“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.
How to Gain the CIO’s trust:
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 will be held on the 6th and 7th of May 2015 in Johannesburg.
Topics at this intensive 2-day workshop include:
+ Your Strategy to Win over the CIO
+ Navigating to the CIO: Top Down and Bottom Up Approaches
+ 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
Download the brochure here
For registration enquiries, contact Linda at linda@itnewsafrica.com, 0110260982.
