Bersin & Associates Co-Founder Chris Howard Talks With Executive Conversation

March 9, 2010

Chris Howard, vice president of research and co-founder of Bersin & Associates, shares his insights on critical success factors in effectively leveraging technology for learning and development initiatives.  In recognizing our Know it Now online learning platform with a 2010 Learning Leaders Award for Vendor Innovation in Learning and Talent Management, Chris stated “measurable business [...]

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How IT is Set Up to Fail

February 23, 2010

I wanted to share with you an article by Martha Heller that I found both informative as well as insightful.   Heller writes about the traditional CIO role and some of the issues they have traditionally faced, the problems of transitioning from one regime to another, when bad technology meets good people, etc.  What takes this [...]

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Facilitating Channel Community

February 17, 2010

By Scott Karren, CEO Channel Ventures and Executive Conversation Consulting Executive
Social networks are all the rage right now. If you are not talking about ‘friends’ and ‘community’ you are SO 2009. With all of the smoke, it is hard to even get a glimpse at the mirrors.
I was recently engaged to facilitate a small [...]

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Selling to Today’s CIOs

February 4, 2010

How successful have you been creating demand with today’s new breed of CIO?
Join us for this 30 minute complimentary webinar to gain an executive perspective on where – and how – you can offer value relevant to today’s CIOs.
Register Today
Date:  February 18, 2010  Time:  11:30am ET | 8:30am PT | 16:30 GMT
About the Webinar
Today, [...]

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Quick Reference: Finding the Information

January 20, 2010

Download guide on which documents are most useful and which sections to read within those documents.
Research and preparation are critical for successfully engaging and selling with buyer’s side perspective.  Download this Finding the Information to help guide you on which documents are most useful and which sections to read within those documents.
US Letter (PDF 1,389KB) [...]

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How to Quantify Your Value with Financial Services Customers

January 14, 2010

While the Financial Services industry has been in the news a lot lately, the metrics such customers use for managing performance are rarely mentioned. Here’s a look at this industry’s unique metrics.
While the Financial Services industry has been in the news a lot lately, the metrics such customers use for managing performance – the metrics [...]

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The CIO’s Business Metrics

January 5, 2010

How do you effectively sell to Chief Information Officers? What are their drivers? A CIO responsible for multiple business units shares his first hand experience.
Insight #1: Know Me Before You Meet Me
Before you enter my office, know me. That may seem challenging since I don’t issue shareholder letters or get written up in the [...]

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Review Your Customer’s 10-K in 4 Quick Steps

December 9, 2009

Form 10-Ks offer highly useful information about your customers.  Here’s a summary of 10-Ks and how to quickly navigate to these four sections for insights most relevant to your sales efforts.
What is a Form 10-K?
It’s an annual report that publicly-traded U.S. companies are required to file with the U.S. Securities & Exchange Commission [...]

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Using Hindsight to Improve Sales Performance

December 2, 2009

Have you ever walked out of an executive’s office after a critical sales call – and immediately started kicking yourself about what you should have said, what you should have known?
Of course you have. And you’re not alone.
The trick is to use that hindsight to your advantage. After every executive engagement – successful or not [...]

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Helping Customers Translate IT Spend Into Business Value

November 24, 2009

We all know customers are fixated on metrics to evaluate technology investments, such as IT spend as a percent of revenue. That’s understandable. The language of business is finance, and organizations know their technology investments must improve the equation. Yet most struggle to translate greater technical capabilities into measurable business value.
So what do you do? [...]

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