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Recent progress in increasing gender diversity on corporate boards and leadership teams has been steady but unspectacular. It has also been...

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...

2020 has been a year unlike any other. Between a sweeping pandemic, stay-at-home orders and rising awareness of social justice, the rate of...

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...

As a nation we’ve been fixated over the last few weeks on hurricanes and other natural disasters. For those of us at a distance it seems...

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

If you’re a technology marketer, you’re likely looking at the calendar, anticipating a fall season packed with industry events and...

As a 25-year veteran of B2B enterprise sales, I’m always looking for ways to enhance and sharpen my skills. I recently participated in...

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...

Longing for the good old days? You know, the Mad Men school of closing sales over leisurely three martini lunches or a game of golf? Yeah, ...

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

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

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...

“'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...

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

The Wall Street Journal's CIO Journal picked up on our Female CIOs blog post but they added a key piece of fascinating insight:

If you get butterflies heading into a meeting with a CXO, you are not alone.

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

We have been reading a lot lately--and hearing from our customers who sell cloud-based solutions--about the demise of the enterprise deal.

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

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...

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...

Tips For More Insightful QBRs

Selling to CXOs? What if you could access CXO priorities and personal interests right from Salesforce.com? Now you can, with no hassle, no...

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...

With the availability of increasingly robust CRM systems, we're hearing a lot lately about "360 degree" customer programs, which involve...

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

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...