Daulton Capps’ Post

This month, I spoke with a CRO of a Cyber Security SaaS company, who shared with me that his highly tenured AEs struggle to get to true business pain in their first stage discovery calls. Sales people can often uncover pain with inbound prospects who are very forthcoming with why they want to buy. Thats because they are 70-80% along their buying journey. But many struggle with those prospects who have taken a meeting from a cold approach. Those prospects who may only be 10-20% along their buying journey. Here is how to get to pain with prospects in cold outbound generated meetings, in only five questions.

📣 📣 CYBER SALESPERSON INTRODUCTION CHALLENGE Let’s talk about the power of introductions. If you are in the sales game, introductions and referrals are gold. It’s always better to have warm conversations with people who have been introduced by someone you both trust. We love for those to come our way! Today, I’m asking all salespeople to think about introductions and referrals in a different way. 🌟 The challenge 🌟 Introduce ONE cybersecurity practitioner to ANOTHER cybersecurity practitioner before the end of TODAY. Pro Tip: If you are not already doing this you should. Your contacts, clients and prospects in the trenches are always looking to build their network of people in the industry they trust. AND, this shows that you are not in this thing just to close deals. It shows that you are interested in investing in the growth of the industry. If you accept this challenge, let everyone know in the comments below. After you complete the challenge, report back and let us know how it went.

Salespeople: here's something I don't often share but that I think could be helpful for you to learn from... When I first got into cybersecurity, 7 years ago now, I didn't know much about it. The first years were a struggle because there was so much to learn and it was a very different sale than my previous experience (where I could lean more on efficiencies and ROI to sell for me). So flash forward to today, I get pulled into conversations as a go-to cybersecurity expert. All of this is thanks the great people I worked with that really taught me a lot, and I worked really hard to learn and build up experience. Here's what helped me the most: ✅ Learn how to keep it simple! ✅ You have to connect cyber risk back to bigger picture items or you won't get the traction you need ✅ Cybersecurity is new to many people and objections often come up from prospects when they just don't understanding things yet. If you take your time to educate them, you can overcome a lot of the common objections you hear ✅ I got smarter with my strategy and continue still to work on developing my knowledge and skills (both around sales and cybersecurity) I can help you with all of this... I wish I had these resources when I was just starting! 1️⃣ Grab the link in the comments to get access to a FREE course I created around Simplifying Cyber Risk. It's email-based and comes right to your inbox - 5 short videos over 5 days. This is the stuff I use constantly in presentations and client discussions. 2️⃣ Join Sell More Cyber and get access to help and resources. As a member, we'll even help you with prospecting research and strategies. You also get all of the resources to present "Simplifying Cyber Risk" content to whoever you would like. We'll teach you how and give you our templates. On top of that, there's a ton of course content that's constantly growing, and we do live monthly workshops to help you continue learning (we have some cool stuff in store for later this fall!). 💥 Make sure you check it out asap because we're getting going in our first monthly workshop tomorrow, Thursday July 25 at 12 MT. Get in there now to start working with us on the knowledge, strategies, and skills that can help you win more deals, get larger deals in, and ultimately Sell More Cyber!

MSP Sales Tactic #4 Remember not everyone is a potential client. There are “bad” clients you shouldn’t touch. Don’t succumb to the following… ✔️ A client that takes up 20% of your revenue ✔️ A client that doesn’t value cybersecurity (think about those that say “it’ll never to happen”) ✔️ A client that isn’t focused on growth There’s more but, your criteria is personal to your company. Build this and avoid violating this. Your team should love the clients you work with.

Sales calls with "Neighbor Spoofing"... Have you ever received a sales call from a similar telephone number as your own? That friendly business development rep may be using neighbor spoofing, a tactic that has also been used by cyber criminals & scam artists for many years, which increases the chances that you'll pick up the phone. The thing is, for years I've trained people to beware of this practice, and I'm far from the only cybersecurity professional that does so. As a personal rule, I will not take a call seriously that is leveraging neighbor spoofing. Ironically, many cyber industry bizdev reps use this practice, which immediately hurts their case when dialing practitioners and leaders alike. And let's face it: their jobs are difficult enough. If you happen to call me from a local number, you can expect me to ask curious questions about where you are located.

