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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.