You are more likely to close a sale if you have actionable insights into your prospective customer’s needs. But for enterprise software startups, this presents a special problem.
Unless you’re a former CIO who already has a clear understanding of the decision-making process, you can only fall back on basic best practices that usually result in a generic sales pitch: “How do you do, fellow CIOs?”
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Ridge Ventures partner and five-time CIO Yousuf Khan wrote a column for TechCrunch+ that explores “what CIOs look for in solutions and how you can tailor your sales approach accordingly.”
Over timer founders and sales teams who adopt this mi …