· 41% listening for a keyword or two so they can give a prepared pitch (buzz word solution focused).
This leaves only one in three sales professionals as strategic: truly focused on helping buyers find the right solution and focused on assuring the outcome / or value the recommendations can provide.
So, how can you make sure you are viewed as strategic, or can migrate your relationship quickly from tactical to strategic in order to earn their precious time and attention, maintain and grow CIO opportunities?
Here are our top five recommendations that can fuel more strategic engagements with CIOs:
CIOs are being urged to spend less time with IT vendors, particularly those that are not strategic. At the same time, more buyers report a decided lack of sales readiness and that two out of three salespeople are tactical vs. strategic, adding little value-add.
IT solution providers should not take IT executive relationships for granted, as many will head Gartner’s advice, closing the door to vendor access and opportunities.
Sales enablement and capabilities investments must be made to add value to each engagement, migrating relationships from tactical to strategic. This includes improving the ability to gather and communicate strategic, industry and competitive knowledge, perform and deliver diagnostic assessments, share relevant success stories and make the case for change with financial justification business cases.