Selling To The CTO and Beyond
Strategies, Tactics, and Insights
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Selling to a Chief Technology Officer (CTO) is one of the toughest challenges in enterprise sales. If you've ever had your emails ignored, faced relentless technical scrutiny, or watched promising deals stall indefinitely, you know that CTOs don't buy the way other executives do. They are natural skeptics who demand technical credibility, proof of value, and a bulletproof business case before even considering a purchase. Selling to the CTO and Beyond is not just another sales book. It's a battle-tested, insider's guide to breaking through the noise and closing high-value technology deals. Writ...
Selling to a Chief Technology Officer (CTO) is one of the toughest challenges in enterprise sales. If you've ever had your emails ignored, faced relentless technical scrutiny, or watched promising deals stall indefinitely, you know that CTOs don't buy the way other executives do. They are natural skeptics who demand technical credibility, proof of value, and a bulletproof business case before even considering a purchase. Selling to the CTO and Beyond is not just another sales book. It's a battle-tested, insider's guide to breaking through the noise and closing high-value technology deals. Written by Alex Barenboim, a seasoned CTO with 25 years of experience at industry giants like IBM, Verizon, ADT, and Bankrate, this book delivers a step-by-step blueprint for navigating the complex CTO sales process. You'll learn what makes CTOs tick, how they evaluate vendors, and how to position your offering as an absolute must-have. From winning the first meeting and overcoming engineering pushback to handling procurement roadblocks and securing multi-year contracts, this book arms you with the strategies, tactics, and real-world insights you need to succeed. If you're ready to sell smarter, close faster, and turn CTOs into long-term enterprise partners, this is the only playbook you'll ever need.
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