Think Outwardly

Be the solution to what's ailing CIOs, Bonfante advises. Start by asking "What's in it for them?" and focus on helping them succeed.

To that end, Bonfante advises solution providers' sales forces to "listen first" before talking, focusing on CIOs' goals and thinking about how you can help them achieve those goals. Then, establish credibility by standing behind what you say and honoring your commitments.