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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Using the Right Metrics with Service Provider Customers

November 10, 2009

Targeting customers in the service provider space? If you want to gain credibility and create differentiation, you’ll have to brush up on that market’s unique industry-specific metrics.
But how do you find the right metrics for your targeted customer?
We’ve developed this short format overview for exactly that purpose. In addition, use Analyst Reports. These reports used [...]

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Want to Know How Executives You are Targeting Are Compensated? Snoop Proxy Statements.

November 3, 2009

If you could find out how a customer executive you’re targeting is compensated, would you? Of course you would.
An insider secret: Outside of the U.S., in many parts of the world, details regarding how and why executives are compensated are spelled out in remuneration reports.
Thanks to U.S. Securities and Exchange Commission (SEC) requirements that companies [...]

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Take a Look at Great Sales Give

October 29, 2009

Interested in free resources?  Then check out Great Sales Give, a new site that colleague and best selling author Jill Konrath launched to share her expertise with those who need it, but may not have budget available. Each month, she’s giving away one of her audio programs, ebooks, etc. and conducting other drawings for free goodies too.Â
There’s just a couple more days left in October [...]

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