WORKSHOP OVERVIEW. Selling to the CIO WHY YOU SHOULD ATTEND. WHO SHOULD ATTEND? The program is best suited to IT vendors: LEARNING OUTCOMES

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2 WORKSHOP OVERVIEW "The repeated issue every year what keeps CIOs up at night is the sales and marketing practices of technology vendors. It's a cat and mouse game. It's not efficient for buyers; it's not efficient for sellers. The whole relationship is problematic." Mark Hall, Founder & General Manager, CIO Executive Council. Selling to CIOs is not easy. They are extremely busy and they are inundated with technical sales calls. Nonetheless, those who make a good living selling to CIOs have learned that there are ways to sell to CIOs that are truly effective. This 2 day seminar is designed to provide good solid practical strategies for selling to CIOs that will help you and your company meet your CIO selling objectives. If your organization wants to become more effective at selling to CIOs, then this seminar is a must attend for your sales team. WHY YOU SHOULD ATTEND The training is completely interactive and incorporates extensive exercises/role-playing to apply the concepts on active accounts or immediately on the next sales call. Everyone can ask tough questions, share their experiences, work on their weaknesses, and learn entirely new skill-sets. Learning by example is the best way to learn and the seminar includes best practices of other technology companies. WHO SHOULD ATTEND? The program is best suited to IT vendors: Vendor CEO s, Business Development Directors, Business Development Managers, Sales Directors, Consultants, Sales Managers, Key Account Managers, Heads of new business, Sales executives. LEARNING OUTCOMES After participating in this program, you will be able to apply new techniques to increase your sales effectiveness.

3 FACILITATORS ARTHUR MADONSELA CIO, CSIR Arthur Madonsela is currently the Chief Information Officer (CIO) at the CSIR. He has overall responsibility and ownership for leading and managing the IT function which includes infrastructure support, enterprise architecture, systems and applications, etc; servicing nearly 3,000 staff made up of scientists, engineers, corporate staff, etc. Madonsela s twenty-year plus career in IT is girded by a rare balance of an academic background in business and technology (having studied at Wits and Natal University), with a broad IT exposure and management experience at senior/executive level. He has worked locally and abroad for such respected companies as Accenture, Dimension Data, EDS, Gateway Communications, Innovation Group, etc. in various capacities ranging from being IT Manager, Sales/Account Executive, Commercial Director, Chief Technology Officer, etc; which means he has been on both sides of the fence : in sales he successfully engaged CIO s in concluding IT deals worth millions of Rands on the one hand; to being on the other side working with sales people from OEM s wanting to sell services to him as IT Manager, CIO, etc. FRANK PINTO FORMER CTO EDCON, FORMER CIO BANKSERVE FORMER CEO UCS SOFTWARE Frank Pinto has had a career spanning 35 years as a software engineer, programme manager, enterprise architect, executive leader and consultant in the banking, insurance and retail industries. He has led multiple large awardwinning projects and has served as CTO at Edcon, CIO at BankServAfrica and CEO of UCS Software. He has been the keynote speaker at a number of national and international conferences and was a founder member of the Microsoft Retail Client Advisory Board. He has also served as Chairman of the EPC Global South Africa Steering Committee. Currently Frank is continuing his consultancy work and is also a Senior Managing Partner at Provulo, a cloud-based business process and workflow technology company.

4 DAY ONE 08:30 MORNING COFFEE & REGISTRATION 09:30 DEVELOPING AN ENTERPRISE IT SALES STRATEGY The winning IT sales strategy is a psychological operation that is built on understanding, predicting, and influencing human nature. The victor understands how the account is organized and anticipates how the key decision makers will make their buying decision. Moreover, the winner employs a linguistic strategy that enables his message to rise above all others, a tactical plan of execution, and impactful recommendations that compel decision makers to take action. TOPICS COVERED INCLUDE: Formulating the Grand Strategy to Win the Complex IT Sale. Political Account Structure of IT and the Psychology of IT Organizational Buying. Tactics to Defeat the Competition. How Start-ups can Defeat incumbents. Winning Over Key Decision Makers at all Levels of IT. Understanding the Political Structure of the Account. Determining Departmental Buying Types. Translating the Grand Strategy to Tactics. Assessing Account Position. Account Maneuvers to Improve Competitive Position. Categories of IT Buyers. Should We Pursue the Deal? Strategies to Find and develop Internal Champions and Coaches.

