Last week I had the honor of presenting at SecureBoston2015, an InfoSec technology event for buyers and vendors. The event was hosted by the International Information Systems Security Certification Consortium, a.k.a. (ISC)², the world’s largest IT security organization. Sponsors included LogRythm, Cylance, G2 Deployment Advisors, and other security intelligence leaders.
I started my talk by asking the audience how many of them had ever had a miserable experience with an InfoSec salesperson. On the flipside, I asked about unpleasant run-ins with information security buyers. I wasn’t surprised when the majority of attendees shot their hands in the air for one of these opening questions.
Too often, sale professionals and their target buyers are at odds. So in preparation for my (ISC)² talk, I started thinking not just about sales best practices, but about buyer behaviors, too. Because when buyers come to the table with an open mind and positive expectations, it gets a lot easier to discern ideal sellers (and ideal products/services) from the enormous crowd of irrelevant or subpar vendors.
Here are the nine buyer rules and sales best practices I shared: