“Selling to the CIO” returns to Johannesburg this June


IT-News-Africa-Selling-to-the-CIO-24Johannesburg, South Africa will see the return of IT News Africa’s highly rated Selling to the CIO workshop.

This intensive workshop, which is set to be held at Henley Business School on 29 – 30 June 2016, will see sales leaders gain vital insights on how to successfully engage with CIOs.

  Why attend?

Selling to CIOs is not easy. 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.”

CIOs 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 intensive 2 day seminar is designed to provide good solid practical strategies for selling to CIOs that will help you and your company meet your CIO selling objectives. If your organization wants to become more effective at selling to CIOs, then this seminar is a must attend for your sales team.

This intensive 2-day workshop is aimed at any professional who is responsible for selling technology solutions to senior executives.

Download the workshop brochure

Key topics that will be discussed 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
– 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


Testimonials from previous attendees:
“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.


For more information about this workshop Click Here
For enquiries Tel: +27 11 026 0982  Email: seminars@itnewsafrica.com