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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
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About No! I Don't Have 15 Minutes To Chat: What Top Tech
Product Description 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. About the Author A 25-year veteran oftechnology sales and leadership, David Silverstein has heldpositions in direct and channel sales, target and strategic selling, and mostrecently VP of sales for a large publicly traded systems integrator. Randy Gaboriault has spent the last 15 years as an award-winning, global CIOacross multiple industries, from aircraft engines to health-careservices. Along the way, he's had thousands of interactions--good,bad, and ugly--with sales professionals from organizations large and small. Review "Finally! Real-world advice for those seeking lasting relationships at all levels. This is the book CIOs want you to read!" --StevenGiuliano, VP, Technology, Independence Blue Cross "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 "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
