Trustifi Hires Channel Sales Director for Greater MSSP Relations 🤝 The ‘industry veteran’ of channel sales brings his experience to Trustifi 👇 https://lnkd.in/epWPnxc2 #unifiedcommunications #ucaas #ucoms
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Empowering 1 Million Women for C-Suite Success by 2030 | Elevating Sales Through Diversity | Executive Sales Coach/Trainer | Keynote Speaker | Author | Let's Shorten Sales Cycles and Boost Deal Sizes Together
"I never realized I was in sales," confessed Sara Andrews, Experian’s Global Chief Information Secruity Officer, as she exited my recent Empathetic Listening Workshop. Cybersecurity, she asserted, is all about sales. Intrigued, I delved deeper into her perspective. In a room filled with what I assumed were seasoned sales professionals, I discovered the unexpected presence of cross-functional business unit leaders. Her insights were eye-opening. Sara shared her wish that her entire team possessed the sales skills I had emphasized. Why? Because, as she eloquently put it, "Getting companies to understand, implement, and execute cybersecurity solutions and strategies is all about sales." It wasn't just about technical jargon; it was about empathetic listening. ➡️ Why Listening Matters Listening isn't merely a passive skill; it's the gateway to understanding. Imagine a world where every child explicitly learns listening skills. The benefits would ripple across contexts, enhancing their ability to acquire knowledge and skills. Listening is the bedrock upon which relationships, trust, and collaboration thrive. ➡️ Three Empathetic Listening Practices 1️⃣ Global Listening: Beyond words lies a rich tapestry of meaning. Listen not only to what's said but also to what's unsaid—the values, themes, emotions, and trends. Level up your listening game by tuning in to the unspoken layers. 2️⃣ SLANT Technique: “S” - Sit Up: Create an environment conducive to open dialogue. “L” - Lean In: Show genuine interest; lean toward the speaker. “A” - Ask Questions: Be curious, not interrogating. “N” - Nod: Acknowledge understanding. “T” - Track the Speaker: Follow their narrative. 3️⃣ Embrace Silence: In the rush to respond, we often overlook the power of silence. Create space for others to express themselves fully. Remember the golden rule: When you ask a question, count to 1001, 1000, 1003, 1004—or better yet, to a thousand and eight. ➡️ Sales as a Gateway Skill Sales isn't confined to a department or job title. It's a universal skill that opens doors, regardless of your functional area or company. Whether you're a cybersecurity expert, a marketer, or a teacher, mastering sales empowers you to connect, influence, and create impact. So, let's listen—truly listen. As Josephine Billings wisely said, “To the world, you may be one person, but to one person, you may be the world."* Let's be that world for someone today. #EmpatheticListening #SalesSkillls #1MillionWomenby2030
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Empowering Cybersecurity Success: Founder @ Execweb | Pioneering the Premier Platform for Tailored Sales Connections Between Top-tier Cybersecurity Vendors & Fortune 1000 CISOs | 3x Founder | Formerly @ Credit Suisse
Challenges Sales Professionals Face in Engaging CISOs In today's rapidly evolving cybersecurity landscape, engaging CISOs during sales outreach has become more challenging than ever. As gatekeepers of an organization's most sensitive information, CISOs are inundated with sales pitches daily. According to our internal research and surveys CISOs receive on average 152 cold emails PER DAY. Here are some key challenges sales professionals face when trying to connect and sell to these crucial decision-makers: Overwhelming Noise: CISOs receive countless emails (on average 152 per day), calls (get called on their cell phone on SUNDAY morning DON'T DO THAT), and messages from vendors every day. Standing out in this crowded space requires not just a compelling pitch but a deep understanding of their specific needs and pain points. Time Constraints: CISOs have demanding schedules, balancing strategic planning, incident response, and managing their teams. Finding the right time to engage them in meaningful conversations is a significant hurdle. It takes on average 5 MONTHS to get 1:1 meeting with a CISO from initial cold outreach! Trust and Credibility: Building trust with CISOs is paramount. They are naturally skeptical of new solutions due to the potential risks involved. Sales professionals must establish credibility quickly, often leveraging customer testimonials, and demonstrating a profound understanding of the cybersecurity landscape. Also remember CISOs know that if they on-board a new vendor will be very tough to off-board them later on so they take their time, weeks and months in many cases. Technical Savvy: CISOs are highly knowledgeable about the technical aspects of their field. Sales teams must be equally adept, able to discuss technical details and answer complex questions confidently. This requires ongoing training and staying updated with the latest cybersecurity trends and threats. Customized Solutions: A one-size-fits-all approach doesn’t work. CISOs look for tailored solutions that address their specific challenges and integrate seamlessly with their existing infrastructure. Sales professionals must invest time in researching and understanding the unique needs of each organization. Regulatory and Compliance Concerns: With stringent regulatory requirements, CISOs are cautious about implementing new solutions. Sales teams need to articulate how their product not only meets but enhances compliance efforts, providing peace of mind. In this dynamic and challenging environment, the key to successful outreach lies in personalization, patience, and persistence. By deeply understanding the CISO’s role, addressing their specific challenges, and building trust through expertise and credibility, sales professionals can navigate these complexities and forge strong, lasting partnerships. What strategies have you found effective in engaging with CISOs? Let’s share our insights and experiences in the comments!
