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.

Last week, I published their stories and the audience responded. I pulled out my favorite responses, which were very eye-opening, to make this video.

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.”

Watch the video and let everyone know what you think.

Share your feedback by joining the conversation on LinkedIn.

This video originally appeared on LinkedIn and Security Boulevard.