Reviews of What Every CIO Wants - A Guide for Global Technology Salespeople

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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.
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Mark Preston reviewed 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 7 days after purchase)
Ga Lok Chung reviewed on June 8, 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 2 days after purchase)
Ga Lok Chung reviewed on June 8, 2012
(no rating)
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 2 days after purchase)
Jeff Harrod reviewed on June 1, 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)