Develop An Understanding Of How To Sell To The C-Suite

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 CEO’s, CIO’s 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

KEY BENEFITS OF ATTENDING

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 you product
• Create an action plan to increase your Trusted Partner effectiveness when working with the C-Suite

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.

THE FORMAT

The virtual workshop is completely interactive. Everyone can ask tough questions, share their experiences, work on their weaknesses, and learn entirely new skill-sets. 

Learn practical strategies for Selling IT Solutions to the CxO that will help you and your company meet your selling objectives

Speakers

Marlon Moodley

Managing director of B2HA ICT Advisory (Pty) Ltd

Marlon Moodley is currently the managing director of B2HA ICT Advisory (Pty) Ltd, which works with clients mainly at board level, to address technology and people matters that have begun to affect their business strategically and operationally.Marlon previously served as Group CIO (Chief Information Officer) of Harmony Gold Ltd and was responsible for turning around their underperforming IT division and reported at board level. Harmony is
amongst the world’s largest gold mining groups, operating in South Africa and South East Asia, with stock exchange listings in South Africa, New York and London and employing approximately 45,000 people. Marlon’s prior experience often involved working in complex and challenging technology environments dealing with strategy, ICT and business matters requiring solid leadership, teamwork and quick adaptation to enable strategic planning and sound execution.

Sameer Jooma

Innovation & Analytics Executive | Non Executive Director | Turnaround Management | Start-up Capital Raising

Sameer is driven by finding solutions to complex problems – either through implementing new technologies, developing creative and innovative solutions or simply by solving these problems with practical solutions. He has a deep understanding of technology, including technologies such as IoT and Blockchain; and also experience in large scale enterprise Data Science projects. He leverages this combination to deliver data-driven innovation initiatives. His most recent role, Director of Technology Innovation and Analytics for Africa at Anheuser-Busch InBev (AB InBev), afforded him the opportunity to become a strategic partner and advisor to Mobile Network Operators, Banks, FinTechs and start-ups; and allowed him to work closely with them to implement strategies and solutions which are relevant and address the needs of AB InBev, but also the African market as a whole. As a
result, he orchestrated several partnerships between corporates and start-ups.

Register Here

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