David Silverstein, co-author of No! I Don't Have 15 Minutes to Chat
talks to Steven Giuliano, VP of Technology for a large healthcare company in Philadelphia.
Steve's advice to sales reps:
Know when not to sell me something.
Sell a solution to the people that report to me, those who know the specifics of our technology needs . I respect their input. The final decision ends with the CIO. It doesn't start there.
This environment, during the pandemic, makes it difficult to make a sale with a new prospect. Be patient, and focus on relationship building, not selling. The sale will eventually come.