Strategy Seminar: Selling to the CIO

SELLING TO THE CIO“The repeated issue every year—what keeps CIOs up at night—is the sales and marketing practices of technology vendors. It’s a cat and mouse game. It’s not efficient for buyers; it’s not efficient for sellers. The whole relationship is problematic.”

Mark Hall Founder & General Manager CIO Executive Council.

Kirstenhof Park, cnr of Milcliff & Witkoppen Roads, Paulshof 2191, South Africa
Date: 18 and 19 February 2016
Organiser: This seminar is organised by IT News Africa

This intensive 2 day seminar teaches IT sales reps how to connect with CIOs, establish trust, and build profitable relationships.
If CIOs can trust your company’s sales executives to understand their challenges and help to solve them, they will be eager to do business with you and keep you close. But establishing credibility with CIOs can be tough. They are extremely busy and they are inundated with technical sales calls. Nonetheless, those who make a good living selling to CIOs have learned that there are ways to sell to CIOs that are truly effective.
If your organization wants to become more effective at selling to CIOs, then this seminar is a must attend for your sales team.

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Jan Flamend, Managing Director , Valueselling

Jan FlmmendJan Flamend has extensive experience as a sales director and as a sales trainer.
He studied Germanic philology and philosophy at the Catholic University of Leuven, and at the University of Pennsylvania and taught several seminars at these universities.

After his academic career, Jan joined Mercuri International, where he became a sales consultant and trainer. Jan worked for customers such as Interbrew, Hewlett Packard, Zurich Insurance and Mercedes Benz. He specialized in courses on Support Management, Key Account Management, Sales Leadership by Objectives, Coaching in the Field, Senior Management Skills and Running Business Cross Boundary.

Jan joined Hewlett Packard as capacity services & support sales manager Belgium/Luxemburg. He managed a large sales team, selling complex IT solutions in the enterprise market segment.
Jan was then appointed executive vice president sales EMEA at Ubizen. Ubizen is the largest security integrator in Europe, delivering solutions to large account to enhance e-business in 8 countries.
Jan has been a faculty member of Management Center Europe since 1997, where he delivers the Successful Selling Skills, Advanced Selling Skills, Sales Force management seminars.
Jan founded in 2001 and he has worked on several international consulting projects for companies like ICI National Starch & Chemical, Emerson & Cuming, StorageTek, Telenet, Basell Chemicals, Cegedim, Axalto, Ceratizit, Barco, Apple Computer, Thermal Ceramics, Kühne + Nagel, Logitech, Hewlett Packard, Norgine Pharmaceuticals, Bekaert, Bausch & Lomb, Sybari Software improving the effectiveness of sales teams and the acumen of business people.
Jan also does intensive coaching programs for high level executives.


The program is best suited to IT vendors:

Vendor CEO’s, Business Development Directors, Business Development Managers, Sales Directors, Consultants, Sales Managers, Key Account Managers, Heads of new business, Sales executives.


This seminar will be completely interactive and incorporates extensive exercises/role-playing to apply the concepts on active accounts or immediately on the next sales call. Everyone can ask tough questions, share their experiences, work on their weaknesses, and learn entirely new skill-sets. The seminar will also include best practices of other successful technology companies.


One delegate will win a brand spanking new Apple TV in a business card raffle! Register below and don’t forget to bring those cards.

About Apple TV



Topics at this intensive 2-day workshop will include:

+ Your Strategy to Win over the CIO
+ Navigating to the CIO: Top Down and Bottom Up Approaches
+ Organizing the Presentation to the CIO: How to Gain Credibility & Overcome Objections
+ CIOs Describe Habits of the Best (and Worst) IT Sales Reps
+ What CIOs Say Earns Reps Trusted Advisor Status
+ What CIOs Expect from Reps at a Sales Meeting 
+ Penetrating the Organization at Various Levels of Responsibility
+ Communicating Strategic and Operational Value


Your Investment: R7,500.00 per participant
Early-Bird Fee: R6,750.00 (Valid until 01 January 2016)
Registration fee includes: Facilitators’ fees, Reference/Training manuals, USB of course content, Meals & Refreshments, course hand-outs, Group Photos, Give Aways.


Book two slots and gain 10% Discount. VAT exclusive
Book three slots and secure one extra space absolutely FREE!
Book more than four slots and gain 15% Discount. VAT exclusive

Contact / Booking:

Brian, or

Tel: +27 11 026 0982  Fax 0866 130 386 Cell +27 82 214 6326
Alternatively, fill in the form below to reserve your slot. Only 30 slots available

Confirmation of reservation