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The Whale Hunters Expert Series: Selling Cybersecurity Products and Services
February 4, 2020 @ 8:00 am CST
The Whale Hunters Expert Series features video interviews with experts who bring actionable tips, best practices, and new ideas about business development and enterprise sales. Topics are directed at founders/owners/CEOs, sales and marketing executives, and large account salespeople of small and midsize companies that want to excel at doing great, long-term business with very large customers.
This episode has special appeal for technology companies and sales execs, especially in cybersecurity.
My guest for this episode is Kim Caves, Certified Partner and Office Head at the Whale Hunters in Calgary, an experienced large account cyber sales exec.
Sales executives who are selling technology products and services in the cybersecurity market have a multitude of challenges. Whereas 15 years ago there were only a dozen major solution providers in this space, today there are over 1200 vendors and 3600+ products competing to solve cybersecurity problems. Salespeople who want to win large accounts must define and communicate their differentiators.
You will learn
1. How to determine who the buyers are.
2. How to develop trust to understand their vulnerabilities.
3. When to approach target buyers. After a breach or more strategically?
4. How to differentiate your offering.