DtSR Episode 553 - Leadership Series - Selling Cyber Security
Down the Security Rabbithole Podcast (DtSR)
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The Importance of Understanding the Relevance of a Customer's Organization
James: Sellers need to have an understanding of the relevancy that they play inside of a customer's organization and you just hit it right on the head with what you just said Rob. James: I can't tell you the number of demos I've seen where I'm like does this person even know this software they have no clue what we're looking for. He says if sellers all they can do is talk about a product nobody gives a damn and he was more than just able to understand how development works in AppSec.
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