The Do's & Don'ts of Cybersecurity Sales

How many times have you gotten a message that says…
"I love the work you are doing at [company]. Want to see our demo?"
Yet another sales rep reaching out. It’s not an easy role!
But how do we add the human element back into cyber sales?
To help answer this question, we brought out Jonathan Wood, Cyber Sales Leader, and Samara R. Williams, Manager of Information & Security Risk.
In this episode of Technically Divided, we explore the world of cyber sales including everything from the prospect/vendor relationship, to what is and isn’t working, and the future of selling security.
Technically Divided is Presented by Axonius
The Axonius solution correlates asset data from existing solutions to provide an always up-to-date inventory, uncover gaps, and automate action - giving IT and security teams the confidence to control complexity. Learn more at www.axonius.com/amybream
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Links
Stay in touch with Samara Williams
/ samara-r-williams-%f0%...
Stay in touch with Jonathan Wood
/ jonathanrichardwood
Connect with Ron Eddings
/ ronaldeddings
Connect with Chris Cochran
/ chrishvm
Continue the conversation by joining our Discord
www.hackervalley.com/discord
Check out more from Technically Divided and Hacker Valley Media
hackervalley.com/

[@Vaenivo]

As someone interviewing for a Sales Engineering position, watching this round table couldn't have come at a better time. Thank you, Mighty Algorithm, but thank you to the four who imparted great wisdom and candid advice. Wholesome content, delivering raw truths in a digestible and tactful way.

[@AaronAnsari]

the plight of the practitioner is a great way to have empathy for the buyer

[@HackerValleyMedia]

Absolutely! And it helps understand if there is a fit between the product and the buyer

[@deandrecochrane]

One of the most valuable pieces of content on this topic! This was pure gold. As a SP, I gathered a lot of information from the practitioners perspective.

[@JJEdison]

This is a great conversation to understand a full circle view. Great content!

[@aprilhalden2742]

I can't believe how you guys hit every topic. Fantastic job.

[@Traxima]

As a seller - I love this!!!!! 🤙🏽🤙🏽🤙🏽

[@susie1770]

This is fantastic Chris! (Sujata here)

[@ericdwolff2514]

Great insight of what to look for and the steps to be more diverse in the field of sales

[@marquiss1]

Great content…Interesting to hear the practitioner reference…widely just known as Engineers in Australia…so one to keep in mind…refreshing to hear different sides of the sales process…

[@whatseverismyname]

Beautiful discussion. Kudos to the team👌

[@keazy1983]

Great conversation

[@TheRay1227]

Do you need to have a cybersecurity certification to be a cybersecurity salesperson?

[@seanc7743]

i dont think so but you just need to know what all services do and how they potentially help a business

[@johnhaden]

I’ve been in meetings that chris Cochran describes where my SE is showing a deck and I feel the customer looking at me and telepathically telling me to show them the product 😩

[@jayzswayz4897]

you let your se show the deck? 😅 1st mistake

[@jonathanjohnstone7351]

@@jayzswayz4897hell yeah! As a sales engineer if I’m showing a deck someone has fucked up somewhere!!!

[@user-mb6jf4wt3u]

Also in cyber goes the same thing: If you wanna sell, you don't have to sell.

[@itiswhatitis714]

How does someone like myself with no cybersecurity sales experience get into this field as an ex self employed business owner...

[@HackerValleyMedia]

I'd recommend starting with reaching out to Jonathan Wood on LinkedIn. He's a great resource

[@itiswhatitis714]

@@HackerValleyMedia Jonathan wood from soft circuits?

[@dtheisen]

I started working for Trusted Internet, LLC based on a referral from a friend.

[@jayzswayz4897]

start at a VAR/reseller inside sales or SDR