Where Selling Opportunities Hide

June 3, 2010

We’re all interested in uncovering opportunities before our competitors.  But few of us have the bandwidth to process the ever-growing volume of information being pushed and pulled our way.  By way of example, Bank of America’s recent 10-K was over 750 pages.  And filled with mind-numbing language.  That’s why we recommend allowing someone else to [...]

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Introducing Know It Now Blended Workshops

May 11, 2010

We often hear from you “I’m looking for focused, chunked down opportunities to continue to learn and apply my executive selling skills.  What do you offer?”  Today, we offer good news:  We’re launching Know it Now Blended Workshops, a series of workshops that combine self-paced learning applied via executive-led virtual classrooms.
Know it Now Blended [...]

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Role Play to Prepare For Executive Engagements

March 31, 2010

Any meeting with a customer executive demands aligning with the executive’s business priorities, having meaningful ROI numbers at hand, and more.  However, you also need to be able to nimbly navigate the twists and turns that can unexpectedly arise during your face-to-face conversation. To be ready for conversational pitfalls that take you off message, add [...]

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Using Management Presentations to Gain Customer Insight

March 17, 2010

While you likely already read your customer’s annual report, specifically the Letter to Shareholders and MD&A, you may not regularly leverage management presentations to gain customer insight.   However, the increasing transparency of today’s corporate landscape has turned these presentations into highly useful sources of timely customer information.
Why This Information is So Useful
Presentations that management [...]

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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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