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How to Persuade Me to Reference. How to Persuade Me to Buy.
An interview with Patty Morrison, former CIO, Motorola and GE Industrial Systems.

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From one of the industry's most dynamic CIOs, find out:

  • Why she wants to engage with you
  • How to tap into her network of other CIOs
  • The most important thing you can do to establish an ongoing relationship with her
  • A process that will maximize the number of referrals she sends your way
  • What not to do when engaging a high powered CIO
  • The key to getting a CIO to publicly reference for you
  • The worst thing a vendor can do right after signing a contract
  • A process for uncovering and cultivating the "reference stars" on your sales team
  • Why case studies and other reference material often miss the point

. . . and much more.

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