How should startups look to sell to CIOs? - Pulse Q&A

How should startups look to sell to CIOs?

#startups,#sales,#business,#innovation @IT Number of answers: 0

Mike D. Kail, CTO

, answered on 2017-12-24T00:00:00Z, a year ago

First and foremost, really work on your messaging and positioning. It’s easy to get enamored with the technology how instead of the strategic why - why is this important to them and why should they listen to you. If you can’t articulate that in a couple of minutes, you don’t want to go talk to a CIO.

Once you have that, it’s about finding the right warm introductions, or reaching out to meet if you’ll be at the same conference/event and just having a conversation. Hard selling doesn’t work. Find out what they are working on, what their priorities are, and then if applicable work it in. Take a trusted advisor approach instead of a cold email or call, which may work sometimes but certainly doesn’t scale.

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How should startups look to sell to CIOs? - Pulse Q&A

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