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Ask yourself, as a seller, have you ever prepared so well for a sales call with your prospect and couldn’t feel more confident…but somehow your meeting was a complete disaster?!?  We’ve all been there so don’t beat yourself up about it.
But we also need to learn and improve with every experience. So get ready to get uncomfortable trying this one simple technique to stop 'losing' your prospects, especially if any of these examples resonate with you:

·    taking almost 5 min to explain 1 slide (yikes!)
·    asking a prospect over 20 questions in the hopes of a deep discovery session (death. by. discovery!)
·    presenting over 20 content slides (yawn!)

Try it out and let me know what you think. I want to hear from you! [email protected]

Here's to a great new year, 2022!

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Cybersecurity....it's not a domestic problem. It's a global problem. 
Paul Ayers, CEO of Noetic Cyber, has an impressive history of helping U.S. cybersecurity companies expand into the European market. 

In this podcast episode, Paul speaks candidly about the challenges, and more importantly, the opportunities of expanding cybersecurity business collaborations with Europe. 

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CRO MT Robertson talks about how he  transitioned his sales model from exclusively enterprise sales led to product led growth.  Find the changes Bluescape had to make to enable this shift and how it is working for them in this episode.

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The average tenure for a CRO right now is around 18 months. Sales leaders and sellers don't have much time to make a difference and deliver.  In this episode CRO Jeff Lauer talks about his experiences, why this might be, and what to do about it.

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Sometimes it feels like we have very little connection with a prospect.  There is little rapport and not much commitment to change.  Sometimes we think too logically about what we are doing and a little emotion can lead to a deeper connection and deals with more momentum.  This episode gives  3 tips on how to get that deeper connection.

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When making a career move to cybersecurity you have to educate yourself in a new market, a new world, and new terminology. This episode gives you an in depth explanation on why a market strategy is so important,  what it takes to walk in on day one and be successful quickly, and how to balance all of it. 

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Most product training that is done is really hurting and not helping the sales team. This episode gives you three ways that we can help our sellers get more focused on customers and prospects and their needs, as opposed to just always defaulting to talking about our product.

Resources mentioned:-
Podcast: CISO / Vendor Relationship Podcast
Podcast: Virtual CISO Podcast
Podcast: CISO Secrets Podcast
Podcast: Defense in Depth Podcast

Youtube channel: Dr Eric Cole, Secure Anchor
Youtube channel: Cybercrime Magazine
Youtube channel: Security Weekly

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One of the things that is always impacted as teams grow rapidly is culture and the values that you want to instill in the team that you think will drive success. In this episode, Dan Parelskin talks about getting the first customers and how to intentionally create a sales culture. 

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Your company has given you a great sales deck to use, but you just know that your prospects don't always enjoy hearing you talk all the way through the deck. How can you improve the way you use your deck in these early-stage meetings.

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David McKeough has been in cyber security sales for over 15 years starting as an individual contributor and now is the CRO at Trusona.  He had stints along the way at Dyntek, McAfee, Digital Guardian, and Crowdstrike.  David talks about how simple reframing of how you think about and describe the solution you sell can yield huge results.  And a great story about the big impact of perseverance. 

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