Sales Process 2/2

Selling to the CIO Podcast #2

RJ discusses a few ways for sales rep to make connections with IT leadership and a few ways that never work.

Selling to the CIO Podcast #1

Listen to the latest podcast with the co-authors of "No, I Don't Have 15 Minutes to Chat"

Getting My Attention, The Right Way!

How to get the attention of a CIO the right way to start a conversation.

The Dual Role CIO; Be Careful What You Say.

The modern CIO and CMO are increasingly connected and more frequently the same person. It is time for your sales approach to reflect this.

The Purchasing Folks

In many companies and organizations we are selling to purchasing in addition to the CIO.

Respect the CIO

Are you kidding me? How would you seek to do business with the CEO? Would you have a different approach for the CEO of one million dollar...

This Trick will Backfire.

We are going to win some and lose some along the way. It’s how you handle the situation that prevails in the end.

Do What You Must to Get to the CIO

You have done irreparable damage to yourself, your company, it's other employees, and it's investors.

The Invasion (Take This To Your Leader)

Take this to your leader and tell him or her that they are an important part of the sales process and that they should follow your lead!