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Who are your "5 P's"? Last year I met a VP of Sales at a $2B/year software company, his biggest initiative was a program called the "5 P's" which actively tracked his team of 1,500 reps' engagement with their company's 5 key target personas. Aka the "5 P's". For example, if you're selling cybersecurity software, your 5 P's could be: 1) CISO 2) Director of Cybersecurity 3) Director of IT 4) VP, Cybersecurity 5) Director of Cloud Security This VP I met with wanted to track and score his teams's engagement with their 5 key personas because he knew that results (aka qualified pipeline) come from consistent engagement with the right personas within the right accounts/prospects. As a rep, I highly recommend taking some time to research your own business, document the 5 key personas within your own accounts/prospects, and actively track your engagement with these personas. Is there a better way to track engagement with target champions/personas that you've seen? Comment here if so! #sales #gtm #marketing #eliteselling #champion

🔒 Understanding the Difference: Cyber Security Supplier vs. Strategic Cyber Security Partner 🔒 As someone who has navigated the intricate world of cybersecurity for years, I've seen firsthand the significant distinction between being a mere supplier and becoming a strategic partner in cybersecurity. Here's a breakdown to clarify these roles and highlight their benefits: * Cyber Security Supplier: Transactional Focus: Delivers products or services as per customer requests. Engagement is often short-term and product-centric. Limited Engagement: Interaction usually ends after the sale and initial setup. Minimal understanding of the customer's broader business goals. Reactive Approach: Provides solutions primarily in response to incidents. Focuses on immediate needs without long-term planning. * Strategic Cyber Security Partner: Collaborative Relationship: Works closely with customers to understand their unique challenges. Engagement is ongoing and evolves with the customer’s needs. Deep Integration: Becomes an extension of the customer’s team. Develops a comprehensive security strategy aligned with business objectives. Proactive and Predictive: Anticipates threats and advises on future-proof solutions. Continuously monitors and improves security posture. Benefits of a Strategic Cyber Security Partnership: Enhanced Security Posture: Ongoing assessments and updates ensure robust defenses against evolving threats. Cost Efficiency: Long-term planning helps in better budget allocation and reduces the cost of ad-hoc fixes. Business Alignment: Security measures are aligned with business goals, enhancing overall productivity and growth. Trust and Reliability: Builds a foundation of trust, ensuring dependable support and advice in critical situations. In my experience, evolving from a supplier to a strategic partner has resulted in stronger client relationships and significantly better security outcomes. I invite you to connect with me to explore how we can elevate your cybersecurity strategy together. #CyberSecurity #StrategicPartnership #CyberSecuritySupplier #BusinessGrowth #CyberDefense #ConnectWithMe Let's safeguard the future, together! 🌐

The Cybersecurity Sales Paradox: Why Selling in a Critical Market Feels Tougher Than Ever. Talking to folks across cybersecurity, from customer-facing roles to backend experts, has given me unique insight into the paradox of selling cyber solutions today. On one hand, cyber is unlike traditional B2B SaaS applications. These solutions protect a company’s lifeblood, its infrastructure. and with cyber breaches becoming more frequent and advanced, the potential consequences couldn’t be higher. - TechCrunch reports that over 1 billion records were stolen by mid-October 2024. - IBM claims that the average cost of a data breach at $4.88 million this year—the highest on record. You’d think this would make cybersecurity an easy sell, right? Think again. Budgets are tighter than ever. Dozens, if not hundreds, of vendors compete with overlapping, often overpriced solutions. So, how are the top salespeople still hitting quota despite the downturn? They’re doing four things exceptionally well: I. Investing in technical expertise - They understand the buyer’s pain points deeply and communicate solutions confidently. 2. They are hitting the phones and making the cold calls. 3. No fear-mongering - Buyers already know the risks. Successful sellers take a partnership approach, focusing on how solutions align with business goals. 4. Maximizing channel partnerships - The best reps build close relationships with MSSPs. They train them on the product’s value, bring them onto prospect calls, and travel with them for in-person meetings. Demand is still there, but it now requires more effort and finesse to get through to buyers. The reps winning in today’s market are those who adapt their strategy across multiple channels and meet the customer on their level.

