What Every CIO Wants - A Guide for Global Technology Salespeople

Rated 5.00/5 based on 14 reviews
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. More

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Words: 21,340
Language: English
ISBN: 9781476220123
About Steve O'Donnell

Steve has a unique insight into the IT Industry and how it works end-to-end. With a career IT budget of over $30B he has led the delivery of some of the most significant global change programs of the last three decades.

As an analyst and commentator he is globally recognised as an expert in Storage, Cloud, Data Centers, Managed Services, IT Security, Smart Grid, Big Data Analytics and Sustainability.

As a subject matter expert is credited as the initiator of the Data Centre Maturity Model adopted by the Green Grid. He holds patents in IT cooling technology.

He is the author of "What Every CIO Wants" a unique insight into the mind and motivations of senior IT and business managers

Reviews

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)

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