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

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

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

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

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...

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

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