CIO magazine recently hosted a sales seminar in New York City for scores of \n\ntop-flight technology sales executives who came to learn more about how to sell \n\nsuccessfully to the CIO.\n\nDuring the seminar, we presented the results of our exclusive Vendor Scorecard Survey \n\nconducted by CIO magazine's research department. The survey focused on what CIOs \n\nfelt were the most important characteristics of top tech sales execs.\n\nSince we are all salespeople in some way, I want to share these results with you and ask \n\nyou to think about how they apply to your role as a senior IT exec. Top salespeople, (with \n\napologies to David Letterman):\n\n10. Understand your business.\n9. Possess competitive intelligence\/knowledge.\n8. Provide ongoing support after the sale. \n7. Have a strong technical background.\n6. Are aware of business trends.\n5. Offer solutions to problems rather than meet sales quotas.\n4. Provide a high level of service.\n3. Are honest and trustworthy. \n2. Can think long term. \n\nAnd most important, \n\n1. Deliver on their promises.\nNow, be honest. How deeply do you know your business? Do you understand your competition? \n\nYou can't plan a winning tech strategy if you don't. Do you keep in touch with users after \n\nyou've sold them applications or infrastructure? Do you advocate for users within the \n\nexecutive committee, offering solutions to their problems? What's your long-term time \n\nhorizon? And finally, do you deliver, focusing squarely on bottom-line performance?\n\nBesides using this list to judge your own sales skills, share it with your staff to help \n\nthem judge the tech salespeople who call on them every day as well as to assess their own \n\nabilities.