Gartner Research

The CIO's Trusted Advisor Playbook: Selling and Persuasion

Published: 14 March 2017

ID: G00327910

Analyst(s): Leigh McMullen , Ed Gabrys

Summary

To help the enterprise thrive in an uncertain digital future, a CIO needs trusted advisor skills. These skills differ from the technical skills that helped CIOs master their current role. A great trusted advisor to senior leaders uses formal abilities to sell, persuade, and overcome resistance.

Table Of Contents
  • Key Question
  • Opportunities and Challenges
  • How This Report Will Help

Foreword

  • Acknowledgments

Executive Summary

  • CIOs must become trusted advisors
  • Selling your vision with values
  • The tactics of persuasion
  • Overcoming resistance

CIOs must become trusted advisors

  • The CIO’s trust problem: The trust you have is not the trust you need
  • How to use this report
  • Trusted advisor skills are transformational skills
  • A trusted advisor must be a top-notch salesperson

Selling your vision with values

  • Selling, buying, and why you should care
  • Why much of what we believe about sales is wrong
  • People buy based on values, not value
  • CIOs need to stop selling “the value”
  • Persuasion happens one person at a time
  • Purely fact-based approaches are often useless when trying to persuade
  • Your selling “superpowers”

The tactics of persuasion

  • Why selling from a script doesn’t always work
  • Use the tools no matter how good you think you are naturally
  • Understanding the motivations of your stakeholders
  • Tool: Stakeholder analysis
  • Tool: Power mapping
  • Putting it all together

Overcoming resistance

  • It’s not just “change resistance”
  • What triggers resistance?
  • Resistance manifested: How do you know it when you see it?
  • The simple formula for overcoming resistance
  • Conclusion

Further Reading

  • Related content
  • Executive Programs reports
  • Core research
  • Books
  • Article
  • Websites

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