4 Ways To Help Win Sales From The CIO

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How To Get Good At This

If your sales representatives can put all this together and develop pitches for the phone and email, and practice an initial sales call, "I will know [within] five minutes if I should work with you," Bonfante said in his presentation.

"It's truly understanding what [the CIO's and business's] priorities are and matching your capabilities to those priorities," he told ITBestOfBreed.

If you're selling something the customer could use but it's not a top priority for the CIO and his or her organization, be careful. Otherwise, "you're just kind of shooting to the back of the line," Bonfante said.