Of course, VITO sits at the very top of the organization. VITO has the ultimate veto power over absolutely everything that takes place in the organization. However, what I want to draw your attention to now are the residents of Linoleumville, those employees who sit pretty close to the bottom of...  More »

Harness the power of the Network of Influence and Authority.  Read what follows and you’ll find the MP3 and Org Chart at the end.  Please let me introduce to you a very helpful organizational and structural ‘org-chart’ of sorts. It will apply to virtually all enterprises that you sell to...  More »

  Let’s say for a moment that VITO had to make a sales call on an existing customer. Again, it happens more often than you may think. What title do you think VITO would reach out to? CLICK HERE to listen to Tony Right again: VITO! So, just out of...  More »

VITO Rule #4: Because time is so valuable,VITOs don’t treat all potential business relationships equally, and neither should you. After selling and training for over thirty years in the Fortune 100 and consulting with more than 5,000 mid-market selling organizations over the same period, I am in a position to...  More »

Willis Turner of SMEI on the Club VITO Show! We’d like to share with you a phenomenal interview we did during the January 27th Club VITO Show.  First let me introduce myself,  Tony Parinello,  author and creator of Selling to VITO. VITO stands for Very Important Top Officer- the person with the...  More »

What VITO wants to accomplish at VITO, Inc. is what you want to accomplish for yourself and the organization you sell for. In Fact …You are VITO! Stay with me on this one …. Every sales job comes with expectations. It’s been my personal experience that most of these expectations...  More »

For a moment, picture VITO driving to work early in the morning in a high-powered ride. What do you suppose VITO is thinking about during that drive? What would you guess is on VITO’s mind? It’s my privilege to know the answer to that question. I’ve recorded the key points...  More »

Are You Ready to Sell to VITO?   Click Through to Listen. Sometimes, salespeople tell me they don’t think they’re “ready” to sell to VITO. Fortunately, I’ve developed an effective, quick, and painless method for determining whether you really have what it takes to sell to VITO. I developed this method from...  More »

      Click Here to listen to the VITO Sales TIP (The rule from which every other VITO Rule is derived!) VITO is the ultimate approver of everything that happens in the organization including your sale. Let me ask you…in your current sales approach, how high up the corporate “org-chart”...  More »

What you are about to listen to is our Coaching Club VITO show.  It was the last one of 2011 in preparation for 2012.  Goal setting can be  a daunting task but not when Head Business Coach Steve teaches how to do it with purpose and positiveness. We were inspired and wanted to...  More »