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Sat, Nov 17, 2007 12:44 EST
What is the best practice in approaching CIO's?
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Posted by: Results123 in Best Practices Topic: Enterprise Management
Current Rating: |
I am new to the software industry as an Account Executive. I have spoken with one CIO about how he best likes to be approached from a sales standpoint. I wanted to get further input. So, as a CIO, what is the best practice for an AE to follow to get your attention when seeling a product or service? Others of you in the IT industry, I would appreciate input from any of you on how you have successully, or unsuccessfully, approached CIO's when selling.
My dear AE.
Consider an approach that adds value to the already busy professional. Do not try to push for a face-to-face meeting (although asking never hurts), but do your homework first rather than being a passive player.
Research the company, the industry, forums like these to figure out what are the industry trends, pain points and, if possible, the company issues.
Reach out for non-technical people in the company to explore what busines projects and challenges the company is addessing. CIOs are always trying to serve the business, so know what the business is doing.
based on the research, offer materials, research (and not just your own promotional literature) that speaks to the topic and in exchange ask for a few minutes over the phone or in person.
This way you begin to position yourself as a partner and source of information and not just a sales rep.
Best regards,
Luciano
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