Selling technology course

Projects, Programmes & Change

Selling technology course - The Mind of the CIO and IT director

This 2-day programme is targeted at sales professionals selling technology to CIO’s and IT directors. It was designed following discussions with a major systems integrator on how companies make technology decisions and the role that CIO’s and IT directors play in them. At the end of the programme, participants will learn the following skills and be able to apply them in their own sales environment:

1. How to develop an approach to senior IT executives based on their balance of priorities

2. Communicating technology concepts to technologists and non-technologists

3. Using the networks of influence in their organization to your advantage

4. Becoming a trusted technology advisor to customers

5. Understand thought process and influence the decisions of IT executives

Course topics

• How companies buy technology – black & white decisions

• Understanding internal people networks

• Establishing credibility as a technology advisor

• Getting the attention of the CIO and IT director

• Leadership profile of technology managers and how to influence them

• How technology leaders think – case studies