Strategy Workshop: Selling to the CIO
Tue Nov 25, 08:30 - Wed Nov 26, 16:00
THE GORDON INSTITUTE OF BUSINESS SCIENCE
ABOUT
“The repeated issue every year—what keeps CIOs up at night—is the sales and marketing practices of technology vendors. It’s a cat and mouse game. It’s not efficient for buyers; it’s not efficient for sellers. The whole relationship is problematic.”
- Mark Hall Founder & General Manager CIO Executive Council.
This intensive 2 day seminar teaches IT sales reps how to connect with CIOs, establish trust, and build profitable relationships.
If CIOs can trust your company’s sales executives to understand their challenges and help to solve them, they will be eager to do business with you and keep you close. But establishing credibility with CIOs can be tough. They are extremely busy and they are inundated with technical sales calls. Nonetheless, those who make a good living selling to CIOs have learned that there are ways to sell to CIOs that are truly effective.
If your organization wants to become more effective at selling to CIOs, then this seminar is a must attend for your sales team.
YOUR INTERNATIONAL FACILITATOR
Jan Flamend, Managing Director , Valueselling
Jan Flamend has extensive experience as a sales director and as a sales trainer.
He studied Germanic philology and philosophy at the Catholic University of Leuven, and at the University of Pennsylvania and taught several seminars at these universities.
After his academic career, Jan joined Mercuri International, where he became a sales consultant and trainer. Jan worked for customers such as Interbrew, Hewlett Packard, Zurich Insuranceand Mercedes Benz. He specialized in courses on Support Management, Key Account Management, Sales Leadership by Objectives, Coaching in the Field, Senior Management Skills and Running Business Cross Boundary.
Jan joined Hewlett Packard as capacity services & support sales manager Belgium/Luxemburg. He managed a large sales team, selling complex IT solutions in the enterprise market segment.
Jan was then appointed executive vice president sales EMEA at Ubizen. Ubizen is the largest security integrator in Europe, delivering solutions to large account to enhance e-business in 8 countries.
Jan has been a faculty member of Management Center Europe since 1997, where he delivers the Successful Selling Skills, Advanced Selling Skills, Sales Force management seminars.
Jan founded Valueselling.be in 2001 and he has worked on several international consulting projects for companies like ICI National Starch & Chemical, Emerson & Cuming, StorageTek, Telenet, Basell Chemicals, Cegedim, Axalto, Ceratizit, Barco, Apple Computer, Thermal Ceramics, Kühne + Nagel, Logitech, Hewlett Packard, Norgine Pharmaceuticals, Bekaert, Bausch & Lomb, Sybari Software improving the effectiveness of sales teams and the acumen of business people.
Jan also does intensive coaching programs for high level executives.
WHO SHOULD ATTEND
The program is best suited to IT vendors:
Vendor CEO’s, Business Development Directors, Business Development Managers, Sales Directors, Consultants, Sales Managers, Key Account Managers, Heads of new business, Sales executives.
WHY YOU SHOULD ATTENDThis seminar will be completely interactive and incorporates extensive exercises/role-playing to apply the concepts on active accounts or immediately on the next sales call. Everyone can ask tough questions, share their experiences, work on their weaknesses, and learn entirely new skill-sets. The seminar will also include best practices of other successful technology companies.