The best way to sell to CIOs

Posted: April 9, 2010 in CIOs, sales, value propositions, vendors

Would you rather be cold-calling or zip lining?

If you’re like most other B2B sales reps today with I.T. solutions to sell, your call lists are too long and your day is too short.  You don’t have near the hours it takes to thoroughly bone up on the companies you’re calling.  More and more, you’re shunted into voicemail and filtered out of the email boxes you want.  What if there was a way to ensure that your value proposition was visible to the right people at the right time?  What would it be worth to you to  keep your message and your offering front-and-center to the right eyeballs on a regular basis?  What if you could actually find out about your prospect’s budget? Their plans?  Their departmental needs this quarter, next quarter and the ones after that?  In fact, there are I.T. departments out there today enabling their would-be vendors to do these things.  They’re smart enough to know that it’s a much more efficient use of their time and the time of their suitors. But these buyers are not doing it for the good of mankind.  They want to ensure they’re staying current on what’s out there.  Don’t take it personal, but they just don’t want to spend time with you on the phone when you interrupt their day with a cold call.  Better to do it their way.  Stop cold calling and start closing. Then reward yourself with a zip-line ride.

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