How to sell to CIOs and CTOs?
Posted: Sun Jan 19, 2025 8:39 am
Selling to a CIO or CTO can be a difficult task, but it is not impossible. They are very busy profiles in a company, and they are answering various technical services sales calls all the time. To be successful in selling your technological solution, we are going to guide you down the path of information and persuasion. Only in this way will you successfully close a sale.
Every CIO or CTO is aware of the great opportunity that digital transformation represents for the organization in which they work. These two profiles know that it is a decisive change and that it involves a series of disruptive innovation processes. This drives them to constantly search for solutions for the organization.
If you have a technological solution in the process of being sold and you usa email list want to convince a CIO or CTO that your product is the best, first of all you need to know both profiles very well. Although it is true that you may find yourself in a situation where both functions are performed by a single person, these tips will help you achieve your goal: achieving a sale of a technological solution .
“If you want to persuade, you have to appeal to interest rather than intellect” Benjamin Franklin
Introductory phrase that serves to show the keys that you will need to implement to demonstrate that your solution is the best. It is not about having all the knowledge and being classified as the first. What you need is to know in depth the needs of the CIOs and CTOs to whom you will sell your product.
To do this, we investigate the differences that exist between the two terms, the main challenges they face and the requirements you have to meet to graduate as a technology solutions seller.
The differences between CIOs and CTOs are not always so different
The role of the CIO (Chief Information Officer) is focused on identifying and delivering information technology services that improve the functioning of a business. He or she is responsible for IT systems from processes to planning. He or she identifies what benefits the company can derive from the technologies and analyses their operation.
On the other hand, a CTO (Chief Technology Officer Operational) not only carries out a methodology focused on the technology itself, but is also responsible for the correct functioning of the systems in execution.
They often share tasks within the same organization, so their work may be unclear to the Board of Directors.
Each business has its own particularities that must be addressed both in terms of technology and human capital. For example, in telecommunications companies, these two profiles have different responsibilities. While the CTO is responsible for the operational technologies of the telecommunications network, the CIO is responsible for internal IT.
The CIO primarily reports directly to the CEO or CFO (Chief Financial Officer), and his or her challenges are guided by those communicated to him or her by the company's management.
The challenges of CIOs and CTOs in companies
According to Gartner's report on CIO trends in business strategies, the number of companies implementing digital solutions is growing in 2017. In addition, one of the main concerns is finding a technology partner that provides global solutions for human resources management, finance, processes, etc.
Specifically, we can focus on four challenges that CIOs and CTOs are currently facing:
1.- Security : One of the main challenges on the agenda of the two profiles that seek to guarantee data protection and identity security.
2.- Cost reduction : This constant is due to the CEOs' perception of technological platforms and is a key element at all times to sell solutions.
3.- Agile Methodology : reducing times and increasing iterative processes in the delivery of prototypes is an interest of the profiles.
4.- Innovation : they look for solutions with good usability that require little training and are easily adapted to the dynamics of companies.
Selling to CIOs and CTOs and beating the competition
Being a sales professional and being a great sales person involves two fundamental principles: empathy and listening . Empathy is essential for any good salesperson.
Aside from the challenges we mentioned, take the time to research the CIO or CTO you'll be selling your product to. Below we've outlined seven resources and tools that build on these principles.
Understand the problem-solution fit of the company you sell to. This will help you know what weaknesses your product can attack. A fundamental resource when making the first recognition call.
As a sales company, your website must be in top shape for the CIO's eyes. It must contain information of interest: case studies, customer testimonials, whitepapers, technical information, etc.
Avoid cold calling. Work with marketing to identify potential customers so you can approach them when they have minimal knowledge about the company.
Marketing and sales come together to create strength. Together, you can build your Buyer Persona profile to gain a deeper understanding of your customers' needs.
As a salesperson, it is important to identify the circles of trust and the decision-making power of the CIO and CTO team members. This will allow you to take different actions for each of the members.
