Boardroom Insiders’
BLOG

Remember when a company’s tech spend was in the hands mid-level IT managers? These people were relatively easy to reach, spoke the language...

There is a lot of thought-provoking content on Twitter about client relationships. This simple but profound tweet by Databox CEO Peter...

If you’re like most people, a networking event or cocktail party filled with unfamiliar faces does not top of your list of favorite...

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, ...

Editor’s Note: This week we are proud to publish a guest post from Dianne Turner, a longtime enterprise sales professional. Turner has been...

Don't waste their time. Don't waste your time. Enterprise sales teams are under more pressure than ever. Customer budgets are tighter....

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...

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

Your database is full of potential customers, some with a higher closing probability than others, but they all have one thing in common:...

The goal of sales is to convert prospects into customers, but not every prospect should make the cut. Just because you can do business...

2015 seems a long way from the tough economic times of 2008 and 2009, and certainly the economy is much better than it was. But if history...

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

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

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?

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.

Why Our Product Should Make You Uncomfortable

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...

Enterprise Sales and Marketing: Can't We All Just Get Along?

It's Friday, and a few folks reading this note will be incredibly anxious. Why? Because they are going on a blind date tonight. But why...

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

When does executive insight become critical to your company's future?

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...

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...

Sometimes when someone sees one of our Executive Profiles for the first time, we get a response that sounds something like this...

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

One of the hardest things about enterprise sales is keeping your own sense of urgency in check. Customers don't care that you have a...

The "Rule of Thirds" is really quite simple, but we think a powerful lesson lies within. Follow me for a minute.