Selling to the CIO? Getting to know your buyer

After looking at the plight of the CIO earlier this week, I thought it might be good to post this presentation too.  It appears that CIO’s aren’t big fans of cold calls, but who is? In an world where getting someone’s attention is the first critical step for marketers and sales people alike, it appears that doing the research and understanding what is and what is not relevant is the first step to getting into the funnel with a CIO as a potential buyer for your product.

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4 Comments

  • Reply Know your Buyer Persona: The CIO « Changing Markets and Evolving Brands May 19, 2010 at 2:57 pm

    […] Know your Buyer Persona: The CIO Selling to the CIO?  You may want to check out this presentation to better know your buyer persona! […]

  • Reply news6boston.com May 20, 2010 at 12:36 am

    […] Know your Buyer Persona: The CIO Selling to the CIO?  You may want to check out this presentation to better know your buyer persona! […]
    +1

  • Reply Ioana Marin June 28, 2010 at 3:41 am

    Thank you for this presentation, I’m writing a communication plan for an IT company and found this very useful! I was wondering what information channels do CIOs prefer in your country? Here in Italy it appears they rely mostly on word of mouth and personal connections when choosing a vendor. They hardly ever use the internet to do research and definitely are not interested in cold calls or brochures… it’s hard to gain visibility and credibility when you’re a small company…

    • Reply Jon Gatrell June 30, 2010 at 8:24 am

      Ioana,

      I hear you on the differences of the CIO buyer persona across the globe. I would challenge you that I suspect the internet is part of decision process for CIO’s. Word of mouth and the informal network is critical in the states as well based on my historical buyer persona research for the CIO in north america. Thanks for the comment!

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