No! I Don't Have 15 Minutes to Chat: What Top Tech Execs Wish Salespeople Knew About Getting in the Door and Earning the Business

by David Silverstein, Randy Gaboriault

Learn the Secrets of Successfully Selling to CIOs If you sell technology to CIOs, you know getting their attention is harder than ever. How can you break through the barriers to win their business? David Silverstein and Randy Gaboriault go straight to the source—CIOs themselves—for insider insights on what works, what doesn’t, and what they wish salespeople would do differently. In this book, you’ll learn everything you need Make the initial connection. Email blasts, LinkedIn invites, and cold calls don’t work; here’s what does. Be a partner, not a pest. CIOs are busy. Sleuth out info on their company and concerns without taking a second of their time. Clinch the sale. You worked hard to earn that meeting—so don’t blow it. Here’s what seals the deal (and what not to do). Build long-term relationships. Turn one sale into many by inspiring lasting loyalty from your customers.

164 pages, Kindle Edition

Published April 12, 2020

Reviews

[Stan Kornaga · Rating 4 out of 5]

David is a colleague and a friend, knowing his skills and sales tenure I picked up the book.

This book is easy to read, with plenty of antidotes from both buyers and sellers. These real life stories are what make the book worthwhile and easy to read. Lessons learned and directions to engage and enchant customers.

This is a must read for everyone in the technology industry from sales to service delivery and management. This book let’s you see how CIOs and CTOs feel during the sales process and what kills deals too.