Summary
Everybody sells, right? Wrong. Unless you’re taking an order and retiring your quota, you don’t sell – instead, you market. If you’re selling to a CISO, you need to understand the organizational dynamics that surround a CISO’s decision-making process.
This talk walks through nine critical questions that CISOs need to understand the answers to before they’re going to buy – and once you understand the questions, you can aim your marketing talent at changing the CISO’s perception before they even encounter a sales rep.
