Partnering With the CIO: The Future of IT Sales Seen Through the Eyes of Key Decision Makers

Bring a Vision

CIOs don’t expect IT vendors to act like philosopher kings. But they do appreciate it when IT vendors offer fresh ideas for solving difficult IT challenges.

“A good IT salesperson should be able to think in a visionary way,” says Harvey Koeppel, former CIO of the Global Consumer Group at Citigroup, the world’s preeminent financial services company. “At the same time, a good IT salesperson should know how to think tactically, understand a concept, and break it down into manageable pieces.”

The ideal IT salesperson, says Koeppel, is a “pragmatic visionary” who possesses high-level reasoning skills and specific, hands-on knowledge of relevant IT processes.

“I don’t expect a salesperson to come into my office and say, ‘This is my vision for 2010.’ I do, however, expect to have an intelligent dialogue,” says Koeppel.

The ideal salesperson should be capable of mapping technology products and services quickly and transparently to specific business issues, says Koeppel. “I want to know that you have a similar value system, that you know the industry, that you’ve walked a mile in my shoes, and that you understand the challenges and opportunities facing my organization,” he says.

Koeppel advises salespeople to keep the client’s environment in mind while painting a picture of the future. “I might think that you’re bringing me a really cool idea. But at the same time, I’m wondering if what you’re talking about will be viable at our organization. It might be a great concept, ...