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, 20205 min read
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, 20202 min read
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 18, 20203 min read
Discover First, Prescribe Later
My experience is that the successful salespeople DISCOVER FIRST, only when they understand me, my company, & the situation, prescribe later
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David Silverstein
Feb 4, 20203 min read
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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David Silverstein
Feb 4, 20203 min read
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!
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David Silverstein
Feb 4, 20202 min read
Participation Pays Off
So why don't more people get involved, participate, and build real relationships? I don't know. The alternatives really stink.
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David Silverstein
Jan 31, 20201 min read
Let's Sell Them What They Need
I was making a sales call this week and got some great advice.
“Sell me what I need not everything your company offers.”
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David Silverstein
Jan 31, 20202 min read
Introducing Ms. Gatekeeper!
So how do you get past the Executive Assistant to the CIO, the “Gatekeeper” if you will?
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David Silverstein
Jan 31, 20203 min read
Top 10 List of What Not To Do
Top Ten Things NOT to do to Successfully Sell to the CIO (or at least to survive the “instant delete” round).
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