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 MoreSecond in a series pertaining to executive value propositions. In this second piece, we will cover aspects of value propositions to consider.
Part II: Clear Thinking for Superior Results
Read MoreFirst in a series pertaining to executive value propositions. In this first piece, we will cover aspects of value propositions to avoid.
Read MoreThe 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 MoreThe second part in my series on building meaningful client relationships..
Read MoreI’ve been selling and been in front of senior executive clients for the better part of 20 years. I’ve had some exemplary sales training, as at IBM and elsewhere, but some of my best ‘teachers’ have been my clients who have taught me over the years what it looks like to earn their business and their trust. Follows are a few of my thoughts on ‘mistakes’ I see that companies make when engaging with clients and ultimately trying to sell and move their products and capabilities.
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