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Is the goal of your sales force to increase the number of calls to CXOs?

Why did the CIO of a $99 billion company agreed to meet with the CEO of a 30 employee company, but didn’t accepted a request to meet with the CEO of the largest IT company in the world? 


Vendors want their sales people to do as many calls to CXOs as possible, but even the CEOs of large technology companies often cannot meet with their largest customers’ CXOs.  Why?  Simply, because they don’t speak the same language.  


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1 comment | Add a New Comment
1. Duane Dungee | June 27, 2010 at 10:59 PM EDT

I agree. Vendors who speak and understand the CXO's 'industry' language have a better chance of making a meaningful connection.

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