Prepare your sales pitch and keep it to a minimum of five minutes. This is where you focus on your specialized knowledge of the sector; your competition, the benefits for the business, adoption rate data, success stories, etc.
Every CIO or CTO is aware of the great opportunity that digital transformation represents for the organization in which they work. These two profiles know that it is a decisive change and that it involves a series of disruptive innovation processes. This drives them to constantly search for solutions for the organization.
If you have a technological solution in the process of being sold and you usa email list want to convince a CIO or CTO that your product is the best, first of all you need to know both profiles very well. Although it is true that you may find yourself in a situation where both functions are performed by a single person, these tips will help you achieve your goal: achieving a sale of a technological solution .
“If you want to persuade, you have to appeal to interest rather than intellect” Benjamin Franklin
Introductory phrase that serves to show the keys that you will need to implement to demonstrate that your solution is the best. It is not about having all the knowledge and being classified as the first. What you need is to know in depth the needs of the CIOs and CTOs to whom you will sell your product.
To do this, we investigate the differences that exist between the two terms, the main challenges they face and the requirements you have to meet to graduate as a technology solutions seller.
The differences between CIOs and CTOs are not always so different
The role of the CIO (Chief Information Officer) is focused on identifying and delivering information technology services that improve the functioning of a business. He or she is responsible for IT systems from processes to planning. He or she identifies what benefits the company can derive from the technologies and analyses their operation.
On the other hand, a CTO (Chief Technology Officer Operational) not only carries out a methodology focused on the technology itself, but is also responsible for the correct functioning of the systems in execution.
They often share tasks within the same organization, so their work may be unclear to the Board of Directors.
Each business has its own particularities that must be addressed both in terms of technology and human capital. For example, in telecommunications companies, these two profiles have different responsibilities. While the CTO is responsible for the operational technologies of the telecommunications network, the CIO is responsible for internal IT.
The CIO primarily reports directly to the CEO or CFO (Chief Financial Officer), and his or her challenges are guided by those communicated to him or her by the company's management.
The challenges of CIOs and CTOs in companies
According to Gartner's report on CIO trends in business strategies, the number of companies implementing digital solutions is growing in 2017. In addition, one of the main concerns is finding a technology partner that provides global solutions for human resources management, finance, processes, etc.
Specifically, we can focus on four challenges that CIOs and CTOs are currently facing:
1.- Security : One of the main challenges on the agenda of the two profiles that seek to guarantee data protection and identity security.
2.- Cost reduction : This constant is due to the CEOs' perception of technological platforms and is a key element at all times to sell solutions.
3.- Agile Methodology : reducing times and increasing iterative processes in the delivery of prototypes is an interest of the profiles.
4.- Innovation : they look for solutions with good usability that require little training and are easily adapted to the dynamics of companies.
Selling to CIOs and CTOs and beating the competition
Being a sales professional and being a great sales person involves two fundamental principles: empathy and listening . Empathy is essential for any good salesperson.
Aside from the challenges we mentioned, take the time to research the CIO or CTO you'll be selling your product to. Below we've outlined seven resources and tools that build on these principles.
Understand the problem-solution fit of the company you sell to. This will help you know what weaknesses your product can attack. A fundamental resource when making the first recognition call.
As a sales company, your website must be in top shape for the CIO's eyes. It must contain information of interest: case studies, customer testimonials, whitepapers, technical information, etc.
Avoid cold calling. Work with marketing to identify potential customers so you can approach them when they have minimal knowledge about the company.
Marketing and sales come together to create strength. Together, you can build your Buyer Persona profile to gain a deeper understanding of your customers' needs.
As a salesperson, it is important to identify the circles of trust and the decision-making power of the CIO and CTO team members. This will allow you to take different actions for each of the members.
Prepare your sales pitch and keep it to a minimum of five minutes. This is where you focus on your specialized knowledge of the sector; your competition, the benefits for the business, adoption rate data, success stories, etc.