There has been a lot of buzz lately about the priorities of CIOs and how and where business decision makers are focusing their shrinking IT budgets and staffs. I’m not going to talk about that. I am going to talk about this really interesting infographic, which shows The Evolution of the CIO.
I think it is a great snapshot of the role played by personalities when it comes to cloud sales … and I wonder how many of you see familiar “faces” on this list. I also wonder if any of you take the time to consider the personality of your decision makers before you put a new proposal in front them, adjusting and adapting your approach to better fend off their particular brand of objections. For example, if I am a solution provider that wants to launch cloud into my client base, I’m not starting with the Dinosaur. I’m going to seek out the Evangelist or the Strategic Consultant because I’m most likely to pique their interest and find a champion inside the customer environment.
What about the Mediator? I might find traction there as well, especially if I have a plan for control rogue cloud and bringing the entire company forward with a cloud computing plan.
See where I am going with this? I think one place that many sales professionals fail to prepare concerns understanding the individuality of the customer. Think through how and why cloud will help a CIO – on their terms – rather than yours.
Just a thought.