Selling to CIOs vs. CTOs: How to Tailor Your Approach
CIOs (Chief Information Officers) and CTOs (Chief Technology Officers) are key decision-makers in technology adoption, but they have distinct…
How to Use AI Prompts to Engage a VP at a Large Systems Integrator
Vice Presidents at major systems integrators like Lockheed Martin or Raytheon are responsible for driving large-scale initiatives, managing…
Finding, Developing, and Maximizing Relationships with Champions and Coaches
In the Miller-Heiman framework, Champions and Coaches are your allies within the customer organization. They’re the ones who believe in your…
How to Use AI Prompts to Engage SES, General, and Flag Officers
Senior Executive Service (SES), General, and Flag Officers are leaders responsible for setting the strategic direction of their organizations.…