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.
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.
WHO SHOULD ATTEND
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.
SEMINAR TOPICS INCLUDE
+ Your Strategy to Win over the CIO
+ Navigating to the CIO: Top Down and Bottom Up Approaches
+ Organising 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
Details of the event are:
Date: 18 – 19 February, 2016
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: http://www.itnewsafrica.com/training/ciosales.htm
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.