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In case you promote expertise to CIOs, you already know getting their consideration is more durable than ever. How are you going to break by means of the boundaries to win their enterprise? David Silverstein and Randy Gaboriault go straight to the supply—CIOs themselves—for insider insights on what works, what doesn’t, and what they want salespeople would do otherwise.
On this guide, you’ll be taught all the pieces you’ll want to:
- Make the preliminary connection. Electronic mail blasts, LinkedIn invitations, and chilly calls don’t work; right here’s what does.
- Be a accomplice, not a pest. CIOs are busy. Sleuth out data on their firm and considerations with out taking a second of their time.
- Clinch the sale. You labored exhausting to earn that assembly—so don’t blow it. Right here’s what seals the deal (and what to not do).
- Construct long-term relationships. Flip one sale into many by inspiring lasting loyalty out of your clients.