Audience 1st
Topics
Sales Process Preferences

Sales Process Preferences

Pain Points Content Preferences Decision Criteria Building Relationship Capital Outreach Tips Sales Process Preferences Customer Retention Goals and Motivations Positioning and Messaging Customer Research Buyers Journey Triggers to Evaluate Growth Mindset Brand Perceptions Barriers to Buy

Building Relationship CapitalBuilding Relationship Capital

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Jul 05, 2024

Value Selling Tips: Aligning Cybersecurity Products with Security Buyer Business Priorities

Boldness, value selling, and genuine connection can set you apart in a crowded market. Discover why understanding customer motivations is the key to building real relationships and achieving lasting success.

Dani Woolf

Sales Process PreferencesSales Process Preferences

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Apr 04, 2024

How MSPs Can Increase Sales Efficiency by Understanding Buyers at Scale

Is the IT buying process fundamentally broken? I'm joined by James Farrow to tackle the disconnect between how cybersecurity products are sold and how buyers actually want to buy.

Dani Woolf

Outreach TipsOutreach Tips

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Jun 01, 2023

How to Successfully Work Your Way Into a CISOs Inbox

It’s important to draw the line between an appropriate business outreach and a stalker mode.

Dani Woolf

Pain PointsPain Points

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Apr 21, 2023

How Cybersecurity Buyer and Seller Behaviors Evolved in the Past 5 Years

Today as a cybersecurity seller, being a technical and a business person is very relevant. But in order to keep up with the pace of change, the technologies, the dynamic market and aggressive growth goals, you have to be an active listener and to be present.

Dani Woolf

Outreach TipsOutreach Tips

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Sep 23, 2022

The Benefits and Concerns of Free Trials & POVs of Cybersecurity Products

Free trials and proofs of value are key factors in deciding whether or not to purchase a cybersecurity solution. But there are concerns with them too.

Dani Woolf

Decision CriteriaDecision Criteria

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Aug 05, 2022

Cut the Bull & Focus to Speed Up the Cybersecurity Buying Process

Cybersecurity buyers are pressed for time and are not interested in reading lengthy, hundred-page RFPs. No one can digest that. Instead, buyers want technical diagrams, high-level explanations, and focused messaging. It’s all about clarity and brevity.

Dani Woolf