Sales

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...

Talk about Telling the Truth

My inbox was recently graced with a well written cold pitch for a technology product that actually looked interesting to me so I gave it...

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.

Discover First, Prescribe Later

My experience is that the successful salespeople DISCOVER FIRST, only when they understand me, my company, & the situation, prescribe later