What Every CIO Wants - A Guide for Global Technology Salespeople

Rated 5.00/5 based on 12 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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About Steve ODonnell

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

Learn more about Steve ODonnell

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

Alan Crean reviewed 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 9 months after purchase)
Dirk Jan Piersma reviewed 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)
natasha antoine reviewed on Sep. 7, 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 23 days after purchase)
Michael Robinson reviewed 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 6 days after purchase)
david chapa reviewed on July 27, 2012

Excellent read - valuable information into the minds of the CxOs.
(reviewed 15 days after purchase)
Jonathan Davis reviewed on July 6, 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 6 days after purchase)
Lawrence John reviewed on July 4, 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 22 days after purchase)
Karl Roe reviewed 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 22 days after purchase)
Greg Duplessie reviewed 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 12 days after purchase)
James O'Donnell reviewed 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)
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