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What Every CIO Wants - A Guide for Global Technology Salespeople
Rating:
( based on 13 reviews)
Published: June 01, 2012
Words: 21,349 (approximate)
Language: English
ISBN: 9781476220123
Short description
You know your technology product or service is a winner, but you can never seem to get the attention at C-level it deserves. Written by a senior IT executive who has bought over $30B of technology products and services, the book spells out the rules of engagement and how to foster trusted advisor status in the C-suite.Extended description
How would you like your customer's CIO tell his team to do business with you? What Every CIO Wants is written for you, the global technology salesperson who needs to understand the motivations, fears and focus of the enterprise IT leader.Discover the four types of CIO, the three types of business, the four categories of business opportunity to help you craft your messages, engage and win the trust of your customer. Avoid the Go Away Little Person syndrome and win.
Tags
marketing, sales, technology, it, enterprise, infrastructure, global, trust, ceo, sales effectiveness, sales leadership, cio, clevelAvailable ebook reading formats
Single purchase gains access to all formats. How to download ebooks to e-reading devices and apps.| Format | Full Book | Sample First 20% |
|---|---|---|
| Online Reading (HTML, good for sampling in web browser) | Buy | View sample |
| Kindle (.mobi for Kindle devices and Kindle apps) | Buy | Download sample |
| Epub (Apple iPad/iBooks, Nook, Sony Reader, Kobo, and most e-reading apps including Stanza, Aldiko, Adobe Digital Editions, others) | Buy | Download sample |
| PDF (good for reading on PC, or for home printing) | Buy | No sample available |
| RTF (readable on most word processors) | Buy | No sample available |
| LRF (Use only for older model Sony Readers that don't support .epub) | Buy | Download sample |
| Palm Doc (PDB) (for Palm reading devices) | Buy | Download sample |
Reviews
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Review by:
Alan Crean
on Feb. 15, 2013 :
This is a fantastic book and much more relevant than its great title.
I sell to CFO's and CEO's as well as CIO's - and the points ring through across the board.
(reviewed long after purchase)
Review by:
Dirk Jan Piersma
on Oct. 15, 2012 :
Steve takes C-Level sales to an higher abstract level giving you a clear strategic blueprint of the C-Suite.
I'm a big fan of making complex as simple as possible. Steve does this by providing great tooling e.g. the ARC triangle methodology and how Steve categorizes the application landscape of the CIO.
Thanks for showing me the money Steve! (And just like when you passed your driving license exam, practice and practice until you know how to drive/sell at C-level.)
(reviewed the day of purchase)
Review by:
natasha antoine
on Sep. 07, 2012 :
As an aspiring CIO level sales person I found this book easy to read, concise, straight to the point and most importantly extremely insightful.
'What every CIO wants' destroys the myths and assumptions we as sales people often have around what good really looks like. Whilst at the same time promotes, re-inforces, and highlights in bold capitals the winning attitude, character and social posture necessary to succeed.
Clearly Steve's mission and passion to educate, inform and equip shone through and I for one look forward to Steve,s next book.
(reviewed within a month of purchase)
Review by:
Michael Robinson
on Aug. 25, 2012 :
Fantastic insight into the C-Level executive decision making process. Very well written book that provides helpful guidance into the planning and execution of sales strategy, and certainly a resource I plan to come back to when planning future sales and marketing campaigns.
(reviewed within a week of purchase)
Review by:
david chapa
on July 27, 2012 :
Excellent read - valuable information into the minds of the CxOs.
(reviewed within a month of purchase)
Review by:
Jonathan Davis
on July 06, 2012 :
This was an excellent book. I was expecting a slim, article length book, a bit like a Kindle Single, instead I got a full featured, very well written and extremely informative book not only on dealing with and selling to C-Level execs, but a general guide to IT management best practices and wisdom from one of the industry's most experienced and highly respected execs. I know the author personally, but this review is offered in my professional capacity as a CTO. Must read.
(reviewed within a week of purchase)
Review by:
Lawrence John
on July 04, 2012 :
(no rating)
If you deal with CIO, CTO, CFO every day then this book puts into words what you do automatically, but it is much more than that. The real advantage is reading it crystallises my actions and helped me analyse the situation. A must read for motivated sales/account managers if you are at the top and want to improve.
(reviewed within a month of purchase)
Review by:
Karl Roe
on June 23, 2012 :
A great , easy to read, insight into the "mind of a C level IT buyer". A fantastic extra read for those "Challenger" sales people out there. If you are on the "Challenger" sales program, buy and read this book. The book will give you a real life , practical, explanation of how to execute your learnings to deliver more value to your clients & earn more ... in the less time. 5 Stars, no doubt.
(reviewed within a month of purchase)
Review by:
Greg Duplessie
on June 12, 2012 :
What ?!? I can only give 5 stars ?? If I could give 6 I would. The book is brilliant - truly cuts to the chase when selling and marketing to C-Level executives. If a salesperson can grasp these concepts, and put them into proper use, he/she should absolutely kill it.
The conversational tone of the book is a big plus as well.....Mr. O'Donnell is not talking down to you, he's talking WITH you and he wants to help. And if there's a more qualified person to help in this case, I don't know who he or she may be. Bravo.
(reviewed within a month of purchase)
Review by:
James O'Donnell
on June 12, 2012 :
An engaging book written with the incisiveness and clarity of somebody who has spent decades at the pinnacle of his field.
(reviewed the day of purchase)
Review by:
Mark Preston
on June 12, 2012 :
An excellent book which presents the balance of technology and sales to help understand the mindset at C level. The personality profiling of the CIO is key as with most IT changes understanding risk (and the decision makers attitude to risk) is critical.
(reviewed within a week of purchase)
Review by:
Ga Lok Chung
on June 08, 2012 :
Steve O’Donnell transfers his vast background in banking and telecoms IT systems into a concise guide for those who interact with or aspire to engage with CIOs. The book covers identifying the different CIO types, their motivations and how to move from simply a GALP (Go Away Little Person) to a key player in the CIOs’ thinking which will be useful for those working in the sales or consultancy industry.
(reviewed within a week of purchase)
Review by:
Ga Lok Chung
on June 08, 2012 :
Steve O’Donnell transfers his vast background in banking and telecoms IT systems into a concise guide for those who interact with or aspire to engage with CIOs. The book covers identifying the different CIO types, their motivations and how to move from simply a GALP (Go Away Little Person) to a key player in the CIOs’ thinking which will be very useful for those working in the sales or consultancy industry.
(reviewed within a week of purchase)
Review by:
Jeff Harrod
on June 01, 2012 :
This book is a must buy. Steve O'Donnell is a rare individual that has the ability to bridge the gap between technology and business. This book will not only make you think, it will give you new ideas on approaching business and give you a true insight into the CIO mind. Well written, clear, it really is a must have if you're dealing with C Level.
(reviewed the day of purchase)