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At the beginning of 2017, Ford Motor Company decided to take a leap of faith and create a new C-level position: Chief Brand Officer. They...

Are any of your customers involved in corporate spinoffs? Sales and marketing people are always advised to keep an eye on potential mergers...

Congratulations! Your team scored its first sale with a valuable customer. Despite all the hard work, the journey has just begun. Now...

Account-based marketing(ABM) is getting a lot of buzz, and for good reason. Companies with sustained ABM initiatives are seeing positive...

You’ve worked hard to build strong relationships and trust within your most important accounts. The payoff for all this hard work? A stable...

We all have them: accounts we’d love to penetrate more. Accounts that, no matter how hard we try, just never grow beyond a few sales here...

In an article entitled Your Scarcest Resource, the Harvard Business Review makes the sensible case that "Time is money, but few...

According to one industry insider, "A lot of CDO (Chief Digital Officer)-type roles are borne out of frustration of CEOs who know they need...

Tips For More Insightful QBRs

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

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

This is the fourth and final article in our special series on selling to CXOs, using CXOs with known Big Data initiatives ("Big Data...

This is the third of four articles in our special series on engaging Big Data CXOs.

If you are like many of our customers, you have a big data solution and are looking to connect with those who might have a propensity to...