Selling to a board
You rarely sell to a board directly, but boards decide big services spend. What directors own, what they ignore and how to write for the boardroom.
3 min read
Blog
Buyers
Posts on buyers for services firms selling $50K to $500K engagements.
Selling to a chief customer officer
A chief customer officer buys services when retention slips and the data is scattered. What they own, what they ignore and how to open.
3 min readSelling to a chief product officer
A chief product officer buys services when the roadmap slips and the team can't close the gap. What they own, what they ignore and how to open.
3 min readSelling to a general counsel
What a general counsel owns, how they're measured, what they ignore, and the signals and opener that get a services firm a real conversation.
3 min readSelling to a VP of operations
What a VP of operations owns, what they're measured on, which buying signals matter for the role and how to write an opener they'll answer.
3 min readSelling to a head of data
What a head of data owns, how they're measured, what they tune out, the signals that matter, and a first note that speaks to the real job.
3 min readSelling to an enterprise architect
What an enterprise architect owns, what they're measured on, what they ignore, which signals matter, and how to write a first note they'll answer.
3 min readSelling to the CEO of a mid-market company
What a mid-market CEO owns, how they're measured, what they ignore, which signals move them and how to open a conversation that earns a reply.
3 min readSelling to a business unit president
A business unit president owns a P&L and answers to the CEO every quarter. What they're measured on, what they ignore, and how to open the conversation.
3 min readSelling to procurement
How to sell services when procurement is in the room. What they own, how they're judged, what they ignore and the signals that bring them in early.
3 min readSelling to a CHRO
How to sell services to a CHRO. What they own, how they're judged, what they ignore, the signals that matter and an opener that gets a reply.
3 min readSelling to a CMO
What a CMO owns, what they're measured on, which signals matter and how a services firm should open with a hypothesis instead of another agency pitch.
3 min readSelling to a chief digital officer
A chief digital officer owns customer-facing change and the revenue it drives. Here's what they're measured on, what they tune out and how to open.
3 min readSelling to a VP of engineering
A VP of engineering owns delivery, people and the release calendar. Here's what they're measured on, what they ignore and how to open.
3 min readSelling to a CISO
A CISO owns risk they can never fully remove and gets pitched constantly. Here's what they're measured on, which signals matter and how to open.
3 min readSelling to a chief data officer
Chief data officers own data quality, governance and AI readiness, and answer for value they can't always prove. Here's how to sell services to them.
3 min readSelling to a COO
How to sell services to a COO. What they own, what they're measured on, what they ignore, the signals that matter and an opener that gets read.
3 min readSelling to a CFO
What a CFO owns, how they're measured, the signals that make one open to outside help, and how a services seller should open the conversation.
3 min read