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CEO ChannelAI.TV - ChannelPartner.TV - ChannelMarket.TV - CybersecurityCSI.com - SocialStreamingTV.com
Overcoming Partner Slowing – Delayed Sales Problem: MSP and channel partners are increasingly faced with ever-more complex problems to sell and support to customers who are confused by the vast array of solutions they do not understand ROI-TCO, afford even core staff to provide even fundamental skills to manage and much ready to react and respond to cyber attacks, along with uses and integrations of all other corporate applications and provide user training. Overcoming Sales and Customer Challenges in Complex Technology Benefits, Users and Deployment Solution: Quick videos can cost-effectively aid and guide all levels with benefits, feature explanations, how-to’s, FAQ to accelerate both partner customer collaboration readiness on any product, solution, training initiative, concept and more. Get QSV-quick sales/support videos to overcome partner and customer issues that take complex techno-babble filled content into simple 2-minute videos to KISS training, explanations and more at afford rates of $490 each and if three or more a month, partners and customers get their own video content platform explained below in Part 2. https://lnkd.in/gYqEEezQ #sales #channelsales #MSP #MSSP #VAR #partner #MSpartner
Overcoming Partner Slowing – Delayed Sales
https://socialstreamingtv.com
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Key way for cybersecurity companies to expand their reach and accelerate sales cycles – Leverage Value-Added Resellers (VARs). Here's how to effectively choose and work with VARs: 1. Choosing the Right VARs: Choose VARs that specialize in cybersecurity and have a robust understanding of the specific solutions you offer. For instance, if you're selling advanced threat protection solutions, partner with VARs who have a track record in that niche. 2. Nurture Relationships: Build strong relationships with a small number of key VARs. Treat these VARs as partners by providing them with leads and supporting them with the necessary resources to succeed. This helps in making your solution a preferred option for them to sell. 3. Understand the Value Chain: VARs have established relationships and trust with their customers. They understand customer needs and procurement processes, which can significantly shorten the sales cycle for your solutions. Leverage their expertise to tailor your offerings to meet the specific needs of end customers. 4. Strategic Alignment: Ensure that your strategic goals align with those of your VARs. This alignment includes agreement on target markets, sales strategies, and growth goals. Regular meetings and updates can help maintain alignment and foster a collaborative working relationship. 5. Mutual Benefits: Create mutually beneficial arrangements. Offer VARS incentives to prioritize your products, such as higher margins or exclusive selling rights in certain areas. Ensure the VARs have all the necessary marketing materials, product training, and sales tools to effectively sell and support your products. 6. Monitor and Support: Continuously monitor VARs’ performance and provide support where needed. Regular feedback helps to adjust strategies, resolve issues, and improve product offerings based on real market needs and challenges faced by the VARs. By understanding and integrating these aspects into your partnership strategy with VARs, you can enhance your market reach, improve sales effectiveness, and build lasting business relationships that drive mutual growth. Which strategies have you found effective when working with VARs? Share your insights in the comments below!
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Yesterday I got a call from one of our exceptional enterprise sales professionals at Juniper Square. He was calling with “good news” to let me know that he closed a deal that I originally opened up in 2017. While this is not the largest deal he’s closed, there are 5 lessons we can all learn from this deal: 1. Play the long game. If you know you’re going to be around for a while, you don’t need to force the sale. With time, people remember your consistency and your patience. They will come back. Trust me. It happens every time. 2. Persistence pays off. This doesn’t mean pestering people with marketing emails, but rather it means being thoughtful and delivering content and partnership to clients and prospects alike. 3. Treat people the way you want to be treated. If you’re going to be around a while, your reputation matters more than you think. This is both the reputation of you as an individual sales person as well as the reputation of the company. Remember that and make sure you hold yourself and your colleagues to this high standard. 4. Size does not matter, impact does. This particular customer has a stellar reputation, and is somebody that were proud to have as part of our customer family. That matters far more than the revenue that anyone customer contributes to your bottom line. 5. With the fullness of time, the history book doesn’t remember who opened the opportunity.. only the person who closeses it. This is not just a function of time, but it’s a function of ingenuity, innovation and iteration that led this particular account executive to have a successful outcome.
