Is it in advertising, trade shows, direct mailings, emails?
You are right: CIOs are getting bombarded with unsolicited emails and cold calls. They don’t like to be rude, but if they responded to every message and every phone call, they would have little time to do anything else. Therefore, they are very proactive. Every once in a while a cold caller or email message will catch their attention, but mostly they will call you. They find you by doing extensive research on the Web and by reading the trade press. They also attend seminars, conferences, selected trade shows, and user group meetings for their primary technology vendors. They are looking for new technologies and creative ideas on how to apply those technologies to solve business problems. In other words, they are looking for thought leadership, not the same old story. Sometimes a connection is pure luck. You are at the right place at the right time. In other cases, you can plan to be where the customers will find you. Think about speaker placement, exhibiting at your business partner sh
