Publisher's Synopsis
Learn the Secrets of Successfully Selling to CIOs
If you sell technology to CIOs, you know getting their attention is harder than ever. How can you break through the barriers to win their business? David Silverstein and Randy Gaboriault go straight to the source--CIOs themselves--for insider insights on what works, what doesn't, and what they wish salespeople would do differently.
In this book, you'll learn everything you need to:
- Make the initial connection. Email blasts, LinkedIn invites, and cold calls don't work; here's what does.
- Be a partner, not a pest. CIOs are busy. Sleuth out info on their company and concerns without taking a second of their time.
- Clinch the sale. You worked hard to earn that meeting--so don't blow it. Here's what seals the deal (and what not to do).
- Build long-term relationships. Turn one sale into many by inspiring lasting loyalty from your customers.
