EPISODE 334: Federal CIOs Steve Cooper and Jamie Holcombe Tell How Sales Reps Should Work with CIOs
Read the complete transcription on the Sales Game Changers Podcast website.
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JAMIE'S ADVICE TO SALES PROFESSIONALS: "I want to know how we're going to engage. The idea of procurement working along with operations is required for successful revenue. What you have to do is you have to make the CIO secure. You have to make them feel like you're offering something that they just don't have right now."
STEVE'S ADVICE TO SALES PROFESSIONALS: "I'm going to reveal one of the best-kept actions that any salesperson can take. Go out of your way to build a relationship with executive assistants. Tell them what it is you are trying to accomplish and your objectives and then actively enlist their support because in most cases, they can get things done. In some cases, more effectively than I could as a CIO. They know everybody inside the agency and you can turn an EA who is otherwise a gate keeper and will never give you access to a CIO into your best ally."