204: The CIO's Role In Modern Selling | FICO's Mike Trkay

204: The CIO's Role In Modern Selling | FICO's Mike Trkay

From Sales Is King by Dan Sixsmith

July 7, 2025 · 45 min

About this episode

Dan Sixsmith interviews Mike Trkay about the evolving role of the CIO in modern selling and the importance of customer engagement.

In this episode of Sales is King, Dan Sixsmith interviews Mike Trkay, the Chief Information Officer at FICO. They discuss the evolving role of a CIO, the importance of customer engagement, and how technology decisions are made in a collaborative environment. Mike shares insights on differentiating in a competitive market, the significance of building trust with customers, and the lessons learned throughout his career. The conversation also touches on the changing expectations of buyers in the B2B space, particularly in relation to technology and AI. Takeaways Mike Trkay emphasizes the importance of a customer-focused role for a CIO. Technology decisions at FICO are made collaboratively across various teams. AI has been a part of FICO's operations for decades, focusing on predictive analytics. FICO differentiates itself by providing analytics rather than just raw data. Building trust with customers is crucial for long-term relationships. Managing expectations is key to successful customer engagement. Mike's career path highlights the value of mentorship and learning from experiences. Listening and asking questions are vital skills in business interactions. Business outcomes should…

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Host: Dan Sixsmith

Guest: Mike Trkay

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Organizations: FICO

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