IT vendors give “Selling to the CIO” two thumbs up!

By IT News Africa

Johannesburg, 29 March 2016- Selling to the CIO , an intensive 2-day masterclass which prepares IT sales reps to connect with CIOs, establish trust, and build profitable relationships, has been hailed as the ‘must-attend’ workshop for technology sales professionals.

Launched back in May 2014, Selling to the CIO attracts a cross section of IT sales executives who are looking to become more effective at selling to CIOs.

"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." - A. Mokhodu, Account Manager.

Establishing credibility with CIOs can be tough. They are extremely busy and 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.

According to Mark Hall, founder and GM, 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.”

"Excellent interaction with a real CIO. It was great to gain insight on how to close our sales successfully." - D. Dhavaran, Sales Manager.

At the next Selling to the CIO , set to take place on 29 – 30 June 2016 at Henley Business School in Johannesburg, attendees will learn key strategies to successfully win over the CIO. In addition, leading CIOs will offer essential tips on how to communicate strategic and operational value and how to earn trusted advisor status.

"A very well spent 2 day seminar. Very useful and enjoyable."- R. Kruger, Enterprise Security Account Manager.

Furthermore, facilitators and attendees will explore the psyche of today's IT leader in depth, and reveal little known techniques on how to successfully penetrate an organization at various levels of responsibility and ultimately, navigate to the CIO.

"Very informative and interactive seminar. Additionally, I feel a lot more confident now after attending the seminar." - K. Naidoo, Innovation Consultant.

Some key topics that will be discussed at the next Selling to the CIO workshop include:

  • Your Strategy to Win over the CIO
  • Navigating to the CIO: Top Down and Bottom Up Approaches
  • The Human Nature of the CIO: A Personal and Psychological Profile.
  • Presenting Your Solution: Using Logical Arguments, Emotional Appeal, and your Character.
  • Organizing the Presentation to the CIO: How to Gain Credibility, Overcome Objections, and Consensus.
  • CIOs Describe Habits of the Best (and Worst) IT Sales Reps
  • What CIOs Say Earns Reps Trusted Advisor Status
  • Penetrating the Organization at Various Levels of Responsibility
  • Communicating Strategic and Operational Value

Workshop Details:
Selling to the CIO
Date: 29 - 30 June, 2016
Venue: Henley Business School, Johannesburg, South Africa

For enquiries Tel: +27 11 026 0982 Email: [email protected]