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With a global pandemic, a contentious election and economic shocks, 2020 was a year of endless crises.

How do you plan after a year like 2020? That’s the million-dollar question in boardrooms around the world. The time has come for executives...

Numbers tell a story. In the world of business, quarterly earnings calls are a chance for investors, employees and the general public to...

The ways in which we work and collaborate have changed so much over the last year, and now, corporate teams must plan for next year and...

It’s been said many times over, and it’s true: 2020 has been the year of the pivot, as executives in nearly every industry have grappled...

The only constant is change.

Before I started Boardroom Insiders I worked as a consultant to some of the biggest tech companies in Silicon Valley, helping them improve...

Engaging the C-suite is key to closing big enterprise deals and driving large-account ABM programs. An essential ingredient of any C-suite...

CXO research must be done. Are you up to doing it yourself? Read any sales and marketing publication and you’re bound to be lectured on...

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...

Every day we hear from sales leaders about how their sales teams are overwhelmed and under prepared when it comes to selling to C-suite...

Before I started Boardroom Insiders I worked as a consultant to some of the biggest tech companies in Silicon Valley, helping them improve...

There’s no escaping the fact that we live and conduct business in a social world. Harnessing social technology is clearly now a mandate for...

Enterprise sales teams struggling with C-Level executive selling should take a page out of the management consultant’s playbook. Because of...

Recently I came across an article called "Back To The Future In Enterprise SaaS Selling.” The authors make the argument that as SaaS...

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...

In a recent post we outlined how Salesforce is closing bigger deals faster by engaging CXO decision makers—all the way up to the CEO. Many...

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...

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...

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

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

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

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.

In our meetings with enterprise sales leaders, we notice a lot of heads nodding around the room when we talk about:

Today sales organizations everywhere are being told to build relationships with CXO level customers.

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

We talk to a lot of companies with "CXO engagement" initiatives. Most of them have invested a lot of time and money creating "personas" on...

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