We have been working with a range of clients who are looking to sell more, sell easier and often, sell into new industries or companies. I'll be honest - I've not really articulated the value of these reports as well as I should and it hasn't been until our clients got back to us with glowing feedback that we realised we needed to get a clearer message out there. The attached is an example sample report for a client who have a great technology product, looking to sell into a brand new industry. We're helping them find the hooks, sales starters, cyber challenges, key contacts etc. to make the process as quick as possible. If you or your team are in the process of account planning, tackling new and complex organisations or want support increasing your sales success, let us know and we'll provide more information. #sales #cybersecurity #businessdevelopment

Are you struggling to secure 1:1 intro sales meetings with CISOs? Let's dive into the tactics that will set you up for success in the cybersecurity industry. Generating meaningful connections is key to unlocking new opportunities and driving business growth. It's not just about the pitch; it's about building relationships that last. Remember, quality over quantity is the name of the game in the world of cybersecurity sales. We have a few competitors who say they have thousands of security practitioners willing to engage with a specific vendor, which simply cant't be true in a real world....Red flags EVERYWHERE if some vendor tell a cybersecurity startup they have thousands of CISOs in their network who want to engage with them. Remember it is quality over quantity, but it never sounds cool when you tell a cybersecurity vendor I can only arrange you 20 meetings but those meetings will count! Let's revolutionize how we approach intro sales meetings in general but especially in cybersecurity.

90% of IT managers don't know how to buy cyber security solutions. Here's my 3 tips on how to get the deal 𝐲𝐨𝐮 𝐝𝐞𝐬𝐞𝐫𝐯𝐞: I was a sales person. I can tell you this:  𝐏𝐫𝐢𝐜𝐢𝐧𝐠 𝐯𝐚𝐫𝐢𝐞𝐬 𝐚 𝐥𝐨𝐭. You need to be prepared. 1️⃣ 𝐴𝑠𝑘 𝑦𝑜𝑢𝑟𝑠𝑒𝑙𝑓 "𝑤ℎ𝑦?" How can you make a good purchase, If you don't define what a good purchase 𝒊𝒔? Focus on you. Align your decisions to your cybersecurity strategy. 2️⃣ 𝐵𝑒 𝑐𝑢𝑟𝑖𝑜𝑢𝑠 𝑎𝑏𝑜𝑢𝑡 𝑡ℎ𝑒 𝑖𝑛𝑡𝑒𝑟𝑒𝑠𝑡𝑠 𝑜𝑓 𝑡ℎ𝑒 𝑠𝑒𝑙𝑙𝑒𝑟 Cyber security vendors behave in strange ways. They can have deals, promotions, incentives. Ask, ask, ask. You would be amazed the value you can gain by simply 𝐚𝐬𝐤𝐢𝐧𝐠 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬 to your salespeople. 🌟 3️⃣ 𝑇𝑟𝑎𝑑𝑖𝑛𝑔 𝑖𝑠 𝑡ℎ𝑒 𝑛𝑎𝑚𝑒 𝑜𝑓 𝑡ℎ𝑒 𝑔𝑎𝑚𝑒 (different from video 😉) You will have to give info to purchase a solution. You will have to make commitments. But it cannot only go one way. You need to 𝐚𝐬𝐤 𝐟𝐨𝐫 𝐭𝐡𝐢𝐧𝐠𝐬 in exchange. Referrals, info on sales timeline, better deals... 💡 What is the one advice that 𝑦𝑜𝑢 could give?

Check out our recent Medium post, "The Cyber Security Dealmaker - Exploring the pre sales engineering role with Damilola Olowojolu" Read more at Medium: https://lnkd.in/d3Fp26Rt We had a chat with Oluwadamilola Olowojolu so do well to gain insights from the experience of this cybersecurity professional and we’d love to hear your thoughts. Please connect with us to share your stories too!