–but I haven't yet found a good one that focuses on the special...

Hi everyone,We had a great turnout for our webinar on 12/4, "Best Practices in CXO Marketing." And since then, we have had many requests...

A study commissioned and reported by USA Today revealed that one in every five CEOs running publicly traded corporations with a market...

In corporate America, CEOs are our celebrities. Having worked as a consultant for many Fortune 500s, I know the incredible demands placed...