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EPISODE 50 - From Volume to Value with Ted Heiman on Modern Cybersecurity Sales
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About the Hosts:
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Jamie Shanks, Founder & CEO of Pipeline Signals and Get Levrg, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.
About the Guest:
Ted Heiman is the CEO of CISO Guru, a cybersecurity practice specializing in working with Chief Information Security Officers (CISOs) to enhance security measures within organizations. With over 25 years of experience in deploying cutting-edge technology for Fortune Enterprises and the Department of Defense, Ted brings a wealth of expertise in the cybersecurity realm, helping CISOs achieve their security objectives effectively.
Summary:
In this episode, Ted Heiman shares valuable insights on selling CISOs in the ever-evolving landscape of cybersecurity. Highlighting the challenges faced by CISOs inundated with sales pitches, Ted emphasizes the importance of building genuine relationships and providing value rather than bombarding prospects with generic outreach tactics. Through engaging storytelling and practical advice, Ted sheds light on the shift in approach needed to capture the attention of high-level executives in the cybersecurity domain.
Key points discussed include the transformation in sales tactics from volume-based approaches to personalized and value-driven interactions, the significance of understanding a CISO's challenges and industry landscape before reaching out, and the essentiality of credibility-building in initial conversations to establish trust with potential buyers.
Key Takeaways:
- Building authentic relationships and demonstrating genuine interest in a CISO's challenges is crucial for successful sales engagements.
- Researching and understanding the target audience's needs and goals is vital in creating a valid business reason for seeking their time.
- Providing value, support, and insights tailored to the CISO's specific requirements can help establish credibility and foster long-term partnerships.
- Approaching sales pitches with a focus on helping rather than selling can significantly increase the chances of engaging with C-suite executives successfully.
- Prioritizing quality interactions and personalized engagement over volume-based outreach strategies is key to standing out in the competitive cybersecurity industry.
Connect with Jamie and Ted Heiman:
- Jamie Shanks: https://www.linkedin.com/in/jamestshanks/
- Ted Heiman: https://www.linkedin.com/in/tedheiman/
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