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How to Sell to a CIO

The Secrets of Convincing a CIO to Buy Your Products & Services

First, make sure you understand what it’s like to lead an IT organization.  I have a friend at Forrester Research who has his interns read my book to help them understand what IT is like from a CIO perspective.  You might want to read it too.

Second, download and read my free 7-page white paper on “How to Sell to a CIO.” That may be all you need.

If you want more, then I’ll be happy to help you personally.  I can:

  • Do a presentation or seminar for your salespeople to help them optimize their sales approach around the CIO’s viewpoint
  • Review your product/service marketing, sales and positioning strategies and make recommendations on things you can do better
  • Review product/service videos or presentations to offer advice for improvement
  • Spend time with you and your people talking about CIO needs and how to meet them

Help is available either in-person at your site, or remotely over-the-phone or using email.

Send me an email if you’re interested.  Describe your situation and include attachments if you think it’s important (I prefer PDF, PPT or text for documents, and I prefer URLs for videos).  I’ll give you an estimate and then you can decide whether or not you want to proceed.

Non-disclosure is a given.  I never reveal secrets shared with me by a client, and I’ll abide by the Confidentiality Statement given below.

Confidentiality Statement
I will not divulge any of client’s proprietary or confidential information or material without client’s prior written consent provided, however, that I may make such disclosure as is reasonably necessary to the performance of this project. I will take all precautions necessary and appropriate to insure that my employees, agents, and subconsultants likewise adhere to these confidentiality provisions.  The phrase “client’s proprietary or confidential information or material” shall mean any information, data and knowledge concerning client which is delivered or disclosed to me, or which I learn or obtain orally, through observation, or through analysis of such information, data or knowledge. The phrase does not include information which (i) is already in my possession, or (ii) becomes generally available to the public other than as a result of a disclosure by me, or (iii) becomes available to me on a non-confidential basis from a source other than client, provided that such source is not bound by a confidentiality agreement with or other obligation of secrecy to client or another party.

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