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Strategic executive engagement is a core building block in any account-based marketing strategy. Done skillfully, it can unlock...

Strategic executive engagement is a core building block in any account-based marketing strategy. Done skillfully, it can unlock...

Strategic executive engagement is a core building block in any account-based marketing strategy. Done skillfully, it can unlock...

Strategic executive engagement is a core building block in any account-based marketing strategy. Done skillfully, it can unlock...

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

Strategic executive engagement is a core building block in any account-based marketing strategy. Done skillfully, it can unlock...

Where there’s change, there’s opportunity. Whenever a Fortune 500 company decides to shake up its C-suite or make a splashy new hire,...

It’s official: The groundhog has spoken. And although we may be in for a few more weeks of winter, brighter days are ahead for C-suite...

This is the most critical moment for CEOs in modern times. Coming off a roller coaster year and still deep in the throes of the COVID-19...

With 2020 finally under wraps, C-suite executives all over the world are setting goals and seizing opportunities. And many are headed for...

Even with the coronavirus pandemic looming large, the summer of 2020 will likely go down as the summer of tech with the stock of Apple,...

Most tech vendors say they want to be seen as trusted partners, not faceless product pushers. And many of their ultimate...

My college roommate was, and still is, a music fanatic. I guess I’m dating myself, but back then he was a member of all the mail-order...

This article originally appeared on LinkedIn here. The art of storytelling is suddenly everywhere. Within the space of two weeks, I...

A little more than six years ago, my partner Lee Demby wrote that when talking with customers about the value of C-Level executive...

“The only vendors I take the time to meet with are those that have shown they have done their homework and understand me and my business.”

Is C-Suite engagement a priority in your sales strategy at your company? If so, you are probably having discussions about how to scale. ...

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

LinkedIn is beyond amazing. Those who remember what it was like before LinkedIn know that it has transformed so many aspects of business,...

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

“'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...

Have you heard the one about the veteran sales manager – the one with at least 25 years of experience -- who remembers the days before...

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

The past decade has seen a technological revolution across all industries, and healthcare is no exception. Technology has quickly become...

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

The old way of selling is dead. People don’t want to be sold to anymore and they don’t want to waste time with uninformed salespeople....

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?

Why Our Product Should Make You Uncomfortable

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

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...

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

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...

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...

Your customers' priorities are ever-changing.

The first thing to remember if you are trying to engage a CXO is that they are unimaginably busy. They are also surrounded by people...

Most sales and marketing pros agree: the more you know about your customers, the better. Insinctively, most of us know that executive...

Change Doesn't Take a Holiday . What do you do to kick off CXO engagement in the New Year?

We've all been there. You have a big opportunity on the table with a major account. You know that if only you could get the CXO's...

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...

When sales pros hear “the buck stops here,” we all know what that means; our solutions have to pass the “go” or “no go” test of a senior...

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.

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...

Have you ever considered what executive research and music have in common? My college roommate was, and still is, a music fanatic. He was...

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...