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Recent Advice & Insight

Creating a Great Customer Meeting: Build Peak Moments

Posted on 01.18.2023 by Jane Hiscock in Engagement Strategy, Featured

Customer experiences are often judged by the closing experience. Done well, the experience is deemed positive. Too often these experiences are forgotten.

Executive Engagement Programs: Take the Time To Listen

Posted on 08.1.2022 by Jane Hiscock in Engagement Strategy, Featured, Understanding the C-Suite

If customers take the time to tell you, take the time to listen. Whenever a customer provides feedback, take the time to listen. In a recent meeting a company told me they had “piles of feedback” but no way to »

Selling to the C-suite – Stop Pitching

Posted on 04.18.2022 by Jane Hiscock in Featured, Understanding the C-Suite

Effective sales people will tell you that selling is as much science as art. Selling to the C-Suite even more so. Done well, it requires a system that can be planned, delivered, measured and repeated. Yet often, sellers fear they »

Executive Engagement: Start with Defining Success

Posted on 05.17.2021 by Jane Hiscock in Engagement Strategy, Featured, Understanding the C-Suite

Executive engagement is increasingly on the radar of B2B leaders who are experiencing a positive impact on their top and bottom line. Yet while the CEO may be clear on the impact and success of executive engagement, how to build  »

Will Virtual Customer Advisory Boards Become the Norm?

Posted on 01.27.2021 by Jane Hiscock in Featured, Understanding the C-Suite

As we look to the dawn of a new day when people are vaccinated and COVID is not a daily worry, we ask ourselves – will we go back to an office to work? Will we ever be on planes as often as we were in 2019? Will we have Board meetings in person again?

The Value of Convening C-Suite Peers: Reaping What You Sow

Posted on 02.1.2020 by Anne Taylor in Engagement Strategy, Featured, Featured, Understanding the C-Suite

In our work with Customer Advisory Boards and other executive engagement programs, we have seen firsthand the extent to which C-level executives seek and crave connection to real peers, where they can share stories and gain insights in a safe »

Do you Know What Your Customers Value?

Posted on 05.17.2019 by Jane Hiscock in Featured, Understanding the C-Suite

Understanding what your customer values is critical to building trust, winning the sale and sustaining a relationship over time. Often sales leaders can assume what is valued without asking the questions required to know for certain.

Tackling the Transformation Challenge

Posted on 01.31.2019 by Anne Taylor in Featured, Understanding the C-Suite

Transformation was at the top of the priority list for most organizations in 2018, whether it was creating a digital transformation strategy, or beginning to implement that strategy. A month into 2019, it is clear that transformation remains a hot »

The Pros and Cons of Net Promoter Score – NPS

Posted on 10.18.2018 by Jane Hiscock in Featured, Understanding the C-Suite

The Net Promoter Score (NPS) is a customer loyalty measurement that brings great value and a simple measurement for organizing companies around customer centricity. Here are some pros and cons to the metric.

Looking to Engage Executives? First, Understand What They Want

Posted on 01.11.2018 by Anne Taylor in Featured, Understanding the C-Suite

Executives are different from other audiences, and it helps to understand what executives are looking for when they engage with vendors and others. From our work interviewing hundreds of C-level executives every year, we have extracted the key elements that define the C-suite difference.

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