How to Sell to the CIO and CISO: ?An insider's guide to building trust and gaining executive buy-in (Paperback or Softback)

Selling to CIOs and CISOs isn't easy. Learn how internal champions drive change and how trusted vendors consistently win C-suite deals.

Key Features

• Understand what CIOs and CISOs truly prioritize when selecting vendors
• ​Build and enable champions who influence decisions from within
• ​Learn how to become a trusted partner to the C-Suite
• ​Purchase of the print or Kindle book includes a free PDF eBook

Book Description

The days of the 'polished pitch' are dead. You can’t just show up with a slick slide deck and expect a CIO or CISO to be impressed. Today’s tech leaders are juggling digital transformation and risk management while trying to cut costs and keep the board happy. They don't have a spare second for a generic sales pitch that doesn't "get" their reality. To win today, you have to shift your perspective. You need to understand how these leaders actually make decisions, what’s keeping them up at night, and how internal politics can stall even the best ideas.

With insights from a plethora of cross-industry CIOs and CISOs, this book is your guide to seeing the world through the eyes of the C-suite. Taking you through the entire sales journey, from initial contact to walking into the office of the CIO or CISO, from gap analysis to contracting, you will learn what executives look for beyond the demo, how to empower internal champions to fight for you, and how to earn real credibility. You will know how to shift every conversation from feature-talk to outcome-talk, anchoring your value to the metrics that really matter to the board.

​The C-suite sale isn't about pressure, it’s about understanding people and helping them succeed. This book is essential reading for anyone navigating high stakes enterprise technology sales.

What you will learn

• How CIOs and CISOs evaluate vendors beyond features and price
• ​The real priorities driving C-suite technology buying decisions
• ​How to identify and enable champions who advocate from within
• ​The language of outcomes that resonate with executive buyers
• ​Practical frameworks for navigating C-suite sales conversations
• ​Learn to sell into major transformations
• ​How to build trust that goes beyond the contract and the close

Who this book is for

​This book provides a practical guide to mastering the C-suite technology sale, written for account executives and sales leaders who struggle to close with CIOs and CISOs, and for internal champions who want to build influence, drive strategic decisions, and grow their career from within. Unlike most sales books, this is written by someone who has seen both sides of this process, as a former CIO, CISO, and an internal champion, and someone who has sold consulting services, products, and business cases.

Table of Contents

1. How to Sell to the CIO and CISO
2. How to Partner with the CIO and CISO
3. Contacting the C-Suite
4. Why Identifying (or Becoming) the Internal Champion is a Career Accelerant
5. Your Preparation
6. Walking Into the Office of the CIO and CISO
7. Deep Dive Into the CIO and CISO Perspective
8. Stepping Into the Shoes of the Architect
9. Gap Analysis
10. Navigating the Maze of Politics
11. The Value of Research Analysts and Advisors
12. Proof Positive
13. Package vs. Best of Breed Solutions (vs. AI)
14. Case Study – Selling Into a Major Transformation
15. Case Study – When Ownership Is Unclear
16. Let's Go for Lunch
17. Show Your Bench Strength
18. Business Case Approval
19. The Procurement Playbook
20. Contracting
21. Building a Partnership of Trust
22. Book of Secrets
23. How to Be an MVP

David Gee has more than 20 years' experience in Digital CIO roles and then as CISO for HSBC Asia Pacific. He strives to be 'comfortable being uncomfortable,' which has led to a career spanning Banking, Insurance, Pharmaceuticals, Media, and Building Materials. David has also been a partner-level consultant with EY and KPMG. His proudest career achievements are developing talent, and he is flattered by the many CIOs and CISOs he has nurtured in his various roles to grow and ‘stretch' into the C-suite. David was the winner of Australian CIO of the Year in 2014 for the successful transformation of new Core Banking, Online, and Mobile Banking systems. He also has a strong fintech background as a Board Advisor. A prolific writer, he has published over 100 articles for publications including CIO, Computerworld, ITNews, and CSO (Cybersecurity) magazines. In 2023, David was the recipient of the FS-ISAC Global Leader Award for his services as Chairman of the FS-ISAC Strategy Committee.