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How to sell to the CIO

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Selling to the CIO
In truth, if your organisation wants to become more effective when it comes to selling to the CIO, it will ultimately need to obtain crucial knowledge as well as learn the key fundamentals of successfully closing that all important deal.

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.

Selling to the CIO should not be an impossible task; however, it has become one. According to Mark Hall Founder & General Manager CIO Executive Council: “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.”

In truth, if your organisation wants to become more effective when it comes to selling to the CIO, it will ultimately need to obtain crucial knowledge as well as learn the key fundamentals of successfully closing that all important deal. While this may be a problem on both ends, there are ways to bring calm to the chaos. To showcase these crucial points as well as give your business the best advice in the biz, IT News Africa will be hosting a 2 day Strategic Seminar, which will teach IT sales reps how to connect with CIOs, establish trust, and build profitable relationships.

The Strategic Seminar will take place on 25 and 26 November 2014, at the Gordon Institute of Business Science, in Johannesburg. This intensive 2-day workshop is aimed at Vendor CEO’s, Business Development Directors, Business Development Managers, Sales Directors, Consultants, Sales Managers, Key Account Managers, Heads of new business and Sales executives. If your organisation wants to become more effective at selling to CIOs, then this seminar is a must attend for your team.

DOWNLOAD THE BROCHURE

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 Organisation at Various Levels of Responsibility
+ Communicating Strategic and Operational Value

The 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.

Venue: THE GORDON INSTITUTE OF BUSINESS SCIENCE, 26 Melville Road, Illovo, Johannesburg, South Africa
Date: 25 and 26 November 2014
Early Bird Deadline: 30 September 2014

For more information contact Vardis or Philani, vardis@itnewsafrica.com or philani@itnewsafrica.com
Tel: +27 11 026 0982  Fax 0866 130 386 Cell +27 79 182 5084
Alternatively, fill in the form here to reserve your slot. Only 30 slots available

 

Staff writer

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