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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KISS: Keep It Simple, Smartly

November 7, 2011

Special guest post by Randall Yim, Executive Conversation Consulting Executive
We’re all enamored with the latest shiny new products and applications. Buzzy trends like smart infrastructure, smart cities and smart information abound. But high-tech is not a silver bullet. It’s also not always the best solution.
New technology has many attractions – including higher profit margins for [...]

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To the Cloud – Are We There Yet?

October 26, 2011

Special guest post by Randall Yim, Executive Conversation Consulting Executive
Everyone is selling migration to the cloud as the next big thing. However, be sure to avoid the “trip to grandma’s house” effect.
Expectations and reality must be consistent, and you must calibrate customer expectations appropriately. Cloud solutions will enable the infrastructure for positive business operation change, [...]

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Ten Key Elements of Successful Channel Programs

October 24, 2011

Special guest post by Scott Karren, Executive Conversation Consulting Executive
The success of your channel program hinges on a broad number of factors which, of course, vary considerably by industry and market. If you haven’t recently evaluated what’s working, what’s not in your program, take the time to do so. Here are 10 elements to specifically [...]

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Best Companies to Sell to in 2011 and 2012

October 19, 2011

Tasked to up your prospecting volume?  Pipeline in need of opportunities?  If that sounds familiar, check out the newly released special report from Industry Gems on the Best Companies to Sell to in 2011 and 2012. 
This recently updated special report for B2B sales professionals identifies a wealth of top companies in their class – [...]

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Closing CFOs: Arriving Prepared, Leaving Successful

October 13, 2011

Please join us Thursday, October 27, 2011 at 11:30 AM EDT | 8:30 AM PDT | 16:30 PM BST | 17:30 CET for the next complimentary webinar in our Buyer’s Perspective Webinar series. Register Today!
Have you noticed a new spotlight cast on CFOs and financial decision-makers within your accounts?
Compelled to address growth, [...]

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