Selling IT to the CxO

24 - 25 August 2021

Rethink your C-Level sales approach


Understanding that today’s C-Level Executives are busy and focused on delivering results to stakeholders and shareholders is important, and gaining access to them has become an extremely difficult task for sales executives. Selling to IT to C-level executives is not easy.

To be a successful Sales VP, Sales Manager, or Sales Executive you have to adapt your approach and understand your customer’s industry, company, and buying motivations. When you start selling to CEOs, CIOs, or CTO’s the rules change; They employ seasoned gatekeepers and are inundated with technical sales calls.

Nonetheless, those who make a good living selling technology solutions to CxOs have learned that there are ways to sell to decision-makers that are truly effective. Attending IT News Africa’s ‘Selling IT to the CxO’ will help you rethink your C-Level sales approach when selling technology solutions to the C-Suite and help you achieve greater success with your pipeline.

If your organization wants to become more effective at selling IT solutions to decision-makers, then this webinar is a must-attend for your sales team.

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Sameer Jooma
Innovation & Analytics Executive | Non Executive Director | Turnaround Management, Start-up Capital Raising
Marlon Moodley
Managing Director, B2HA ICT Advisory (Pty) Ltd
Why Attend?


After completing this program, your sales team will be able to:

  • Differentiate your sales team as a trusted partner to the C-Suite.
  • Adopt best practices for quickly engaging with and selling to the C-Suite; recognizing C-Suite needs are unique to the position.
  • Develop an understanding of how to work with the C-Suite by building interest, trust, and credibility into your product.
  • Create an action plan to increase your Trusted Partner effectiveness when working with the C-Suite.
• Formulating the Grand Strategy to Win the Complex IT Sale
Why do we need to access the executive level?
The challenge of selling to the executive level
The role CxO’s play in the buying process
Start at the Top of C-Level Management
How, when, and why to engage at the executive level


• Executive-level roles and responsibilities
Tactics to Defeat the Competition Linking your solutions to executive-level goals
Developing your business acumen and vocabulary
Account maneuvers to improve competitive position.
Organizing the presentation to the CxO: How to gain credibility, overcome objections and create consensus.
Understanding the political structure of the account.


• The three key objectives of every for-profifit company
How executives develop objectives and initiatives
Tying your solutions to executive-level initiatives
Crafting executive-level business solutions
Translating value across the enterprise


• Understanding your prospect’s business
Political account structure of IT and the psychology of IT organizational buying.
Conducting meaningful company research
Compiling useful executive research
Establishing your executive-level account strategy
Defining your executive value hypothesis
• Establishing an executive approach process
Defifining specifific executive approach plans
Using a multi-pronged approach pattern
Earning the initial executive-level conversation
Turning executive conversations into opportunities
Flanking strategies when you're stuck at the wrong level
• Preparing for your VP or C-Level meeting
Objectives of your fifirst executive-level meeting
Facilitating executive-level conversations: Presenting your solution
Crafting effective diagnostic questions
Probing questions at the executive level
The Persuasive Elevator Pitch: Linguistics structure and compelling delivery.
Connecting with The CxO through Sales Linguistics (using the right words at the right time to persuade the CxO to buy).


• IT Negotiation Strategy: Closing strategies and negotiation tactics
Group Presentation Strategies and Tactics - focus on high-level add-ons
Focus on selling big-ticket initiatives – like Cloud, hardware, and ERP.
Bringing your full product portfolio to the executive team, which could add signifificant value to the organisation.
Event Details
  • Days
  • Start Date
    August 24, 2021 10:00 am
  • End Date
    August 25, 2021 4:00 pm
  • Status
  • Who will benefit?

    The program is best suited to IT vendors:

    Vendor CEO’s, Managing Directors, Business Development Directors, Business Development Managers, Sales Directors, Consultants, Sales Managers, Key Account Managers, Heads of new business and Sales executives.

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