Sharon Gillenwater

Dec 08, 2016 By Sharon Gillenwater

The State of Women CIOs in 2016

Is there a glass ceiling for women CIOs in the U.S.? Looking at the results from a Korn Ferry study as well as our own analysis of women tech leaders in the Fortune 500, it’s beginning to feel that way. At least, it seems there’s less of a shattering and more of a gradual crack. Let’s look at... Read More

IT, Leadership

Nov 11, 2016 By Sharon Gillenwater

Why Your CXO Events Aren’t Paying Off… And Five Ways You Can Improve

Before I started Boardroom Insiders I worked as a consultant to some of the biggest tech companies in Silicon Valley, helping them improve their return on investment in industry events. Along the way I developed specific expertise in CXO events—those rarified experiences designed to attract the... Read More

Events, IT, Sales, Marketing

Sep 02, 2016 By Sharon Gillenwater

What Real CXO Insight Looks Like… And How to Connect The Dots

What do you know about the organization and the CXO you’re concentrating on winning as a customer? What insights do you have that help your sales and marketing teams better understand their prospects and customers—what they’re thinking, their goals, challenges, and what keeps them up at night? Have... Read More

Sales, Leadership

Aug 03, 2016 By Sharon Gillenwater

CXO Selling: 5 Things You Need to Succeed

If there’s anyone you want to approach to sell your products and services it’s the person with the power to say yes. The person who directs strategy and knows what is in play and how to pull the purse strings. That, of course, is the CXO. Many companies are trying to develop a CXO engagement... Read More

Sales

Jul 08, 2016 By Sharon Gillenwater

What LinkedIn Isn’t Telling You

LinkedIn is beyond amazing. Those who remember what it was like before LinkedIn know that it has transformed so many aspects of business, especially recruiting and sales. When people complain about the shortcomings of LinkedIn, it brings to mind this hilarious Louis CK clip about people complaining... Read More

Sales, Social Media

May 19, 2016 By Sharon Gillenwater

Are You a Box Checker? Why a Key Account List is Just the First Step of Your ABM Journey

Here’s a sad but true tale of missed ABM opportunity. A Fortune 100 company spends months of man-hours—and invests in various data analytics tools—to slice and dice their account data. The goal is to come up with a tiered list of 2000 or so top accounts to use as the basis for an account-based... Read More

Marketing

May 04, 2016 By Sharon Gillenwater

Why ABM is Such a Hot Topic

Account-based marketing (ABM) is getting a lot of buzz, and for good reason. Companies with sustained ABM initiatives are seeing positive, measureable results. As Marketing Land notes, “companies practicing ABM have better alignment with sales, often close bigger deals with target accounts, and... Read More

Marketing