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CEO ChannelAI.TV - ChannelPartner.TV - ChannelMarket.TV - CybersecurityCSI.com - SocialStreamingTV.com
Fix Slow-Delayed Sales Now ! Problem: Solutions providers along with their MSP and channel partners are increasingly faced with ever-more complex problems to sell and support to customers who are confused by the vast array of solutions they do not understand ROI-TCO, afford even core staff to provide even fundamental skills to manage and much ready to react and respond to cyber attacks, along with uses and integrations of all other corporate applications and provide user training. Do you need a better way help under-performers (~80%) improve and help top-performers (~20%) accelerate even more? Do you need better ways to overcoming sales and customer challenges in complex technology benefits, users and deployment? Solution: Quick videos can cost-effectively aid and guide all levels with benefits, feature explanations, how-to’s, FAQ to accelerate both partner customer collaboration readiness on any product, solution, training initiative, concept and more. Get QSV-quick sales/support videos to overcome partner and customer issues that take complex techno-babble filled content into simple 2-minute videos to KISS training, explanations and more at afford rates of $490 each and if three or more a month, partners and customers get their own video content platform explained below in Part 2. https://lnkd.in/gYqEEezQ #CRO #CMO #sales #channelsales #MSP #MSSP #VAR #partner #MSpartner
Overcoming Partner Slowing – Delayed Sales
https://socialstreamingtv.com
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Overcoming Partner Slowing – Delayed Sales Problem: MSP and channel partners are increasingly faced with ever-more complex problems to sell and support to customers who are confused by the vast array of solutions they do not understand ROI-TCO, afford even core staff to provide even fundamental skills to manage and much ready to react and respond to cyber attacks, along with uses and integrations of all other corporate applications and provide user training. Do you need a better way help under-performers and help top-performers accelerate even more? Do you need better ways to overcoming sales and customer challenges in complex technology benefits, users and deployment? Solution: Quick videos can cost-effectively aid and guide all levels with benefits, feature explanations, how-to’s, FAQ to accelerate both partner customer collaboration readiness on any product, solution, training initiative, concept and more. Get QSV-quick sales/support videos to overcome partner and customer issues that take complex techno-babble filled content into simple 2-minute videos to KISS training, explanations and more at afford rates of $490 each and if three or more a month, partners and customers get their own video content platform explained below in Part 2. https://lnkd.in/gYqEEezQ #CRO #CMO #sales #channelsales #MSP #MSSP #VAR #partner #MSpartner
Overcoming Partner Slowing – Delayed Sales
https://socialstreamingtv.com
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I help coaches and course creators scale using paid ads (and a small ad budget) 🚀 marketing strategy, copywriting, ads, funnels, email marketing, CRO, and marketing automation.
