David Silverstein of SellingtotheCIO.com speaks with Rajeev Nair, CIO - CTO at J Knipper & Co.

Sell a solution to the people that report to me, those who know the specifics of our technology needs . I respect their input.

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

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

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...

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

Let’s walk through how not to retain a current customer at renewal time when Selling to the CIO.

If somebody does their homework and leaves me an intelligent voicemail or email, I’m more likely to return that call or email.

We spend a lot of time talking about what doesn’t work when trying to get the meeting. Here are 7 steps that work.

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