Let’s walk through how not to retain a current customer at renewal time when Selling to the CIO.

If somebody does their homework and leaves me an intelligent voicemail or email, I’m more likely to return that call or email.

We spend a lot of time talking about what doesn’t work when trying to get the meeting. Here are 7 steps that work.

My experience is that the successful salespeople DISCOVER FIRST, only when they understand me, my company, & the situation, prescribe later

You have done irreparable damage to yourself, your company, it's other employees, and it's investors.

Take this to your leader and tell him or her that they are an important part of the sales process and that they should follow your lead!

So why don't more people get involved, participate, and build real relationships? I don't know. The alternatives really stink.

I was making a sales call this week and got some great advice. “Sell me what I need not everything your company offers.”

So how do you get past the Executive Assistant to the CIO, the “Gatekeeper” if you will?

Top Ten Things NOT to do to Successfully Sell to the CIO (or at least to survive the “instant delete” round).