The Chief Information Security Officer (CISO) of an organization is responsible for the overall IT security strategy and execution, as well as leading initiatives that ensure data security. A CISO must be able to make decisions that protect against threats while ensuring compliance with applicable regulations. Here I’ll describe how to sell to a CISO …
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Storytelling is an essential skill for any successful sales professional. It allows us to capture our audience’s attention and create a connection that helps to drive the sale. Using narrative techniques, we can paint a vivid picture of what success looks like and how our offering can help them get there. You need to be …
The Chief Digital Officer (CDO) is a leading role in many organizations, responsible for driving digital transformation and innovation. As such, the ideal customer profile for a Chief Digital Officer must be well-defined to ensure successful outcomes from any engagements. This article outlines the key characteristics of an ideal customer for a CDO, and how …
Creating an ideal customer profile (ICP) is essential for B2B sales and marketing. By understanding your target market, you can create content and messaging that resonates with them, making it more likely that they’ll become customers. This article provides templates and examples and explains the steps to creating an ideal customer profile, including who to …
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If you want to get ahead of your competition, you need to know how to use psychographics in your marketing. Psychographics studies consumer behavior, including their needs, values, and attitude. Psychographics helps you segment your audience to create specific marketing campaigns for each of your target market buyer personas to increase conversions and make more …
Creating a buyer persona is essential for any effective marketing strategy. Without knowing your target market, it is difficult to understand what kind of content to create or how to reach them. I’ll outline the steps for creating a buyer persona and show you how it can help you improve your marketing and sales strategies. …
The CIO is responsible for the technology strategy of an organization. They are tasked with ensuring that the company’s technology goals are aligned with its business objectives. As such, they are key decision-makers when it comes to purchasing new technology. If you’re selling technology products or services, it’s important to understand how to sell to …
Artificial intelligence (AI) is revolutionizing the field of marketing. By automating repetitive tasks and providing predictive analytics, AI is helping marketers increase efficiency, personalize messages, and improve customer engagement. In this article, we’ll explore some of the ways AI is being used in marketing today and how it’s shaping the future of customer engagement. What …
A review of LinkedIn job postings for application developers found low code application platforms require just as many software development skills as custom application development. Why it matters: IT leaders seeking to democratize technology with low code citizen developer projects may not realize low code platforms still require application development skills. The big picture: Regardless of required …
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After years of sneaking onto earnings calls, this BDR was called out by the Wall Street Journal and his colleagues turned on him. Read the amazing story of how he coaxed CEOs and CFOs into setting meetings so he could exceed KPIs.