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#77 Taylor Lehmann — How to Sell to a CISO
03:11 — Humor as a tool to offer advice on best practices for selling to a CISO
05:43 — The best security salesperson is an ex-practitioner.
07:59 — Stop cold calling.
09:56 — The characteristics of a great salesperson: engagement, knowledge, network.
13:49 — What makes a company a great place to work for a CISO?
Tired of the same intrusive sales tactics, Taylor Lehmann, CISO of Athenahealth, put together a tongue-in-cheek flowchart to try to educate vendors. In this podcast he discusses that flowchart and the best – and worst – practices for selling security.
Like many of our previous guests, Taylor reminds vendors that CISOs are looking for a partnership and that the relationship matters. In his opinion, the best salespeople exhibit and understand the same three characteristics – engagement, knowledge, network.
You can find Taylor’s flowchart here.
If you’d like to hear more on vendor advice and selling security listen to our podcasts with Tammy Moskites and Tom McAndrew.
View all episodes
03:11 — Humor as a tool to offer advice on best practices for selling to a CISO
05:43 — The best security salesperson is an ex-practitioner.
07:59 — Stop cold calling.
09:56 — The characteristics of a great salesperson: engagement, knowledge, network.
13:49 — What makes a company a great place to work for a CISO?
Tired of the same intrusive sales tactics, Taylor Lehmann, CISO of Athenahealth, put together a tongue-in-cheek flowchart to try to educate vendors. In this podcast he discusses that flowchart and the best – and worst – practices for selling security.
Like many of our previous guests, Taylor reminds vendors that CISOs are looking for a partnership and that the relationship matters. In his opinion, the best salespeople exhibit and understand the same three characteristics – engagement, knowledge, network.
You can find Taylor’s flowchart here.
If you’d like to hear more on vendor advice and selling security listen to our podcasts with Tammy Moskites and Tom McAndrew.