There have been numerous articles written on the subject of sales reps, account executives, or client directors aspiring to be “CEOs” or “Managing Directors” of their client(s) or territory. This is especially true in complex B2B environments, where sales execs must orchestrate many internal resources to bring one ‘story’ to their clients…
Read MoreYour newest and most innovative solution, service, or product is worthless without paying customers…
Read MoreGrowing the top line is crucial to the success and the value of your company and should be viewed as a strategic priority for the executive board…
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Women In Sales podcast host Barb Giamanco and I spoke about calling high, being super-prepared, and adding extreme value for your clients. Check it out!
Read MoreI am asked about many use cases by clients as relates to helping them drive new business. But a frequent request is helping companies get access to new contacts and decision makers.
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Just returned from the large, Retail Business Technology Expo (RBTE) at London Olympia; 'partnered' with RSR Research - I wrote a piece on my observations from the show as well as findings from Oxford High Street there.
Read MoreTracy De Cicco, Konposit Principal, on a recent episode of iHeartRadio's CEO Money with Michael Yorba. Tracy and Michael discussed ways to build meaningful relationships with C-Level executives.
Read MoreSecond in a series pertaining to executive value propositions. In this second piece, we will cover aspects of value propositions to consider.
Part II: Clear Thinking for Superior Results
Read MoreFirst in a series pertaining to executive value propositions. In this first piece, we will cover aspects of value propositions to avoid.
Read MoreThe big meeting is about to take place. You have done extensive research on the firm and the C-level executive that you will be meeting with. You have also produced a thoughtful, relevant agenda and gone through the process of assembling a – very – small team to take to the meeting. Now it is time to practice for the big day.
Read MoreNow that you’ve done the initial prep for your meeting with the C-Suite, the real work is set to begin. Namely, preparing the agenda and assembling the messages and the team. You can do all the best initial preparations, but if you don’t have the meeting messages and agenda down, as well as the right team assembled, your meeting will not be optimized.
Read MoreI’ve been selling and been in front of senior executive clients for the better part of 20 years. I’ve had some exemplary sales training, as at IBM and elsewhere, but some of my best ‘teachers’ have been my clients who have taught me over the years what it looks like to earn their business and their trust. Follows are a few of my thoughts on ‘mistakes’ I see that companies make when engaging with clients and ultimately trying to sell and move their products and capabilities.
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