Selling to CMOs - You're Just Born Five Seconds Ago

The tonality of what you say that matters as much as the subject matter. Don't go in there as a know it all because nobody likes talking to aknow it all. This whole perception that it takes six hours to prepare for a call like that is just flat out an excuse not to do it. Do your homework on the industries that you sell into and the types of companies that you sellinto.