Selling to the CIO Podcast #10

Know the patient, where does it hurt..

Watch the podcast.

Eric L. Stern, Director, Information Technology at Medco Tool talks with David Silverstein about how to think about your sales conversation. Be the doctor and know the patient. Your client is your 'patient'. Where does it hurt or what keeps you up at night? That's the solution you want to sell.

Listen to the remainder of their discussion here.

To purchase the book, No! I Don't Have 15 Minutes to Chat, click here to order on Amazon.