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

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.

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.)

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.

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.

Excellent read - valuable information into the minds of the CxOs.

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.

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.

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.

An engaging book written with the incisiveness and clarity of somebody who has spent decades at the pinnacle of his field.

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.