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 in many cases must orchestrate many internal resources to bring one ‘story’ to their clients…Read More
Your newest and most innovative solution, service, or product is worthless without paying customers.
Yes, you, too have a comprehensive marketing strategy in place to inform your customers and potential prospects about what you do and how.
However, one size does not fit all – maybe 70% to 80% of your marketing messages may be relevant and assist in creating credibility. But, do they drive REVENUES –Read More
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…Read More
What a fun time and interview! Women In Sales podcast host Barb Giamanco and I spoke about meaningful customer engagement. Calling high, being super-prepared, and adding extreme value for your clients - insights they must and need to have ! Check it out!Read More
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.Read More
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.Read More
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.Read More
First in a series pertaining to executive value propositions. In this first piece, we will cover aspects of value propositions to avoid.Read More
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.Read More
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.Read More