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See Steve O’Donnell’s new book entitled “What Every CIO Wants – A Guide For Global Technology Salespeople – How Go Avoid Being a GALPTM“
Steve O’Donnell (bio)
Introduction
This sales course is delivered by Steve O’Donnell, a real a C-Level executive (and now author!) who has bought over $30B of high technology systems and services in his 30 year career. Using real life examples the course demonstrates the power of understanding and aligning motivations and business problems in getting to an order.
The course will equip the sales executive with the knowledge and skills required to sell high technology products and services to senior client business executives. The course focuses on delivering an understanding of the mindset and motivations of C-Level executives and explains how to align their business problems with technology driven solutions.
We will also have one or more guest CIOs from high-technology companies join us to provide additional insights and commentary based on their experiences.
Supporting Cast and Contributors
In 2011, Chris Dill left the Portland Trail Blazers (NBA) after 22 years to work with multiple sports franchises and multiple sports. Dill served as the lead for the Portland Trail Blazers and Rose Garden Arena IT team for the past 10 years as the VP and CIO. Chris is known across the technology industry to be a forward looking technologist and business person and has made a reputation for himself as a true technology leader and visionary. He recently received the “Oregon IT Executive of the Year Award.”
Joseph Crawford is the executive director of the IT Solutions product portfolio for Verizon Business. Crawford has held a number of positions of increasing responsibility at Verizon Business and its predecessor companies, bringing more than 20 years of experience in the design, development and deployment of cost-effective, high performance operations and product management for Cloud, Hosting and IT solutions management.
In his current role, Crawford created the Cloud offering for Verizon. This includes both the technical design and the business model. The design and architecture were created to provide a scalable, globally consistent Infrastructure as a Service (IaaS) offering for Cloud Computing. The go to market approach was created to maximize the global reach of Verizon.
In addition to the Cloud offering, Crawford has responsibility for Hosting, Colocation, Remote Application Management, Data Center Outsourcing and Help Desk products. Joe has been in the hosting business since 1997. Prior to his current role he held executive positions in Marketing, Product Development, Engineering, Operations, Customer Service, and Product Management.
Who should attend?
Sales, product, services and marketing executives who meet with or create messages aimed at senior client business executives.
Recommended minimum requirements
In order to guarantee a satisfactory learning outcome from this course we would recommend the following as a minimum requirement for attendance: >>>> Degree level qualification and or 5 years verifiable experience in a senior sales environment.
The Seminar
One full day – 9:00am – 5pm with break for lunch
The course will introduce the delegates to the C-Level Executive by describing his work life, understanding how the executive gets paid, what he has to do to get his bonus, what gets him fired and what keeps him awake at night! At the end of the course delegates will understand:
- The four key types of C-level executive and how their motivations, strengths and weaknesses work
- How the C-level executive gets paid and how you might help
- The three critical motivational drivers that influence everything the client does
- The major misalignment in the typical executive’s business that makes his work life difficult
- How the executive sees his IT systems and platforms
- Why some really well thought out sales messages will never work
- Why price is actually the least interesting factor for the CIO
- Who the C-level executive listens to and why
- The three critical components of any sales message and how to use them effectively
- How to construct a business conversation and avoid the “go away little man” response
- Why the development stage of the client dramatically affects the way they behave as buyers
- What drives the CIO to change vendors from an incumbent
- Tried and tested C-level conversations
- How to get budget when there is no budget available
- How different C-level executives think and how to influence them all
