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Selling to the CIO Seminar set for 17 & 18 November 2015

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CIO_SALES_hEADERV02-HenleySelling to CIOs is not easy. 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.

This 2 day seminar is designed to provide good solid practical strategies for selling to CIOs, which will help you and your company meet your CIO selling objectives.


The training is 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. Learning by example is the best way to learn and the seminar includes best practices of other technology companies.


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.


  • Formulating the Grand Strategy to Win the Complex IT Sale
  • Political Account Structure of IT and the Psychology of IT Organizational Buying
  • Tactics to Defeat the Competition
  • How Start-ups can Defeat incumbents
  • Winning Over Key Decision Makers at all Levels of IT
  • The Grand Strategy to Win over the CIO
  • The Four Different Types of Departmental Buying Types (Consolidators, Consulters, Responders, and Bureaucrats)
  • Penetrating the Organization at Various Levels of Responsibility
  • Navigating to the CIO: Top Down and Bottom Up Approaches

Details of the event are:
Date:  Tuesday 17 – Wednesday 18 November 2015
Venue: Henley Business School – Kirstenhof Office Park, 1 Witkoppen Rd & Milcliff Rd, Johannesburg, 2191
Time: 8:30AM – 16:00PM

To register or for more info regarding the Selling to The CIO Summit please visit

Alternatively contact IT News Africa directly via:
Tel: +27 11 026 0982

Testimonials from the previous seminar:
“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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