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Upcoming masterclass to focus on strategies for selling to CIOs.

By IT News Africa

Johannesburg, 24 June 2016- Let’s face it, selling to CIOs is not easy. 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 strategies and techniques that are truly effective.

The next edition of Selling to the CIO will take place from the 29th to the 30th of June 2016, at Henley Business School in Johannesburg, South Africa.

This 2-day workshop will be facilitated by leading South African CIOs, and the content is designed to provide solid practical strategies that will help IT vendors meet their CxO selling objectives.

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.

If your organization wants to become more effective at selling to CIOs then this seminar is a must attend for your sales team.

Selling to the CIO is completely interactive and incorporates extensive exercises and role-play to help attendees apply the concepts on active and future accounts. Everyone can ask tough questions, share their experiences, work on their weaknesses, and learn entirely new skill-sets. Learning by example is the best way to learn and the workshop includes best practices from major technology companies.

Key topics include:

  • Strategies to Win over the CIO
  • Navigating the CIO: Top Down and Bottom Up Approaches
  • Organising the Presentation to the CIO: How to Gain Credibility & Overcome Objections
  • 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 previous attendees:
“A very well spent 2 day workshop. Very useful and enjoyable.” - Rory Kruger, Enterprise Security Account Manager.

“I thought the seminar was fantastic.” – Robert Collins, Industry Executive.

“Very informative and interactive seminar. Additionally, I feel a lot more confident now after attending the seminar.” – Kuben Naidoo, Innovation Consultant.

“Excellent interaction with a real CIO. Was great to gain insight on how to to close our sales successfully.” – Dale Dhavaran, Sales Manager.

“A clear reminder that the CIO is also human.” – Debbie Elrick, Account Manager.

“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.