Great news, We are looking to take on more clients from August. Do you need more quality sales opportunities in your pipeline? When you invest in a partner to provide qualified sales opportunities it is a process. You need to identify the target market, understand the proposition and then deliver to the right people. Sometimes you get lucky with some low hanging fruit, but often it is about starting the conversations early, building that relationship and identifying the key business pain points or challenges so that you become a trusted advisor. Our team are all experienced sales hunters, we know technology and we understand the challenges that businesses face. Let us help your business reach those prospects that need your services. #leadgeneration #itsales #pipeline #telecoms #managedservices #security

Wiz’s Sales Strategies 1. Cloud-Native Security Platform: • Wiz offers a comprehensive cloud-native security platform designed to secure cloud environments. This includes real-time visibility, vulnerability management, and compliance monitoring. • They highlight their ability to detect and remediate threats across multiple cloud providers, making them an attractive option for businesses operating in multi-cloud environments. 2. Emphasizing Ease of Use: • Wiz promotes its platform as easy to deploy and use, reducing the complexity typically associated with cybersecurity tools. • They emphasize rapid deployment and minimal disruption to existing workflows, which appeals to businesses looking for seamless integration. 3. Advanced Threat Detection: • Their platform uses advanced algorithms and AI to detect potential threats and vulnerabilities, offering proactive rather than reactive security measures. • By showcasing their cutting-edge technology, they position themselves as a forward-thinking solution provider. 4. Comprehensive Coverage: • Wiz covers a wide range of security needs, from workload protection to data security and compliance. • They highlight their ability to provide end-to-end security solutions, appealing to companies looking for a one-stop-shop for their cybersecurity needs. 5. Customer Success Stories: • Wiz leverages case studies and testimonials from satisfied customers to build credibility and demonstrate their effectiveness. • By sharing real-world success stories, they illustrate the tangible benefits and ROI their platform provides. 6. Partnering with Cloud Providers: • Wiz has strategic partnerships with major cloud providers like AWS, Azure, and Google Cloud, enhancing their credibility and reach. • These partnerships also help in co-marketing efforts and integrating their solutions seamlessly with the leading cloud platforms. What’s your sales strategy? #Cybersecurity

From the hundreds of discussions I have had with cybersecurity startups from US, Israel, UK and Canada I have heard way too many times, especially from the sales professionals and executives, how they are focused on bottoms up B2B sales but here is why that is a very challenging approach and it is much better, more efficient and effective to do top down B2B sales, especially in the cybersecurity industry. 1. Long Sales Cycles: Convincing individual users is just the start; gaining full organizational buy-in takes time. 2. User Adoption vs. Organizational Buy-In: Individual enthusiasm needs to translate into top-down mandates, which isn't easy. 3. Resource Allocation: Supporting and training small teams initially requires significant effort and customization. 4. Internal Resistance: Overcoming inertia from existing solutions and internal politics can be tough. 5. Budget Constraints: Initial small purchases need to scale, requiring central budget approval and ROI justification. 6. Integration and Compliance: Ensuring seamless integration and meeting compliance standards is critical. 7. Scaling Challenges: Robust infrastructure and consistent performance across the organization are necessary. 8. Communication and Alignment: Aligning the product’s value with organizational goals and effectively communicating benefits is key. Successfully navigating these challenges leads to widespread adoption and long-term success BUT if you want to approach B2B sales in a more effective way top down please consider joining our exclusive cybersecurity network. If you are a sales or marketing professional in the cybersecurity industry and want to generate high-quality leads with decision-makers at your target client accounts in days, not months, shorten your sales cycles and increase your win rate, then grab a complimentary copy of my 3-Point Guide To Generate 1:1 Sales Meetings With CISOs by following the link in the comments below. Note: If you don't see my comment below with the link, choose 'Recent Comments' in the dropdown below my post. picture by Gabriel Gonzales

Is your business struggling to find new sales opportunities? Are you converting at a lower level than you would like? Can your business handle more sales opportunities? Here at Simpatico Solutions we don't just find leads, we identify quality sales opportunities for clients that more often than not allow you to propose your services/solutions to your prospects which increases your conversion rates. We now have capacity to take on more clients across the IT & Telecoms space. Whether your services are focused on Security, Software Solutions, Infrastructure and Managed Services, or Telecoms/Communications solutions, our team of experienced sales hunters are ready to take on more clients from August. As a rule within the business we don't work with more than one client targeting a specific market or solution/service, so when we qualify active sales engagements, it is only you that receives them. Drop us a message or get in touch with Marc Christensen or Jaclyn McGoldrick to find out more. It takes 2 weeks to onboard a new client campaign, so there is still time to boost your pipeline from August. #sales #leadgeneration #pipeline #itmanagedservices #telecoms #cloud #cybersecurity

