How to sell to the CIO – All You Need To Know
Selling technology is not an easy task. It can’t manage technological assets cost-effectively or generate value from data since so many teams adopt loads of tools and platforms.
You’re offering a product that doesn’t always function by its very nature. Over time, software and hardware advance, but there’s always a problem to resolve, a feature to add, or a process that doesn’t function as expected.
In this scenario, salespeople may find it challenging to figure out how to market to the CIO. It’s tough, but not impossible, to sell to CIOs. Even though most CIOs are overworked and overwhelmed with technical sales calls, firms that succeed in selling to CIOs have discovered a few key methods for turning CIO prospects into happy customers.
When trying to market new technology to the CIO, sellers frequently fail miserably. Here’s how to do it wisely and benefit everyone.
1. Making the title interesting:
Use the title such as Business Development /Marketer/ Consultants to approach the C-suite level executives of IT’s instead of typical salespeople. CIOs receive a large number of emails. To get noticed, you must give value.
Keep the subject line personalized and your communications brief and to the point. Make use of identifiable consumers and explain your value offer as briefly as feasible.
2. Respect the CIO’s time:
At the C-level, time is a limited resource; it is your duty to make the most of it by giving the information that executives value the most. The majority of reps miss the mark. Make sure you don’t waste their time.
Prepare a time-saving pitch by making an effort to get to know the Executive assistant. Developing a connection with the assistant to the CIO might differ between getting in and not getting in. If you offend the assistant, you’ll almost certainly lose the deal.
It’s an exciting moment to work in enterprise sales, given the amount of change in IT right now. Sales leaders may become the IT leader’s go-to partner by establishing a new strategy focused on data, inclusiveness, and convenience.
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3. Use predictive analytics:
Don’t skip the preliminary planning stage. Predictive analytics initiatives must be well-planned, have well-developed predictive models, and have a flexible business culture to be effective.
For salespeople to reach the appropriate targets at the right time, predictive analytics is more crucial than ever. With the capacity to extract essential information from current data sources, you may identify patterns and anticipate future outcomes with far greater certainty and “predictability” than you could without it.
Use predictive analytics to provide tailored, targeted information to specific buyers. Check to see if you’re providing suitable material to your audience based on their behavior.
4. Provide Value:
Just because you’ve made contact with the CIO and the organization doesn’t imply you’ll be able to clinch a deal straight soon. Follow up with voice mail, email, and further meetings to emphasize your value offer. This procedure is similar to how the CIO operates. It relates to the psychological profile.
Perhaps the CIO consults a previous employer or a colleague CIO in a non-competitive field for guidance. Find out who has a say in the CIO’s decision-making process and get your message in front of them.
Marketing is rapidly changing, and big data is becoming increasingly essential. Customers and prospects want more relevance and customization than ever before, and marketers must be prepared to satisfy those demands.
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5. Focus on building a relationship with CIO:
Don’t just go for a quick sale; instead, establish a relationship and a reputation for accomplishing what you say you’ll do. You should be able to speak not just to the CIO’s and his company’s unique needs but also to the needs of the industry.
Knowing about industry trends, vocabulary, and current concerns demonstrate to your prospect that you are aware of his goals and environment. Having the ability to reference and explain industry studies and analyses will help you gain even more credibility.
Personalized marketing is an ongoing development and assessment process. What works now to convert customers may not work tomorrow. Personalization is a process of continuous improvement.
6. Know your CIO industry:
No number of well-designed PowerPoint presentations or sales tracks can persuade a senior IT executive that your company’s system or service is superior to that of any other provider. Knowing your customer rather than your firm is the key to success.
The most successful IT businesses recognize the significance of client engagement and are aware of the obstacles they confront.
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7. Business risk evaluation:
Any new business-critical application, especially one that can influence revenue, will be implemented with extreme caution by CIOs. The CIO will frequently point out that they already have a functioning solution and query why they want to change.
You must inform CIOs about the sorts of support services available from the vendor in a problem. An important consideration for the CIO is how the product’s maturity affects performance and how much time is spent providing product feedback.
8. Focus on Key points:
Emphasize assisting the CIO in resolving critical issues that major suppliers fail to resolve and informing them of what others are attempting. Tactical discussions on specific solutions that do not have strategic importance.
Overselling and creating expectations that aren’t in line with the CIO’s requirements. Opportunities for transformation and strategic directed dialogues that go beyond your product Relating use-cases to a company’s unique business goals, as well as providing domain expertise on industry best practices.
Willingness to invest a small amount of money in a pilot or proof of concept. Follows up, keeps promises, and is highly responsive to demands.
It’s all about the larger picture when selling to the C-suite on IT investments. Focus on coming up with innovative approaches and informing prospects about upcoming opportunities and risks.
Be a thought leader, introduce CIOs to new types of innovation, and assist us in being competitive and ahead of industry and technological trends. Instead of seeing CIOs as the ones with the profit, focus on developing a connection with them so that they can open the door for you.
Do you also wish to boost your CIO selling success? Contact us today and leave the rest to us!