Strategy Seminar: Selling to the CIO

CIO_SALES_hEADERV02“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.

26 Melville Road, Illovo, Johannesburg, South Africa
Date: 25 and 26 November 2014
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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Steve Rovniak, President, Heller Strategy Group. Founding member, CIO Exective Council

SteveRovniakSteve has spent 20 years in the IT industry, most of them working closely with CIOs. He was one of the very first team members at the CIO Executive Council, CIO magazine’s professional organization for CIOs. Prior to its launch, Steve helped to define the Council’s CIO program offerings and recruited dozens of its founding members. With the program thriving in North America, Steve introduced the Council to the European CIO community, built the founding membership and moderated CIO events across Europe.
Steve currently serves as Executive Director at Heller Search Associates, a recruiting firm that specializes in CIOs and other IT leadership roles across multiple industries. Steve has made Heller Search highly visible in the CIO community through content marketing and social media. Before joining Heller Search, Steve founded Beacon Business Partners, a consulting firm providing businesses with marketing advice and sales training.
Prior to Beacon, Steve held consulting, client service and sales roles in the IT industry for many years. He managed systems integration, custom software and web development projects for client companies such as Kodak, Pfizer, Weber Shandwick, EMI, Nikon and Philips-van Heusen.
Steve earned a BA in Economics from Kenyon College in Ohio. He and his family live in Natick, MA.


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 30 September 2014)
Registration fee includes: Facilitators’ fees, Reference/Training manuals, USB of course content, Meals & Refreshments, Training sessions on DVD, 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:

Vardis or Philani, or

Tel: +27 11 026 0982  Fax 0866 130 386 Cell +27 79 182 5084
Alternatively, fill in the form below to reserve your slot. Only 30 slots available

Confirmation of reservation