Entering Into the Mind of the Executive IT Buyer

Submitted by: Andrea Duke

Executive IT buyers respond to certain sales techniques better than others.

This webcast is designed for sales leaders, sales directors, sales managers and salespeople who are looking for the “inside scoop” on how to penetrate the executive office of an IT leader. You will hear from our panel of IT executives on what techniques work and which do not when trying to sell to the C-suite. Other topics include:

  • Emails, voicemails and social media…oh my! What’s working, what’s not working.
  • Penetrating their office to get that first appointment.
  • Characteristics of a good salesperson versus a not-so-effective salesperson.
  • Use of virtual meetings compared to other types of meetings.

Register now for the iMeetLive for Sales webcast to hear valuable insights from the nation’s leading IT executives.

This on-demand webinar presented by:

Randall N. Spratt, Executive Vice President, Chief Information Officer and Chief Technology Officer (Retired) at McKesson Corporation

As CTO, Spratt guides the overall technology direction for the company’s healthcare technology products, and provide support and guidance for application development processes companywide. As CIO, Spratt is responsible for all technology initiatives within the Corporation. Spratt has been with McKesson for more than 18 years, most recently as chief process officer for McKesson Provider Technologies (MPT), the company’s medical software and services division based in Alpharetta, Georgia. He also managed MPT’s Business Development, Information Technology, and Strategic Planning offices, as well as MPT’s Technology Services business.

Jill Von Berg, CIO and VP of IT at Calix, Inc.

Von Berg has been Vice President, CIO at Calix, Inc for the past four years and is responsible for all enterprise IT initiatives.

Prior leadership roles: Technology leadership positions in global high-tech corporations across the US and in Europe, including McKesson, Hewlett Packard, the ABB Group and General Electric.

Gina Tomlinson, Chief of Technology at Sphere 3D Corporation

Tomlinson leads the IT business systems strategy and execution for the Technology Solutions segment within the corporate U.S., and international locations. Tomlinson defines the IT vision and strategy to enable business growth that allow for rapid business acquisition integration and innovative product development.

Prior leadership roles: Chief Technology Officer for the City and County of San Francisco (CCSF) and Chief Information Officer for the San Francisco Municipal Transportation Agency (SFMTA).

John Perkins, Vice President Global IT at PGi

As VP of Global IT PMO, Perkins has spearheaded an adaptive leadership philosophy for the IT organization. Perkins drives business transformation throughout his organization by applying agile project management processes, with the ultimate goal of helping the business grow, compete and mature around best practices.

Prior leadership roles: Senior Project Manager for Macy’s, Senior Manager, Information Systems for Intercall

Mario Martinez, Jr.

Formerly, a RVP of ECS Sales for PGi, Martinez was responsible for managing all acquisition sales activities & customer satisfaction within the Enterprise, Public Sector and SMB segments in the West.  He has managed small and large sales teams and revenues of up to $300M.  In addition, he is a Speaker and Social Selling expert teaching, training & motivating sales leaders and teams how to take their skills to the next level.


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