Boardroom Insiders’
BLOG

The devastating May 2021 ransomware attack that shut down Colonial Pipeline Co.’s East Coast pipeline has created a heightened sense of...

One of the coolest tools used by tech companies to woo customers and close bigger deals is the executive briefing center (EBC). EBCs are...

High-performing sales teams have one thing in common: a commitment to “customer centric selling.” But what does that really mean?

One of the fundamentals of customer retention is that it generally costs organizations more to acquire a new customer than to keep an...

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

The time has long passed since a sales team could assume that a great presentation about their product or service would get them the orders...

How prepared are your sales people for their hard-won meetings with prospective customers? According to IDC, nearly 57 percent of B2B...

Customer Relationship Management (CRM) systems enable you to compile details about leads and customers so you can target them more...

There’s a big difference between a strategic sales pro and a product jockey. Product jockeys wear what they are selling like a name tag,...

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...

We've written in the past about why personas, while useful, are no substitute for CXO intelligence.

How confident do you feel going into a sales call with an executive decision maker?

There's one thing I really need to get off my chest:

When it comes to meetings with C-level executives, a whole new level of sales readiness is required. Unlike your mid-level customers who...

Tips For More Insightful QBRs

A new colleague recently shared a story that shows why you need insight into the C-suite of your largest accounts, even if you don't sell...

Despite increasing levels of personalization and targeting in the consumer realm, the enterprise has a long way to go when it comes to...

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

Your customers' priorities are ever-changing.

Every day we talk with sales pros and account managers who live and breathe a single Fortune 50 customer such as Wal-Mart, Wells Fargo or...

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

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

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

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