Do Your Homework

You can work your network in search of someone who can facilitate an introduction to a CIO, but also find out what makes him or her tick inside and outside the office, Bonfante suggests.

But don't stop there. What are the major imperatives that executive's company is facing? What challenges are being faced in the industry or industries in which the business competes? Then, tell how your company's offerings can help ease those challenges.

"I see so many salespeople who are like 'Here's what we've got' before they truly understand at all if there's even a remote fit," Bonfante told ITBestOfBreed.