Why Should Selling be Viewed as a Team Effort

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…

c-suite, c-level, customer engagement, salestracy deciccoNovember 1, 2018c-suite engagement, sales leadership, sales executionComment

Why the Human Touch Still Matters in Sales

“The internet and online communication are the window into your world – but real life, in person communication / connection is the door.” – Rasheed Ogunlaru

c-level, salestracy deciccoSeptember 15, 2018#sales, #clevelsalesComment

Why is Business Development Important Strategically?

Your newest and most innovative solution, service, or product is worthless without paying customers…

customer engagement, c-level, salestracy deciccoAugust 8, 2018sales, customer engagementComment

Sales as a Strategic Priority

Growing 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…

c-suite, c-level, customer engagement, salestracy deciccoJuly 18, 2018sales execution, sales, technology, customer engagementComment

Konposit on Women In Sales Podcast

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!

Konposit on Blockchain Provenance in Cathy Hotka's Retail Insider Publication

Blockchain is an interesting technology with lots of potential. It has captured my attention for quite some time. There are some interesting trials going on right now in this area of blockchain provenance; I share a few of those here in a recent publication for Cathy Hotka.

retail, technologytracy deciccoJuly 9, 2018cathy hotka, retail, blockchainComment

StartuP!

I 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.

sales, technology, customer engagement, c-level, startuptracy deciccoJune 12, 2018Comment

Musings on the London RBTE Show and Oxford High Street

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.

technology, sales, retail, customer engagementtracy deciccoMay 22, 2018rbte, retailtech, global sales consulting, RSRComment

Konposit on iHeartRadio's CEO Money!

Tracy 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.

technology, sales, customer engagement, c-suite, c-leveltracy deciccoApril 18, 2018ceomoney, sales, sales strategy, customer engagementComment

Value Propositions - What to Consider!

Second 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

Value Propositions - What to Avoid!

First in a series pertaining to executive value propositions. In this first piece, we will cover aspects of value propositions to avoid.

Engaging with a C-Level Executive, Part III - Be Prepared, Be Very Prepared!

The 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.

Engaging with a C-Level Executive, Part II - Be Prepared, Be Very Prepared!

Now 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.

Engaging with a C-Level Executive, Part I - Be Prepared, Be Very Prepared

Everyone’s time is valuable. But a C-Level executive’s time is especially valuable. Back-to-back or double – or triple – booked meetings, often being on the road, answering to senior executive management and the Board, and needing to be especially responsive to any number of stakeholders, including staff and employees, are just a few reasons why a C-Level executive’s time is so precious.

tracy deciccoFebruary 13, 2018c-level sales, c-suite, sales leadership, relationship management, c-suite engagement

Building Meaningful Client Relationships, Part II

The second part in my series on building meaningful client relationships..

tracy deciccoFebruary 2, 2018tech, customer management, C-level, sales, sales execution, sales strategyComment

Building Meaningful Client Relationships, Part I

I wanted to touch on the topic of building meaningful client relationships. Relationships that matter. Relationships that count. Relationships that stand the test of time.

tracy deciccoJanuary 18, 2018technology, C-level, customer management, sales, sales executionComment

Do You Know Who Made Your Clothes?

Retail in today’s climate is a very fickle industry. Customers are empowered to choose among a variety of brick and mortar retailers as well as online options. The rise of the Internet and web retailers, such as Amazon and eBay has enabled information to be at a customer’s fingertips to make quick decisions on purchases. They have plenty of choices.

tracy deciccoJanuary 12, 2018blockchain, smart contracts, new technology, industry, industry solutions, retail industry

The Next Advertising Frontier

In this article we explore the seismic shift that is occurring in digital advertising as a result of cognitive computing, social media, and mobile technologies.

tracy deciccoJanuary 12, 2018cognitive, machine learning, AIComment

Customer, Customer, Customer

I’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.

customer engagementtracy deciccoJanuary 8, 2018sales, sales support, sales strategy, sales execution, startups, start-ups, technology, techComment

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