What's the best way to sell to IT execs when they're not interested? Any great stories out there?

4k views1 Upvote25 Comments

CIO, Senior VP in Finance (non-banking), 1,001 - 5,000 employees
Patience is key. Stop calling and emailing incessantly, that's an instant deletion. Once a month contact at most. Make sure your message is clear initially, don't want for a reply. Most of all, make sure you are sending the email to the right person, I can't tell you how many emails and calls I get and they get my name wrong. You are immediately out of the running if that happens. 
Senior Director Enterprise Applications in Software, 1,001 - 5,000 employees
The best way to sell IT execs is to demonstrate their alignment to the CEO staff or board of directors. When an IT exec understands that they will have an overall influence on the business and how to align IT to the business with a seat at the table, they will be more likely to consider the position relative to other roles in the organization. 
Vice President & Chief Information Security Officer (CISO) in Software, 10,001+ employees
Understand my business. Understand the gaps and your value. Understand that I don’t want emails and calls daily.
CIO in Consumer Goods, 11 - 50 employees
Alignment to customer business is key, do not spam and do blind chase. Connect with precise understanding and that works well.
VP IT (CIO role) in Healthcare and Biotech, 1,001 - 5,000 employees
For me it just comes down to the basics I want to see:

- Show that you understand the specific business (or technical) problem that needs to be solved (not the generic problem, not  buzzwords)

- Show how the solution addresses it and what sets it apart from the competitors in terms of relevant functionality, features, TCO

- Show that you know pricing will need to be based on the actual value created by the solution, not by some random discount from an arbitrary list price
IT Executive in Healthcare and Biotech, 10,001+ employees
Trying to sell when you don't know me or my business is a quick way to lose my attention. Do your homework. Show the value of what you have to offer in my business terms and relate it tothr value I can contribute.
Global IT Director in Services (non-Government), 5,001 - 10,000 employees
Find out why I'm not interested and either help me understand why I'm wrong or move on.  Rarely do I meet Account Executives that realize that I may not be in a position to purchase what they are selling at the current time.  
Secure Facilities Information Technology Manager in Manufacturing, Self-employed
My approach is to sell the value, not the investment. By demonstrating the benefits of how the new tools can help achieve their goals gives them relatable information to base decisions off of, whether they are interested or not.  
VP Hosting and Infrastructure Services in Software, 201 - 500 employees
By showing a demo
Senior Director in Healthcare and Biotech, 1,001 - 5,000 employees
Understand the problems facing the country, business, sector, or industry. Bring solutions to those problems - cold calling without a specific purpose or solution immediately puts you on the do not pick up list. Bring value proposition pricing as well.

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CTO in Software, 201 - 500 employees
Without a doubt - Technical Debt! It's a ball and chain that creates an ever increasing drag on any organization, stifles innovation, and prevents transformation.
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