Sales

10 Ways to Get the CIO's Attention
Ade McCormack

There is a correlation between sales approval and seniority of the buyer. ‘Big ticket’ items require IT leadership sign off. If your offerings require significant financial investment from the client then your ‘go to market’ approach needs to reflect this.The ultimate decision maker within the IT function is the CIO. Thus it makes sense to forge relationships at this level.This white paper identifies a number of ways in which technology sales and marketing professionals such as you can get the CIO’s attention.

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"Terry brings a very practical approach to business development and marketing for the IT Software Industry. His knowledge of the Software Industry is second to none and I always leave our meetings inspired to drive forward."

Steve Mumby, DirectorInnovation Software, Grimsby

"Terry has been a catalyst for change. We knew things needed changing but not what to change. Working with Terry has completely changed the way we look at sales and marketing. We can see improvements in our sales as a result. Terry applies his depth of experience in a systematic way to inform the changes required. I wish we had started working with Terry earlier than we did."

Stephen Kellett, MDSoftware Verification, Cambridge

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