A roadblock in security sales is assumed, but it doesn’t have to be a negative. Rather, it can be an educational experience on how to do sales better. As part of the CISO/Security Vendor Relationship Series, I called out to security vendors to tell me their tales of overcoming hurdles in security sales.
One of my favorite highlights was Dave Elliott quoting the iconic Zig Ziglar’s line that “every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.”
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This video originally appeared on LinkedIn and Security Boulevard.