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9781734568400

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Finally! Real-world advice for those seeking lasting relationships at all levels. This is the book CIOs want you to read! --Steven Giuliano, VP, Technology, Independence Blue Cross A must read for all IT sales professionals who want to take their executive relationships beyond a single sale. These tips are invaluable for even the most experienced IT sales professional. --John Dabek, Managing Principal (and Former CIO and CTO), Wavestone The CIO has little free time and what they do have is highly valuable. This book will assist you to not only start the conversation but build a relationship. --George Gunther, VP and CIO, Asplundh Tree Expert, LLC

Author Information

David Silverstein has spent the last 25 years in technology sales and leadership. He is a results-driven relationship builder who is fiercely competitive and passionate about his career. He prides himself on building highly cooperative, energetic competitive cultures. Over his tenure he has held positions in direct and channel sales, target and strategic selling, and most recently VP of sales for a large publicly traded systems integrator. Randy Gaboriault has spent the last 15 years as an award-winning, global CIO across multiple industries, from aircraft engines and automotive to medical devices and health-care services. CIO Magazine editor-in-chief, Maryfran Johnson, named Randy an exceedingly rare, triple threat CIO: a CIO that is equally talented at managing, problem-solving, and driving revenue. Randy has spent his career creating strategies for exceptional and differentiated technology-enabled value chains. With this experience has come thousands of interactions-good, bad, and ugly-with sales professionals and the sales apparatus of organizations large and small.

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