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For Technology Sales Enablement Professionals
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December 18, 2008 Role Profile: The CIOUnderstanding And Marketing To The CIO Professionalby Emily Van Metre, Eric G. Brown with Alex Cullen, Christina Lee |
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This is an excerpt
Executive Summary
Knowing your customers will help your sales force start the right conversation with a prospect, understand how your products are relevant to your customers' daily life, and in the end help to land you a sale. This role profile will take you through key attributes of the CIO so that you understand this role's job, organizational structure, success imperatives, and key decision-making factors and obstacles. Use this role profile to better craft compelling messages and share-capturing campaigns for your CIO customers.
TABLE OF CONTENTS
- The CIO Has A Background In Technology And Business Leadership
- CIOs Should Focus Ultimately On Getting Business Results
- How Should You Position Your Value To The CIO?
- Role-Based Marketing In Action
- Related Research Documents
This is an excerpt
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