How Well is Your Organization Capitalizing on Vertical Market Opportunities?

December 16, 2010

Customer growth strategies vary by vertical market. Your sales strategy should do likewise.
Amid economic headwinds, companies have largely focused on moving costs out of their organization. Now, as customers refocus on growth, readying your team to align solutions with growth and innovation should be a key organizational priority.
Almost all companies are actively seeking to innovate [...]

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How to Have Customer Issues and Initiatives Spelled Out for You

December 6, 2010

Struggle to find time to keep current on all of your accounts?  Missed a quarterly analyst call and can’t find a recording?  No worries!  This website provides free, actionable insights and information for over 1,500 public companies’ earnings call transcripts, including the S&P 500.  Plus, the site includes edited articles from top blogs and investment [...]

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Challenge Your Prospects’ Perspectives

November 15, 2010

When was the last time you made your busy prospects really stop and think?
In this special guest post by friend and colleague Jill Konrath, author of SNAP Selling and Selling to Big Companies, she tackles a situational selling issues we’ve all encountered:  the importance of using provocation when a prospect’s perspective is limited to their [...]

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Chief Learning Officer Magazine: “Business Acumen a Critical Need”

August 26, 2010

“Developing business acumen enterprisewide meets a critical training and development need as well as restores much-needed street cred to the learning function,” states Chief Learning Officer Magazine in the August 2010 issue.
We couldn’t have said it better ourselves. 
Better still, the article opportunistically focuses on the role of business acumen within leadership development. 
How [...]

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Executive Conversation Invited to Speak in SAMA’s Webinar Series

August 5, 2010

We’re pleased to announce that we’ve been invited by the Strategic Accounts Management Association (SAMA) to speak in highly acclaimed webinar series.  Designed for Strategic Account Managers, the session will focus on how smart SAMs use financial data to engage CXOs.
For customers large or small, for profit or non-profit, their financials clearly signal where you [...]

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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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