You’re the New VP of Sales ... Now What?
A great VP of Sales views his role as the mechanic that ensures that each piece of the engine is working properly and in harmony
So, It’s Your First Day as the Chief Marketing Officer...
First days can be stressful. Especially if you’ve just been promoted to Chief Marketing Officer. Extending far beyond traditional marketing tactics, today’s CMO shoulders vast and complex responsibilities that now...
Top 10 Do's and Don'ts for Selling to CIOs
Imagine your inbox on an average Monday morning. Now quintuple it. Yeah, CIOs get a lot of email. One CIO said that over 50% of his inbox was communication from vendors! How can a great solution stand out when the inbox is standing-room only?
How to Use Executive Leadership Changes to Time Sales Outreach
When asked why leadership changes matter, DiscoverOrg CRO Patrick Purvis likes to tell this story: “In 2012, Salesforce closed a legendary estimated $140 million deal with State Farm. At the time, it...
Mission Impossible: Making Hard Choices as a First-time CMO (Part 2)
Fear isn’t a luxury the CMO can afford. Neither is hesitation. Today’s CMO position – “a minefield where many talented executives fail” – requires the courage of conviction to survive....
DiscoverOrg Mad Libs: Filling in the Blanks on CEO and Culture
Study after study cites culture as a real competitive advantage. Peter Drucker, the father of modern management, famously said “Culture eats strategy for breakfast.” But where does culture come from?...
A CEO Mind-shift for Scaling Growth: An Interview with Henry Schuck
Two years ago, I was meeting with CEOs of large companies, and they’d tell me that the stuff that they were focused on today wouldn't come to fruition for 12 to 24 months. And I remember thinking, "What a waste of time! I can’t imagine a world where I’m just thinking about the future." All that has changed.
How to Create the Best Sales Kickoff (SKO): Learning, Culture, Celebration
Somewhere between the stuffy boardroom of a local Best Western and a weekend of company-sanctioned debauchery in the woods ... is the perfect Sales Kickoff (SKO). Our objectives always fall into three buckets: 1) Loyalty, morale, bond; 2.) improve product knowledge; 3.) improve soft sales skills.
7 Ways to Get More Women in the Sales Profession (and Keep Them)
While the issue may seem complicated, the outcome is simple: (1) Companies who recognize the importance of diversity and promote it actively are the inevitable winners in this equation. (2) Those who are unwilling to take an active stance on gender equality will suffer economic consequences.