😴 The battlefield in cybersecurity sales has shifted, and most companies are not paying attention. A few smart revenue leaders in this space are starting to see the evidence everywhere... Your sales force is being drowned out, contact is becoming more elusive, and performance is totally unpredictable. Here is a blueprint for navigating the shifting tides of buyer behavior and reigniting your sales... 🚀 1. Digital dominance is the New World Order. The battleground of cybersecurity sales has shifted online. Research echoes a seismic shift: a staggering 80% of the sales journey is happening in the digital realm, way before you even enter the fray. Cold calls and random emails? They're faint whispers in a grand arena of digital-research-driven choices. This isn't just a trend; it's a new world order that demands an evolution in your strategy moving forward. 💡 2. Cybersecurity buyers want leaders, not sellers, and not corporate content. The digital metamorphosis has birthed an era where buyers yearn for leaders, not sellers, not regurgitated corporate content, not noise. Rethink thought leadership as your secret weapon. Command attention not by pushing products or creating noise, but by leading an executive conversation around the problems that you solve. Illuminate their challenges with insights that resonate to the core of their soul. The smartest companies will see the way forward as owning LinkedIn's news feed and emerging as the trusted voice that guides, empowers, and ultimately, wins big deals. 🔑 3. Sales-at-Scale is the key to capital efficiency in today's trust-driven world. As the chasm widens between traditional cold outreach (lead gen) and modern buyer expectations, the solution isn't shouting louder into the vacant abyss. It is not churning out more cheap & regurgitated content no one cares to consume. It's in scaling up a digital network of deep, trusting, relationships with your ideal customers. Its all about building a following and doing Sales at Scale in 2023 and beyond. And the art of selling at scale rests entirely in your ability to lead an executive conversation around the problems you solve, to have meaningful dialogue that guides and inspires to a better future. 🌟 Here's the path forward: the power of Sales-at-Scale Look, the road ahead is going to be difficult. This isn't just a small pivot; it's a complete paradigm shift. This will require you to let go of the old way and embrace the way new way of growing a B2B company. Change will require a new way of thinking first. After that is complete, a new strategy, a new skill set, some new talent. If you are brave enough to lead the charge, I am looking for partners to carve a new future together. Where your growth is fueled not by cold calls, but by the warmth of meaningful relationships at scale. Holler at me. 📈To your growth and prosperity, Robert Stevenson #demandgeneration #leadgeneration #b2b #saas #foundera
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We scale eLearning companies by $100k/mo in 90 days or less using our predictable, scalable, and highly profitable Growth Machine.
💫 There has been a dramatic shift in the cybersecurity sales landscape since 2007. What have you done to adapt your sales process to this change? The goal today is to build a following, not a list... The effectiveness of cold calling, spam emails, and lead lists is decreasing by the day. You are at risk if your sales process is still driven by these traditional outreach methods... Technology buyers crave leadership, unique insights, and clarity around the problems that you solve. The time has come to stop spamming and start leading executive conversations around the issues that you solve. 🌱 To your growth and prosperity, Darby Summerville #demandgeneration #b2bmarketing #leadgeneration
I help coaches and course creators scale using paid ads (and a small ad budget) 🚀 marketing strategy, copywriting, ads, funnels, email marketing, CRO, and marketing automation.
😴 The battlefield in cybersecurity sales has shifted, and most companies are not paying attention. A few smart revenue leaders in this space are starting to see the evidence everywhere... Your sales force is being drowned out, contact is becoming more elusive, and performance is totally unpredictable. Here is a blueprint for navigating the shifting tides of buyer behavior and reigniting your sales... 🚀 1. Digital dominance is the New World Order. The battleground of cybersecurity sales has shifted online. Research echoes a seismic shift: a staggering 80% of the sales journey is happening in the digital realm, way before you even enter the fray. Cold calls and random emails? They're faint whispers in a grand arena of digital-research-driven choices. This isn't just a trend; it's a new world order that demands an evolution in your strategy moving forward. 💡 2. Cybersecurity buyers want leaders, not sellers, and not corporate content. The digital metamorphosis has birthed an era where buyers yearn for leaders, not sellers, not regurgitated corporate content, not noise. Rethink thought leadership as your secret weapon. Command attention not by pushing products or creating noise, but by leading an executive conversation around the problems that you solve. Illuminate their challenges with insights that resonate to the core of their soul. The smartest companies will see the way forward as owning LinkedIn's news feed and emerging as the trusted voice that guides, empowers, and ultimately, wins big deals. 🔑 3. Sales-at-Scale is the key to capital efficiency in today's trust-driven world. As the chasm widens between traditional cold outreach (lead gen) and modern buyer expectations, the solution isn't shouting louder into the vacant abyss. It is not churning out more cheap & regurgitated content no one cares to consume. It's in scaling up a digital network of deep, trusting, relationships with your ideal customers. Its all about building a following and doing Sales at Scale in 2023 and beyond. And the art of selling at scale rests entirely in your ability to lead an executive conversation around the problems you solve, to have meaningful dialogue that guides and inspires to a better future. 🌟 Here's the path forward: the power of Sales-at-Scale Look, the road ahead is going to be difficult. This isn't just a small pivot; it's a complete paradigm shift. This will require you to let go of the old way and embrace the way new way of growing a B2B company. Change will require a new way of thinking first. After that is complete, a new strategy, a new skill set, some new talent. If you are brave enough to lead the charge, I am looking for partners to carve a new future together. Where your growth is fueled not by cold calls, but by the warmth of meaningful relationships at scale. Holler at me. 📈To your growth and prosperity, Robert Stevenson #demandgeneration #leadgeneration #b2bsaas #saassales
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