Reaching hard to reach executives

March 28, 2012

Please join us April 12th at 11:30am EST | 8:30am PST | 16:30 BST | 17:30 CET for the next complimentary webinar in our Buyer’s Perspective series.  Register Now
Have any customer execs you’re still trying to meet?
Then try a new approach – one that may seem contrary to all you thought you knew.  
Set aside [...]

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Brandon Hall Group interviews Jim Melillo

March 14, 2012

Executive Conversation’s Co-Founder and Chairman sat down with analysts from Brandon Hall Group to share his business insights and ideas for developing high performing sales and marketing organizations.  Following is a portion of the interview:
You have been working with some of the largest and most successful sales and marketing organizations for more than a decade. [...]

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Tell Them Your Story

March 7, 2012

Our Consulting Executives agree: most sales calls they’ve taken have turned out a poor use of time. Why? Digging deeper reveals a general issue often lost on sellers.
To be sure, sellers lacking product knowledge wasn’t the issue. Without exception, our Consulting Executives agreed that most sales professionals they’ve met with were enthusiastic and skilled in [...]

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Executive Conversation Named Top 20 Sales Training Company

March 1, 2012

We’re pleased to announce that we have been named one of the top 20 sales training companies in the world by Training Industry, Inc.
“Industry interest in developing business and financial acumen continues to grow,” said Ken Taylor, COO of Training Industry, Inc.  “We really like the way Executive Conversation’s training is tailored for each [...]

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Influencing Customer ROI Analyses

February 23, 2012

Please join us Thursday, March 8, 2012 at 11:30am EST | 8:30am PST | 16:30 BST | 16:30 GMT for the next complimentary webinar in our Buyer’s Perspective series.  Register Now
How well do you understand the way your accounts financially score projects? 
Are you comfortable working with decision-makers to develop a full and fair picture [...]

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Brandon Hall Excellence In Technology Silver Award

February 16, 2012

We’re pleased to announce that our Know it Now Learning Portal has received even more industry recognition, this time winning a coveted Brandon Hall Group 2011 Excellence in Technology Silver Award for Sales Training Software Platform.
“We’re very familiar with Executive Conversation’s approach,” said Brandon Hall Group’s Rachel Ashkin, Chief Operating Officer and Awards Director. [...]

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6 Ways to Improve Account Planning Results

January 12, 2012

Please join us Thursday, January 26, 2012 at 11:30 AM EDT | 8:30 AM PDT | 16:30 PM BST for the next complimentary webinar in our Buyer’s Perspective series.  Register Today
Is gut instinct driving your account planning? Then kick-off 2012 with a CFO’s perspective on what belongs in your account plans.
When account plans are [...]

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7 Ways to Measure Business Performance

December 22, 2011

Seasoned sellers appreciate that customers may measure business performance any number of ways.  They also invest time to employ the most favorable metrics on individual accounts or deals. Here are 7 approaches that illustrate the breadth of this critical function:
1. Bottom line, top line. Many people believe business performance is all about the [...]

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Do You Love Your Lawyer More than your IRS Agent?

November 22, 2011

Special guest post by Randall Yim, Executive Conversation Consulting Executive
According to a recent Gallup poll, when Americans were asked to rate 25 business and industry sectors, they ranked the computer industry most positively and the federal government the least positively.
The federal government has been near the bottom in recent annual polls, but this is the [...]

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Good Elevator, Bad Elevator

November 17, 2011

Special guest post by Randall Yim, Executive Conversation Consulting Executive
I hate the term “elevator pitch”. It demeans an extremely valuable skill: the ability to articulate a complex statement clearly and succinctly.
Finding good and bad examples to critically review can be difficult. But the Washington Post recently conducted a reader’s poll contest to determine the best [...]

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