On today's episode of Open Source Selling, Jason and I continue our conversation and discuss 'how to effectively work with and sell to the CIO'. Jason shares what he does to prepare to make initial contact and how he secures a first meeting. This includes his research on the CIO's initiative's, connecting with the CIO's extended team to gather specific information, build relationships and support, as well as over-coming objectives from the 'blockers' in an account who don't initially support you. He also discusses what generally has to happen during a first meeting to secure a follow up because too often an account executive only gets one opportunity to meet with and make an impression on the CIO.
Join me as we ask, listen, and learn together!
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