Outbound Squad Cyber security sales with Neil Saltman
13 snips
Dec 20, 2022 Neil Saltman shares the unusual path that took him from door-to-door vacuum sales into cybersecurity, plus what CISOs care about and how security teams make buying decisions. He discusses prospecting tactics that stand out, from sharper emails and memorable calls to creative direct mail, and why understanding a buyer’s world matters.
Chapters
Transcript
Episode notes
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22
Introduction
00:00 • 3min
Was Your First B2B Sales Job?
03:19 • 2min
Door-to-Door Vacuum Sales - How Did You Respond to the Rejection?
05:41 • 2min
The Value of the Demonstration
07:39 • 2min
What Was Your First Job Selling Into Security?
09:14 • 2min
What Was the Learning Curve Like in Network Monitoring?
10:49 • 2min
The Six Principles of Persuasion
12:27 • 2min
How Do You Write Emails?
14:27 • 2min
Cybersecurity Sales - I Love It!
16:37 • 2min
What Does a CISO Care About?
18:23 • 4min
HubSpot CRM - What's Going On?
22:00 • 3min
How Does the Buying Process Work Within Security?
25:00 • 3min
Are There Certain Questions That I Don't Ask?
28:19 • 2min
What's the Moral of the Story?
30:18 • 2min
Direct Mail, What Kind of Stuff Have You Seen Work With Direct Mail?
32:33 • 2min
CISOs
34:40 • 3min
CISOs - Where Do You Suggestions for Getting Started?
37:17 • 2min
What to Say in Emails, Phone Calls?
38:57 • 2min
Is This Really Right for Me?
40:52 • 2min
Don't Send It Till They've Earned It
42:22 • 3min
Cybersecurity Sales - A Buyer's and Seller's Perspective
44:57 • 2min
How Do You Know if You're a Sales Professional?
46:36 • 3min