Selling to the CIO workshop returns to Johannesburg, South Africa

By IT News Africa

Johannesburg, 23 March, 2016- Johannesburg will see the return of the highly rated Selling to the CIO seminar . The seminar which is to be held at Henley Business School on 29 - 30 June 2016, will see sales professionals gain vital insights on how to successfully engage with CIOs.

Selling to CIOs is not easy. According to Mark Hall Founder & General Manager CIO Executive Council: “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.”

CIOs 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. This intensive 2 day seminar is designed to provide good solid practical strategies for selling to CIOs that will help you and your company meet your CIO selling objectives. If your organization wants to become more effective at selling to CIOs, then this seminar is a must attend for your sales team.

This intensive 2-day workshop is aimed at Vendor CEO’s, Business Development Directors, Business Development Managers, Sales Directors, Consultants, Sales Managers, Key Account Managers, Heads of new business and anyone who is responsible for selling technology solutions.


  • 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
  • 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 Organisation at Various Levels of Responsibility
  • Communicating Strategic and Operational Value

Testimonials from past attendees:
“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.

For more information view

Contact: Tinashe on: Tel: +27 11 026 0982 Fax: 0866130386

Email: [email protected]