To the passive observer selling Cyber solutions should be as easy as putting one foot in front of the other. That was certainly my view a few years ago.
> Every time you look at the news you see another data breach (so the need is there).
> Each market report shows $Bn in growth (there is budget).
> Cyber is present on almost all company risk registers (a deadline exists).
Having now worked in the cyber technology, services, and consulting sector for over 5 years I’ll share some thoughts.
1. It’s a really crowded marketplace.
Every time your business pitches there are multiple other vendors against you, and they don’t play fair (or “beat you on price”).
2. Everyone thinks that what they sell is unique.
IT ISN’T (usually), and if it is unique, it won’t be for long as others will soon copy.
3. Pressure to deliver sales growth can be crazy
This results in short-term thinking and below par sales performance.
4. Many think they sell consultatively
I see a lot more features been thrown like darts at a board with a blindfold on.
5. CEOs are frustrated why “Sales” doesn’t just fit together like other operations
It is like a magic art that their sales leaders weave with many reasons why, and why not.
Does this sound familiar?
There are solutions to all of this. The above issues can be tackled through robust, honest sales transformation based around value-based consultative selling. The need for your business will differ, based on where you are today, but it can all be fixed.
Feel free to message me if you would like to discuss any aspect of this.