4 Tips On How To Sell To A CIO During A Pandemic

Times are incredibly challenging as a professional technology sales executive. Simultaneously, the pressure is also tremendous for technology decision-makers such as the CIO, CTO, VP of technology, and other leaders during a pandemic. I am very empathetic for all industry professionals, and I understand the challenges that sales professionals face in the current climate. Travel bans and decision-makers are not taking any meetings from vendors that they do not have an established relationship with, makes it almost impossible for the vendor community to succeed. Here are some tips to help with sales enablement for the vendor community.

Vendors must focus on cross-departmental solutions to a problem. Assist the CxO with enterprise solutions to a current issue that they are facing. The solution must exhibit a business solution vs. a technology solution as the CIO is fighting for budget vs. their peers solving business problems. One of the worst questions to ask is, “tell me about your strategic initiative, or what are your upcoming focus in the next fiscal year?” Asking these types of questions shows that the vendor has not done enough research or lacks the industry knowledge about the challenges that the organization is facing.

CIOs are evaluating all financial investments like a CFO. Executive decision-makers must prioritize and funds…