Boardroom Insiders’
BLOG

In recent years CEOs have commonly handed off digital to CIOs or have hired Chief Digital Officers to own the digital realm. But as veteran...

We preach a lot about the value of knowing as much as possible about your customer. Having deep insight into their goals and concerns is...

Day in and day out we conduct deep research on the c-suite so you don’t have to. We look for CXO insight that helps sales and marketing...

At Boardroom Insiders we have what I think is a particularly evocative phrase that we’ve embraced when either describing how we want our...

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

Reaching millennial customers, managing big data, and dealing with the flood of marketing technology are some of the top challenges for...

For most organizations, January represents a fresh start—and a good time to launch new strategies and initiatives. At least four Fortune...

If your aim is to increase sales of your tech solutions to CIOs and CTOs, your sales force must know how your products and services will...

As you’re strategizing for new business, your staff is probably gathering data, pulling together sales materials, and practicing delivering...

Come 2016, you’ll find new faces in many CEO offices. Organizations like Starwood Hotels, Owens-Illinois, LL Bean, and others have...

The Tyranny of “No Decision” The biggest threat to closing your next big deal may not be the competition. Your biggest threat might be...

Corporate executives at large, global companies live a rarefied existence. They also have immense responsibility. Their organizations...

“'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 sit back and...

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...

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 nerve wracking as...

You and your prospect likely have a lot in common. As someone who sells to Fortune 500 executives, C-suite occupants and other high-level...

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

We live in a data-driven world, increasingly enabled by technologies that allow us to measure nearly everything. This is a joy for those...

Jeff Henley, Chairman of Oracle Corporation, recently told Forbes that many companies have elevated strategic digital transformation...

According to the Harvard Business Review, "marketing is rapidly becoming one of the most technology-dependent functions in business." A...

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...

Top sales pros unanimously agree that customer intelligence is a critical element of their sales prep.

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