The Art Of Selling: It Budget Approval Made Easier
CIO, Tuesday, December 12,2023
When it comes to budget proposals, you must be able to sell to secure funding. But the secret to what is often an IT leader's least favorite activity is more straightforward than you think.
I first heard the phrase, 'Find a need and fill it,' some years ago at an 'art of selling' presentation by a super salesman. Why was I at this presentation, you ask? Because as a young CIO, I was struggling with obtaining budget approvals for a range of IT initiatives.
Sitting in this selling seminar, my persuasive difficulties with the CEO and CFO became immediately apparent to me. And it centered on this phrase, which was originally attributed to philanthropist Ruth Stafford Peale.