Selling to the CIO Podcast #3
Sell a solution to the people that report to me, those who know the specifics of our technology needs . I respect their input.
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David Silverstein
- Aug 14, 2020
- 1 min
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.
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David Silverstein
- Aug 5, 2020
- 1 min
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"
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David Silverstein
- May 11, 2020
- 3 min
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.
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David Silverstein
- May 11, 2020
- 2 min
The Purchasing Folks
In many companies and organizations we are selling to purchasing in addition to the CIO.
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David Silverstein
- Apr 8, 2020
- 3 min
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...
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David Silverstein
- Mar 23, 2020
- 2 min
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.
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David Silverstein
- Mar 23, 2020
- 2 min
Please Don't Give Us Free Money
Let’s walk through how not to retain a current customer at renewal time when Selling to the CIO.
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David Silverstein
- Mar 23, 2020
- 5 min
Know the Customer and Get Intelligent
If somebody does their homework and leaves me an intelligent voicemail or email, I’m more likely to return that call or email.
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David Silverstein
- Mar 23, 2020
- 2 min
7 Simple Steps for Getting the Meeting
We spend a lot of time talking about what doesn’t work when trying to get the meeting. Here are 7 steps that work.
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David Silverstein
- Feb 4, 2020
- 3 min
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.
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