Surly CIOs need to be able to sell themselves, their work and their visions effectively in order to reach the heights of the C-Suite. Great CIOs must be great communicators, capable of delivering a compelling presentation or a memorable speech, and inspiring others to follow them.
But that is not enough; CIOs need to mimic sales people in spending time and energy learning how their products and services work, how will customers use them and how are they positioned against competition. Sales people are also taught (and told) to listen to their customers’ issues, pains and aspirations in order to be able to successfully position their products as solutions.
Sales people know they must avoid the use the company proprietary buzzwords and technical jargon when talking with customers, something many IT executives can greatly benefit from. Sales people are trained to find the right balance between setting positive customer expectations while not overpromising, CIOs are sometimes too optimistic when setting expectations within the enterprise.
CIOa compete for budgets the same way sales people compete for your budget. So go ahead and register your IT leadership team for sales skills training.