Executives from a cross section of the IT industry attended the just concluded “Selling to the CIO” seminar, hosted by Africa’s Technology News Leader IT News Africa.
The seminar was held at Henley Business School in Johannesburg, and was headlined by Jan Flamend, Managing Director of Valueselling.
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.
With over 34 industry leaders – which included Vendor CEO’s, Business Development Directors, Business Development Managers, Sales Directors, Consultants, Sales Managers, Key Account Managers, Heads of New Business and Sales Executives in attendance – Flamend covered vital topics, which assisted delegates in gaining insight into the psyche of today’s CIO.
These topics included:
– Strategies to Win over the CIO
– Navigating the CIO: Top Down and Bottom Up Approaches
– Organising the Presentation to the CIO: How to Gain Credibility & Overcome Objections
– 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
Attendees gave their thought’s and opinion’s on the event, with a majority rating the seminar 9 out of 10 overall.
“A very well spent 2 day seminar. Very useful and enjoyable.”- Rory Kruger, Enterprise Security Account Manager, Puleng Technology.
“I thought the seminar was fantastic.” – Robert Collins, Industry Executive, Bytes Universal Systems.
“Very informative and interactive seminar. Additionally, I feel a lot more confident now after attending the seminar.” – Kuben Naidoo, Innovation Consultant, Cornastone Enterprise Systems.
“Excellent interaction with a real CIO. Was great to gain insight on how to to close our sales successfully.” – Dale Dhavaran, Sales Manager, Cornastone.
“A clear reminder that the CIO is also human.” – Debbie Elrick, Account Manager, Intuate Group.
“The seminar gave me a better understanding of what a typical CIO expects from a sales person. The seminar made me feel more confident when approaching a CIO.” – Albeauty Mokhodu, Account Manager, Cornastone:
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An image gallery from the Selling to CIO Seminar: