Episode 52: CIOs Sound Off On Sales Reps

A recent survey of CIO's(Chief Information Officers) shows that only 1 out of 10 sales reps leaves them 'highly satisfied" when meeting with a salws rep to evaluate a company's services. The study from article: http://ow.ly/g1T510179Be goes on to say that CIO's expect the sales reps to do a better job of connecting their solution to the CIO's priorities and strategic roadmap. They need to do a better job of discovery in the meeting but also need to come into the meeting more prepared, doing the homework and the research to build trust. Secondly, they need to be more patient and be willing to hang in there with the CIO as he/she goes through the buying process. Lastly, show them the $$$. What is the economic value that you will deliver? Who else is using your solution and have you solved these issues successfully with other organizations. Listen to Dan's colorful spin on this report now 👊