In my 15 years as a CIO, I've experienced a gamut of questionable sales techniques. Some favorites, so to speak, include the "end-of-quarter deal never to be repeated," which is then repeated at the end of the next quarter; the promise that "we're your partner and you always get our best price," which you suspect is being made to all of the company's hundreds of other customers; and the selling of products that don't yet exist.
Stories by John D. Halamka
When I began my career as a CIO in 1997, success was defined by the basics: email delivery, network connectivity and application functionality. I personally wrote code, experimented with new operating systems and created novel analytics.