Boardroom Insiders’
BLOG

How do you prepare for a meeting with a C-Level executive?

Org charts, contact information, and social media links—the trifecta of what some marketers think is adequate background on executive...

There’s no worse feeling than being unprepared for a meeting with a C-Level Executive. Their time is valuable and if you blow it, there are...

Given how pervasive social media has become, you’d think that going on LinkedIn, Twitter, or Facebook would be a sure-fire way to learn...

So, you’ve landed a meeting with a long sought-after customer. Chances are you’ve already done some research to get your foot in the door,...

I know of no one who doesn’t get at least a little bit of the stomach flutters before a cold calling session. Still, as nerve wracking as...

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

A career in sales can be very lucrative. So much so that many people try their hand at it at least once in their careers. Yet if success in...

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

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,...

Let’s face it, failure is easy. There are far more ways to fail than there are to succeed. Success takes hard work, commitment,...

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

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....

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...

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

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

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