No! I Don't Have 15 Minutes to Chat: What Top Tech Execs Wish Salespeople Knew About Getting in the Door and Earning the Business

by Silverstein David, Gaboriault Randy

Overview

Learn the Secrets of Successfully Selling to CIOs

If you sell technology to CIOs, you know getting their attention is harder than ever. How can you break through the barriers to win their business? David Silverstein and Randy Gaboriault go straight to the source—CIOs themselves—for insider insights on what works, what doesn’t, and what they wish salespeople would do differently.

In this book, you’ll learn everything you need to:

• Make the initial connection. Email blasts, LinkedIn invites, and cold calls don’t work; here’s what does.
• Be a partner, not a pest. CIOs are busy. Sleuth out info on their company and concerns without taking a second of their time.
• Clinch the sale. You worked hard to earn that meeting—so don’t blow it. Here’s what seals the deal (and what not to do).
• Build long-term relationships. Turn one sale into many by inspiring lasting loyalty from your customers.

Product Details

ISBN-13:	9781734568400
Publisher:	Sellingtothecio
Publication date:	04/27/2020
Pages:	162
Sales rank:	613,571
Product dimensions:	5.50(w) x 8.50(h) x 0.35(d)

About the Author

David Silverstein has spent the last 25 years in technology sales and leadership. He is a results-driven relationship builder who is fiercely competitive and passionate about his career. He prides himself on building highly cooperative, energetic competitive cultures. Over his tenure he has held positions in direct and channel sales, target and strategic selling, and most recently VP of sales for a large publicly traded systems integrator.

Randy Gaboriault has spent the last 15 years as an award-winning, global CIO across multiple industries, from aircraft engines and automotive to medical devices and health-care services. CIO Magazine editor-in-chief, Maryfran Johnson, named Randy an "exceedingly rare, triple threat CIO: a CIO that is equally talented at managing, problem-solving, and driving revenue." Randy has spent his career creating strategies for exceptional and differentiated technology-enabled value chains. With this experience has come thousands of interactions-good, bad, and ugly-with sales professionals and the sales apparatus of organizations large and small.

Table of Contents

CONTENTS

Foreword, by Michael Friedenberg, President of Reuters

Introduction

CHAPTER 1:

Making The Connection 1

What Not to Say to the CIO’s Gatekeeper

Respect My Admin

8 Ways to Get to (and Through) the Gatekeeper

What Would the CIA Do?

What Part of “No” Don’t You Understand?

How Would You Treat a CIO?

Cut and Paste Just Doesn’t Cut It

What You Think Makes You Different

Just Makes You the Same

Remember Me?

She’s No Friend of Mine

Liar, Liar, Pants on Fire

Top 10 Mistakes Salespeople Make When Cold Calling

Are You a Frog or a Good Relational Seller?

It’s So Easy

CHAPTER 2:

Do Your Homework

Get Smart

What’s In It for Me?

Learn My Language

What Do They Really Do All Day?

Understanding the CIO’s Agenda

The Big Switch

It’s the Little Things

Get the G2 on the CIO

The Dual Role CIO

Get Attention the Right Way

CHAPTER 3:

Building Relationships

LinkedIn Is Not a Dating Service

Salesperson or Stalker: What’s the Difference?

Are You a Bad Blind Date?

Why Can’t We Be Friends?

When Is a CIO Not a CIO?

Are You Running a Marathon or a Sprint?

Sell Nothing, Gain Everything

4 Ways to Kill a Relationship

Happy to Serve

Participation Pays Off

The Ultimate Cheat Sheet on Getting in the Door

CHAPTER 4:

You’ve Got the Meeting. Now What?

Courtesy Ain’t Old School; It’s the Only School

It’s Meeting Time. Use It Wisely

Do You Want Fries with That?

It’s Your First Meeting. Here’s What Not to Do

The Power of the Purchasing People

Want to Keep Your Job? Do This Touch Your Phone, Kill the Sale

When Good Presentations Go Bad

The Power of Common Ground

Sell Them What They Need—Not What You Have

Discover First, Prescribe Second

Think Different

Are You Throwing Away Free Money?

“What Do You Think?”

CHAPTER 5:

Closing the Sale

5 Must-Do’s After Your Next Sales Demo

It Takes a Village

How to Handle a Long Sales Cycle

How Can I Miss You If You Won’t Go Away?

Dealing With the Summer Slowdown

Get by With a Little Help from Your Friends

Take This to Your Leader

Trust Your Gut—Not Your Management

Are You a Partner or Just a Vendor?

How to Win the Sales Competition

Give Me a Sign

The Sale Doesn’t Stop After the Close

CONCLUSION: Be a Professional

Editorial Reviews

“Finally! Real-world advice for those seeking lasting relationships at all levels. This is the book CIOs want you to read!” —Steven Giuliano, VP, Technology, Independence Blue Cross

“A must read for all IT sales professionals who want to take their executive relationships beyond a single sale. These tips are invaluable for even the most experienced IT sales professional.” —John Dabek, Managing Principal (and Former CIO and CTO), Wavestone

“The CIO has little free time and what they do have is highly valuable. This book will assist you to not only start the conversation but build a relationship.” —George Gunther, VP and CIO, Asplundh Tree Expert, LLC

From the Publisher