🚀 The Future of Tech Sales: Cybersecurity Meets Data Analytics In today’s digital landscape, the convergence of cybersecurity, advanced data analytics, and sales is not just a trend—it’s a necessity. As technology professionals, we must recognize that this fusion is shaping the future of our industry. 🔐 Knowledge Is Power In the complex world of tech sales, understanding cybersecurity risks and being well-versed in data analytics is critical. Take it from Camila Ignacia Peñailillo Bonacich, an exceptional professional who bridges these domains seamlessly. 🌐 Camila’s Journey Camila, with her background in Analytics Sales and her role as a Prisma Cloud Sales Specialist, has consistently exceeded sales goals. But what sets her apart is her ability to translate data insights into strategic business solutions. She not only pitches technology but also explains how these solutions safeguard data and optimize operations. 🔍 The Power of Data-Driven Insights Camila’s secret sauce? Staying updated on the latest cybersecurity threats and data analytics trends. This knowledge isn’t just theoretical—it’s the cornerstone of her sales approach. She advises clients not only on the right products but also on emerging industry threats and trends. 🤝 Client Interaction Matters Camila’s strategic sessions with clients are where the magic happens. She simplifies the complex, combining cybersecurity and data analytics in an easy-to-understand way. By using data-driven insights, she tailors recommendations, grounding them in real-world data. It’s about reassuring clients that their solutions are backed by solid information. 🌟 Recognizing Excellence In 2023, Camila received the highest rating among the top 2-4% of performers worldwide. Her commitment extends beyond sales—she actively contributes to the IEEE and IEEE Women in Engineering, supporting fellow engineers. #TechSalesInsights #SalesHustle #DataDrivenSales #CyberSales #SalesLeadership #TechSalesSuccess #SalesInnovation . #HiringManagers #SalesGoals #SalesCommunity https://lnkd.in/eHQiFFxv

🔐 Get Your First $10💸 Million for Your Cybersecurity Firm 🚀 Scaling your cybersecurity firm to $10 million in revenue is within reach with the right strategy. Here's how to make it happen: 1️⃣ 🎯 Target High-Value Clients Focus on industries with critical cybersecurity needs: Healthcare Finance Government Tailor your solutions to their specific pain points. 2️⃣ 📈 Leverage Multi-Channel Lead Generation Use a mix of: Cold outreach LinkedIn networking SEO strategies Paid ads Consistently bring in qualified leads to build a strong pipeline. 3️⃣ 🛠 Build Scalable Systems Create repeatable processes for: Sales execution Service delivery Customer success Ensure your business can scale without bottlenecks. 4️⃣ 🤝 Invest in Partnerships Collaborate with: Vendors Resellers Strategic partners Expand your market reach and build credibility. 5️⃣ 💡 Focus on ROI Show clients clear, measurable results. Highlight how your solutions reduce risks, improve compliance, and deliver long-term value. Why Now? The cybersecurity market is booming: Revenues projected to surpass $300 billion by 2025. Michael Davis - Get Your 1st 10 Million mikedavis.ai A massive demand for innovative, scalable solutions. There’s no better time to position your firm for exponential growth. Let’s connect to explore how you can secure your first $10 million in revenue! #Cybersecurity #TechSales #BusinessGrowth #Scaling #LeadGeneration #ROI #SalesStrategy #CybersecuritySolutions #DigitalTransformation #RevenueGrowth

The two most valuable patterns I've observed in Elite Strategic Account Executives might surprise you. They're not about prospecting techniques or closing strategies. 1. They maintain a "command center" mindset of their accounts. These AEs can tell you—at any moment—the exact state of their strategic accounts: key initiatives, business challenges, competitive threats, and growth opportunities. Not just for their primary buyers, but across the entire customer landscape. They don't wait for QBRs to update their knowledge. It's a daily practice. 2. They're ruthlessly proactive about value realization. The best AEs I know don't wait for renewal discussions to prove value. They're constantly connecting with customers to ensure implemented solutions are driving expected outcomes. When they spot gaps, they address them immediately. When they see wins, they document them methodically. A recent conversation with a Fortune 100 CISO crystallized this for me. He said, "I don't need another vendor who responds to my needs. I need a partner who anticipates them." That's the difference between managing accounts and truly owning them. Strategic AEs: How do you maintain this level of account intelligence without getting lost in the details? #cybersales