Specifically, we can focus on four challenges that CIOs and CTOs are currently facing:
1.- Security : One of the main challenges on the agenda of the two profiles that seek to guarantee data protection and identity security.
2.- Cost reduction : This constant is due to the CEOs' perception of technological platforms and is a key element at all times to sell solutions.
3.- Agile Methodology : reducing times and increasing iterative processes in the delivery of prototypes is an interest of the profiles.
4.- Innovation : they look for solutions with good usability that require little training and are easily adapted to the dynamics of companies.
Selling to CIOs and CTOs and beating the competition
Being a sales professional and being a great sales person involves two fundamental principles: empathy and listening . Empathy is essential for any good salesperson.
Aside from the challenges we mentioned, take the time to research the CIO or CTO you'll be selling your product to. Below we've outlined seven resources and tools that build on these principles.
Understand the problem-solution fit of the company you sell to. This business mailing lists poland will help you know what weaknesses your product can attack. A fundamental resource when making the first recognition call.
As a sales company, your website must be in top shape for the CIO's eyes. It must contain information of interest: case studies, customer testimonials, whitepapers, technical information, etc.
Avoid cold calling. Work with marketing to identify potential customers so you can approach them when they have minimal knowledge about the company.
Marketing and sales come together to create strength. Together, you can build your Buyer Persona profile to gain a deeper understanding of your customers' needs.
As a salesperson, it is important to identify the circles of trust and the decision-making power of the CIO and CTO team members. This will allow you to take different actions for each of the members.
Prepare your sales pitch and keep it to a minimum of five minutes. This is where you focus on your specialized knowledge of the sector; your competition, the benefits for the business, data on adoption rates, success stories, etc.
Finally, your sale doesn't end once the contract is signed. Follow up with your client properly and listen to any concerns or issues they may have. For CIOs and CTOs, quality of service level and long-term relationship are very important.