5 DAY ONE CONTD. 13:00 LUNCH 14:00 SELLING TO THE CIO Every salesperson claims their product will help the customer save money, become more profitable, or improve efficiency. As a result, these claims are seldom believed and very rarely acted upon by senior executives. Today, it takes a comprehensive strategy to win-over the CIO. A strategy that enables a salesperson to differentiate himself from the competitors through value. TOPICS COVERED INCLUDE: The Grand Strategy to Winover the CIO. The Four Different Types of Departmental Buying Types (Consolidators, Consulters, Responders, and Bureaucrats). Penetrating the Organization at Various Levels of Responsibility. Navigating to the CIO: Top Down and Bottom Up Approaches. Manoeuvres and Tactics to Defeat Archenemies. Flanking Strategies When You're Stuck at the Wrong Level. The Human Nature of the CIO: A Personal and Psychological Profile. Selling the Four Values of Your Solution: Strategic, Operational, Political, and Psychological. Presenting Your Solution: Using Logical Arguments, Emotional Appeal, and your Character. Organizing the Presentation to the CIO: How to Gain Credibility, Overcome Objections, and Consensus. Connecting with The CIO through Sales Linguistics(Using the Right Words at the Right Time to Persuade the CIO to Buy).

6 DAY TWO 08:30 MORNING COFFEE & REGISTRATION 09:30 ADVANCED IT SALES CALL STRATEGY The salesperson's most important competitive weapon is his mouth, and the winner is the salesperson who uses words that reduce the customer's doubt, eases his fear, and fosters his fantasy. That's why it is critical that salespeople master sales linguistics, the study of how the customer's mind uses and interprets language. Customer inertia, the drive to "do nothing," far outweigh the logical reasons you espouse for buying your product. Great technology salespeople build winning customer relationships based upon establishing rapport. In this session we review how to speak the customer's language and understand individual needs in order to execute winning sales calls. TOPICS COVERED INCLUDE: Sales Call Strategy and Stages. Sales Call Planning, Structure, and Communication Themes. Sales Call Execution: Conducting Persuasive Sales and Calls Presentations. Communicating Strategic, Operational, Political, and Psychological Value. The Persuasive Elevator Pitch: Linguistics Structure and Compelling Delivery. Messaging to the Customer's Mind via Letters, s, Phone Calls. Understanding and Anticipating Your Customers' Thought Process. Mastering Account Qualification during Face-to-Face Meetings.

7 DAY TWO CONTD. 13:00 LUNCH 14:00 ADVANCED IT SALES CALL STRATEGY CONTD. Every salesperson claims their product will help the customer save money, become more profitable, or improve efficiency. As a result, these claims are seldom believed and very rarely acted upon by senior executives. Today, it takes a comprehensive strategy to winover the CIO. A strategy that enables a salesperson to differentiate himself from the competitors through value. Closing Strategies and Advanced Linguistic Tactics Sales Call Segmentation using Sales Linguistics Personal Persuasion and Establishing Dominance Positioning and Executing Demonstrations Evaluation and Proof of Concept Strategy Controlling Pilots and Proof of Concepts IT Negotiation Strategy: Closing Strategies and Negotiation Tactics Role play and case studies TOPICS COVERED INCLUDE: Objection Handling using Offensive and Defensive Call Statements Customer Sales Call Coping Mechanisms Group Presentation Strategies and Tactics 16:00 NETWORKING AND COCKTAILS

8 ATTENDEE TESTIMONIALS Past attendees gave us their opinions, with majority rating the workshop 9 out of 10. A very well spent 2 day seminar. Very useful and enjoyable. - Rory Kruger, I thought the seminar was fantastic. Robert Collins. Very informative and interactive seminar. Additionally, I feel a lot more confident now after attending the seminar. Kuben Naidoo. Excellent interaction with a real CIO. Was great to gain insight on how to to close our sales successfully. Dale Dhavaran. A clear reminder that the CIO is also human. Debbie Elrick. The seminar gave me a better understanding of what a typical CIO expects from a sales person. The seminar made me feel more confident when approaching a CIO. Albeauty Mokhodu.

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