Product guide

How to Sell to the CIO and CISO: Executive Technology Sales Guide

Sales: How to Sell to the CIO and CISO is a guide to enterprise technology selling and executive buy-in. Its stated topics include understanding CIO and CISO priorities, building internal champions, framing conversations around outcomes, and navigating procurement and contracting.

At a glance

Covers the sales journey from executive outreach and preparation through proof, business-case approval, procurement and contracting.
Discusses how to identify or develop internal champions and build trust with CIO and CISO buyers.
Includes topics such as gap analysis, organizational politics, transformation sales and choosing between packaged and best-of-breed solutions.

Price

$47.99Save 20%

Reference price: ~~$59.99~~

Price checked: Nov 14, 2026

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Pros and cons

Pros

Its coverage extends beyond pitching to include champion-building, business-case approval and contracting.
The stated focus on executive priorities and outcome-based conversations may suit sellers preparing for complex enterprise deals.
The contents name practical sales stages and scenarios, including unclear ownership and major transformations.

Technical specifications

9 specifications

Publication details
Publisher	Packt Publishing
Publication date	July 14, 2026
Edition	1st
Language	English
Print length	548 pages
ISBN-10	180730079X
ISBN-13	978-1807300791

Dimensions and installation
Weight listed	2.05 pounds
Dimensions	7.5 x 1.24 x 9.25 inches

What to know before buying

The listing says purchase of the print or Kindle book includes a free PDF eBook. Confirm that this applies to the format and edition selected.

Who is it for?

A good fit for

Account executives and sales leaders working on enterprise technology deals with CIOs or CISOs.
Internal champions seeking to influence strategic technology decisions.
Readers looking for guidance on executive sales conversations, stakeholder alignment and procurement.

Less suited to

Readers seeking technical implementation instructions or a general introduction to information technology. The described focus is enterprise sales and executive buying.

Customer reviews on Amazon

5 / 5 · 6 ratings

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The supplied evidence contains aggregate ratings only, with a small number of ratings all in the five-star category. That is a positive but limited signal and does not reveal which aspects readers valued or how well the book's advice works in practice. Consider whether its enterprise technology sales focus and listed topics fit your needs.

Frequently asked questions

What is this book about?

The listing describes guidance for selling technology to CIOs and CISOs, including executive priorities, internal champions, outcome-focused conversations, business cases, procurement and contracting.

Who is the book aimed at?

The description names account executives, sales leaders and internal champions involved in high-stakes enterprise technology decisions.

Does a purchase include a PDF eBook?

The listing claims that purchase of the print or Kindle book includes a free PDF eBook. Check the selected format's listing to confirm the offer.

How long is the print edition?

The product details list a print length of 548 pages.