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Welcome to VITO Selling!  Tony Parinello here, your guide, to reaching Presidents, CEOs, Owners and 'C' Suite Executives.   You CAN sell to VITO (those important titles previously mentioned) and you CAN cut your sales cycle in half by doing so.  You just need to the right words to say, quesitons to ask, and the people in VITO's organization to align yourself with. 

You can find me at in VITO University. It's there that we can work together 1-on-1 to tailor YOUR VITO speak.

Sep 29, 2020

Harness the Power

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 and have as current customers and, if you understand it and use that understanding in your sales work, you will; accelerate your sales cycle by as much as 100%, increase your average order size up to 54%, and crush your sales quota in the next 90 days!

As you listen, you’ll quickly realize who sits at the very top of the Network of Influence and Authority…VITO!


Why is VITO at the top?

  • Because VITO intentionally aimed for it!
  • Because, from the top, VITO can see everything that’s critically important!
  • Because VITO has responsibility for all that lies below.
  • Because VITO has the ultimate veto power over absolutely everything that happens in the organization.


Believe it. VITO is the one person who is the most interested in the economics of the organization, the growth of the organization, the compliance of the organization, the you-name-it of the organization.


Heck, VITO is the organization!


VITO Rule Zero (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.

Read the testimonial from the CEO of Sterling Commerce, one of the largest software companies in the nation!


I first ran into VITO Selling in 2003, when I was working as a salesperson -- and I quickly realized that it was designed to deliver exactly what I was trying to make happen in my own sales career’ high-level contact, a truly consultative approach, and aggressively shortened sales cycles. All three became realities in my own career. I did well, eventually became CEO ... and built the VITO program into the sales "DNA" of Sterling Commerce.

Based on my own personal experience, and the results we've seen at Sterling Commerce, I believe the relationships you create by deploying the VITO tactics and philosophy can drive double-digit or even greater levels of sales growth. That’s regardless of the state of the economy and regardless of the state of your particular industry. These kinds of dramatic increases played out for us consistently over a four-year period. They are solely the result of improved sales efficiency.     

Bob Irwin; CEO Sterling Commerce

*I will personally guarantee your results of a 300% increase in: Conversations, Appointments & Returned Calls FROM THE 'C' SUITE... join VITO University at to get started.