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.

Influence can only happen when trust is in place. Trust has to be earned. Step one to influencing CIO buying decisions is getting their attention. But it is unlikely that a one off encounter will secure their trust. Thus vendors must repeatedly get the CIO’s attention until such time that the interpersonal dynamics switch from push to pull. At this point the CIO sees you as a trusted adviser and so will want to involve you in matters that they care about.

This 8 page downloadable guide identifies a number of ways in which technology sales and marketing professionals such as you can get the CIO’s attention.

Table of Contents

• Introduction
• Beyond Commodities
• The Current market
• Take Action
• Conclusion