Boardroom Insiders’
BLOG

What was once perceived as the simple task of convincing someone to buy something you’re selling has snowballed into a very complex,...

Sales and marketing leaders from companies across a variety of industries tell us that account-based-marketing (ABM) programs are...

In sales there is constant pressure to land newer, bigger customers. While acquiring net new customers is important, you may be leaving...

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

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.

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...

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

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...

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...

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...

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