Skip to content

IT Sales “Professionals” and Common Sales Tactics

I don’t want this to sound like a rant, but after four years in the Silicon Valley being bombarded by “sales professionals” and “account executives” of technology firms, I must say I find them generally to be wanting…

Don’t get me wrong, I have met a couple of outstanding sales professional who are true partners and this is not aimed at them, but for the rest, please listen closely…

Please get some training and learn a little bit about your chosen technology. I don’t love hearing in an e-mail from a company that they have the solution to my problems without ever asking what they are first…

“WE have a the greatest compliance tool for PCI”…excellent, I don’t take Credit Cards…thanks for wasting my time and yours and by the way before someone tells me it didn’t waste their time because its just a SPAM e-mail to a business list, I will let you know that I remember how I am treated by vendors, and if you think I am worth that little, that I am not worth actually getting to know, then I am unlikely to do business with you later.

A wise if not disillusioned sales leader once told me there are two distinct kind of sales in the world; one for products and services you are already inclined to purchase, and one for things you have not purchased. Then why is the sales process exactly the same for all that I see? I can only assume laziness and short term thinking by people who are not actually professionals.

If a sale is about results and not the number of calls you make, for those of you not from the ABC school of IT Sales, consider getting to know your potential client a little before trying to close them. If you can’t get through the admin screen, try the flanking maneuver…find out what groups I belong to, who my colleagues are, what vendors do I do business with now, there are a lot, consider getting an intro from them or a Security VAR like Apollo www.apollo-is.com

If you want a Million dollar sale you might actually have to meet me!!!!

Posted in

Dave Tyson

Dave Tyson is the Managing Partner of CISO Insights Cyber Security Risk Advisory. Tyson has served as CISO and security leader at organizations including SC Johnson, Nike, PG&E, eBay, and as chairman and president of ASIS. Contact: Dave@cisoinsights.com, (408) 464-5310.

Leave a Comment





Ready to Get Started?

Click on the button below to take the first step towards securing your organization against cyber security threats.

Does the new Chinese Cybersecurity law Increase Your Manufacturing or Supply Chain Risk?

That is the question business leaders are asking themselves across the world in light of the new version of China’s ...
Read More
Marketing Meeting

The Top 3 Cyber Security Risks Every Chief Marketing Officer Should Care About

The Chief Marketing Officer (CMO in many organizations) is on the front lines of two of the largest battle fronts ...
Read More
Castle

Digital Comes of Age

For the past millennia or so, the traditional approach to securing assets has been the utilization of a castle mentality. ...
Read More
Paradigm Shift

A True Paradigm Shift in Security Management

"Cyber Security 1.0" was vulnerability based, and has what I would argue limited and decreasing levels of success as public breaches ...
Read More
Geek Shall Inherit the Earth

The Geek Shall Inherit the Earth………..

At least according to Microsoft a few years ago, and if that’s true then the earth will be led by ...
Read More
IT Security for Physical Security Pro

IT Security for the Physical Security Professional

One of the greatest challenges for a CISO is helping traditional security professionals believe they can learn information security fundamentals ...
Read More
Scroll To Top