Selling to the CIO

ABOUT

This intensive 2 day seminar teaches IT sales reps how to connect with CIOs, establish trust, and build profitable relationships.

Once CIOs 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.

DOWNLOAD BROCHURE

VISIT THE SEMINAR WEBSITE
 

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.
 

This 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.


TESTIMONIALS

Past attendees gave us their thought’s and opinion’s on the event, with a majority rating the seminar 9 out of 10 overall in their feedback forms.

• “A very well spent 2 day seminar. Very useful and enjoyable.”- Rory Kruger,
  Enterprise Security Account Manager, Puleng Technology.
   
• “I thought the seminar was fantastic.” – Robert Collins, Industry Executive,
  Bytes Universal Systems.
   
• “Very informative and interactive seminar. Additionally, I feel a lot more confident
  now after attending the seminar.” – Kuben Naidoo, Innovation Consultant,
  Cornastone Enterprise Systems.
   
• “Excellent interaction with a real CIO. Was great to gain insight on how to to close
  our sales successfully.” – Dale Dhavaran, Sales Manager, Cornastone.
   
• “A clear reminder that the CIO is also human.” – Debbie Elrick, Account
  Manager, Intuate Group.
   
• “The seminar gave me a better understanding of what a typical CIO expects from
  a sales person. The seminar made me feel more confident when approaching a
  CIO.” – Albeauty Mokhodu, Account Manager, Cornastone.

Topics at this intensive 2-day workshop will include:

• Your Strategy to Win over the CIO
• Navigating to the CIO: Top Down and Bottom Up Approaches
• Organizing the Presentation to the CIO: How to Gain Credibility & Overcome Objections
• CIOs Describe Habits of the Best (and Worst) IT Sales Reps
• What CIOs Say Earns Reps Trusted Advisor Status
• What CIOs Expect from Reps at a Sales Meeting 
• Penetrating the Organization at Various Levels of Responsibility 
• Communicating Strategic and Operational Value

DIRECTIONS