Selling to CIOs in a weak economy

Posted: June 21, 2010 in Uncategorized
Tags: , , ,

When the going gets tough, the tough do a better job of qualifying leads.

Last year I weighed in on topic familiar to just about all of us: B2B cold calls epitomize the gap between sellers and buyers

CIO Magazine agreed with the premise and took it a step further with a survey of chief information information officers. The intent was to use what they learn from the survey to formulate guidelines for vendors on how to sell more effectively.  Good idea.  It tried to make life just a tad easier for beleaguered CIOs who are having to do a lot more today with fewer resources.  (Hey, a lot of us can relate to that.)  The thinking is that if suppliers were hearing it straight from the people they’re trying to supply, it might help them use everyone’s time more wisely.  No knock on a vendor trying to make a buck.  It’s that in today’s economy, “aggressive” doesn’t always equate to “productive”.  And aggression is the order of the day when it comes to trying to get the order, as in sales.   A little background on the survey explains this, too.  Studying the survey can help anyone trying to sell anything today.


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