Five Minutes With VITO Podcast with Shane Gibson

I recently received a copy of Five Minutes with VITO. I had already read “Selling to VITO” several years ago and often suggest that sales professionals who want to close big deals read it.  VITO stands for Very Important Top Officer and is in my opinion your most important prospect and target market.  This most recent iteration of Anthony Parinello’s sales classic, now co-authored with David Mattson of Sandler Training is a timely, to the point and inspiring read.

Five Minutes with VITO is a must read for those that are frustrated with long sales cycles, corporate dead-ends in the sales process, and pretty much anyone else who is serious about meeting their sales targets.  The book will not tell you where to find CEO prospects, nor will it talk much about key account management or “Closing the Deal.” Instead it focuses on the critical 5 minutes with THE senior executive in your sales process, and how to deal with this true decision maker during this “make-you-or-break-you” window of time.

Listen ot my full podcast review below:

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How to sell to and act like a CEO ( VITO )

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January 12, 2009 · Filed Under * Sales Podcast, iPhone Podcasts, Sales Blog, Sales Training

Comments

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  • http://deys.ca/ Bill Deys

    The only reservation I have with some of the advise you give is that it does not allow for change.

    Your saying that if you want to market to CEO’s you have to go to the event that they go to. Maybe true, but then when you are CEO you’ll be going to those event.

    I don’t completely agree that you have to and I think a lot of people don’t want to attend some, or all, of these events.

    Should you get out and meet people? Yes. But why should I go to a “networking” event where people are putting on a front when I can go meet people I share interest with and don’t have to feel like I’m working.

    I’m sure “networking” event don’t help the burn out!

    My thoughts are pertly half baked, mostly knee jerk as I have JUST finished listening. I might be back with more.

  • http://deys.ca Bill Deys

    The only reservation I have with some of the advise you give is that it does not allow for change.

    Your saying that if you want to market to CEO’s you have to go to the event that they go to. Maybe true, but then when you are CEO you’ll be going to those event.

    I don’t completely agree that you have to and I think a lot of people don’t want to attend some, or all, of these events.

    Should you get out and meet people? Yes. But why should I go to a “networking” event where people are putting on a front when I can go meet people I share interest with and don’t have to feel like I’m working.

    I’m sure “networking” event don’t help the burn out!

    My thoughts are pertly half baked, mostly knee jerk as I have JUST finished listening. I might be back with more.

  • Shane Gibson

    @Bill Deys Using the term networking event is pretty broad. Maybe more specific is anywhere these decisions makers congregate, business events, charity events, community based events, golf clubs etc.

    Networking for the sake of networking is in my opinion a waste of time, money and energy. When I network I am:
    - Doing it to contribute to the business / community I’m involved in
    - Doing it to stay current
    - Doing it with positive proactive people so when I leave we all feel more empowered

    Also when it comes to selling to top level executives we need to understand how they think, and what is of interest to them if we want to gain rapport and connect with them. Networking in other social circles will give us other benefits but will not provide that insight.

    Thanks for your thoughts.

    Shane Gibson

    BTW – There are lots of networking events ie Blogger Meetups, Technology Events, Skiing Groups I go to for personal satisfaction and not to meet or connect with CEO’s. This was a podcast about “Selling to Vito”

  • Shane Gibson

    @Bill Deys Using the term networking event is pretty broad. Maybe more specific is anywhere these decisions makers congregate, business events, charity events, community based events, golf clubs etc.

    Networking for the sake of networking is in my opinion a waste of time, money and energy. When I network I am:
    - Doing it to contribute to the business / community I’m involved in
    - Doing it to stay current
    - Doing it with positive proactive people so when I leave we all feel more empowered

    Also when it comes to selling to top level executives we need to understand how they think, and what is of interest to them if we want to gain rapport and connect with them. Networking in other social circles will give us other benefits but will not provide that insight.

    Thanks for your thoughts.

    Shane Gibson

    BTW – There are lots of networking events ie Blogger Meetups, Technology Events, Skiing Groups I go to for personal satisfaction and not to meet or connect with CEO’s. This was a podcast about “Selling to Vito”