Are CFOs/CMOs/CHROs ... likely to engage in conversations with vendors and sales people connecting with them on social media?
Are there HIDDEN RULES that dictate the success of selling to executives?
Is the expanding role of the CFO altering your sales and marketing strategies?
What has to happen in a meeting with sales people for the executive to feel it was effective?
Which one is more effective for prospecting executives - cold calling, emailing, or networking?
Are you finding that ROI is rising or falling in importance as a decision criterion for buy-side executives? In a recent investor meeting, a SVP Worldwide Sales of a major enterprise technology company said that the “ROI conversation with customers has dropped significantly in terms of importance” this year with the rise in “consumerization” and the excitement around the iPad being deployed in a corporate enterprise environment. I don’t believe the importance of ROI as a buying catalyst has diminished at all, but I’m interested in your perspective and experience.
Buy-side: Why do you go "radio dark" after selecting a different vendor? Is not taking phone calls or responding to emails the best or most professional way to tell a vendor you didn't select them?