Cybersecurity Sales Made Easy Podcast

Knowledge isn’t power. ACTING on knowledge is. But what if you’re truly in overwhelm, paralyzed by decision? What then? Ah, here’s the “well that’s kinda crazy easy” answer. Are you ready? DO SOMETHING. That’s right! When you’re stuck and not doing anything (or spinning in circles wasting time) Do. Something. - Could it be the wrong “something”? - Could it p

Let’s talk about FEAR. We don’t like to talk about it. We feel like it ONLY happens to us. But if you feel fear, that’s normal! And it’s really hard to act (or implement) in the face of fear. Yes, you can try to get over your fear and negotiate with it. But what if you just act in spite of your fear. Step 1: Realize that fear is a normal part of life. EVERYONE feels it t

Knowledge is NOT power. Knowledge that is APPLIED is power. So APPLIED knowledge is the secret…also known as - Implementation - Taking Action - NOT learning “for the sake of learning” - NOT sitting on your butt So…how much action is “enough”? Until you make mistakes you’ve never made before. #computersecurity #cyber #cybersecurityexpert #informationsecurity #ITCha

Knowledge is NOT power. Knowledge that is APPLIED is power. What are you trying to learn? Identify that before you: - Attend your next trade show - Call a vendor - Buy yet another book - Register for a webinar Then, schedule time to implement what you learned. If you don't know how to apply your cybersecurity knowledge and actually IMPLEMENT a cybersecurity program for your cli

Objections. See them as a gift, a chance to answer your prospect's biggest concerns or areas where they don't trust you. But what if you could help diffuse these objections BEFORE your sales call? To do that, take your top 3-5 objections, turn them into a question, and then answer that question. Voila! A Security FAQ document. Use this as a: - pre-sales guide - lead magnet - FB

Objections. You know you're going to hear them, right. So why pretend that it's not going to happen?!? Instead, prepare for the most common objections. Today, I break down a great way to respond to the most common: - But I already have --this technology-- I don't think I need cybersecurity solutions. - Money (too expensive; I've never paid for this before; etc.) Comment below.

Prospecting Stinks. You probably hate it! Fine. It's a necessary evil. It still needs to get done, and it's up to you. So how do you force prospecting into your busy schedule? Start small! (I don't say that often, so enjoy it!) 100 dials. That's your goal. Because we know that at least half of those companies NEED your cybersecurity solution. Can you hit 100 dials every month co

I've answered questions from literally HUNDREDS of IT pros and vendors. Today I'm going way out of the box and answer a question I've never gotten. Let's talk prospecting - everyone's favorite thing to HATE. If you were going to prospect for gold, you'd never build a cabin in the perfect location and sit back and wait for the gold to walk in your front door. So why do we do that

Being a salesperson is hard! You have multiple tasks, competing priorities, and EVERYTHING seems important. Here's a straightforward approach to determine what to do (and when). (Shout out to 2 awesome Sandler trainers, Mark McGraw and Josh Pitchford for teaching me this concept.) 1. Decide which tasks MAKE you money and which are just a "necessary evil." 2. Decide how many hour

I know why you’re not making any progress with selling cybersecurity. It’s because you’re not taking any action. I know that sounds redundant but it is true. Over the past several days I have given you several specific action steps to take. If you are stuck in a different spot, let’s talk. I am opening up my calendar for a handful of coaching calls. Let me help you! Comm