5 Mistakes to avoid when selling to chief information officers

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The worst thing that can happen for a startup is wasting its resources on targets with a low probability.
Deep research on the company will help you understand how to position your value proposition.
Focus on interviewing your potential clients, learn about their needs and the buying process.
There’s no way CIOs could get to reading all the cold messages they get on LinkedIn.
An intro from a mutual contact is the most effective way to actually reach the relevant stakeholder.

When selling to an enterprise, one should expect a very long sale cycle that includes POCs, compliance vetting, etc.
The most beneficial way to shorten it is via partners who already have an existing business relationship with the company.
Hiring a sales consultant might be very helpful for your process.
Make sure you have a unique value proposition that is aligned with the corporate’s needs and emphasize it.

Shortening the sale cycle

Mistakes Startups should Avoid

Emphasizing Value Proposition

Optimizing the Discovery Process