We explore how to sell to CIOs who are flooded with pitches yet hungry for real innovation, and how sellers can move from vague benefits to clear outcomes and CFO-ready cases. Carl Mosgofian shares how to frame differentiation, map to the stack, and help champions win internal approval.

• CIO and CISO partnership realities and reporting nuance
• Vendor fatigue contrasted with desire for useful innovation
• Common pitch mistakes and the single validation slide
• Lead with what the product does and where it fits
• Differentiation tied to concrete outcomes and costs
• Shifting from discovery to internal selling mechanics
• Building a three-slide CFO case with credible ROI
• Budget thresholds, approvals, and tool consolidation
• Using networks and reference CFOs to de-risk buys
• Practical phrasing to ask for next steps and help

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