Knowledge isn’t power. ACTING on knowledge is.But what if you’re truly in overwhelm, paralyzed by decision? What then? Ah, here’s the “well that’s kinda crazy easy” answer. Are you ready?DO SOMETHING.That’s right! When you’re stuck and no

Ep 18: Implementation (Part 3 of 5)

Nov 24th, 2019 5m 45s

Let’s talk about FEAR. We don’t like to talk about it. We feel like it ONLY happens to us.But if you feel fear, that’s normal! And it’s really hard to act (or implement) in the face of fear.Yes, you can try to get over your fear and negotia

Ep 17: Implementation (Part 2 of 5)

Nov 24th, 2019 4m 15s

Knowledge is NOT power.Knowledge that is APPLIED is power.So APPLIED knowledge is the secret…also known as- Implementation- Taking Action- NOT learning “for the sake of learning”- NOT sitting on your buttSo…how much action is “enough”

Ep 16: Implementation (Part 1 of 5)

Nov 24th, 2019 6m 11s

Knowledge is NOT power.Knowledge that is APPLIED is power.What are you trying to learn? Identify that before you:- Attend your next trade show- Call a vendor- Buy yet another book- Register for a webinarThen, schedule time to implemen

Ep 15: Cybersecurity Sales- Foundations For Success (Part 5)

Nov 24th, 2019 7m 48s

Objections. See them as a gift, a chance to answer your prospect's biggest concerns or areas where they don't trust you.But what if you could help diffuse these objections BEFORE your sales call? To do that, take your top 3-5 objections, turn

Ep 14: Cybersecurity Sales- Foundations For Success (Part 4)

Nov 24th, 2019 7m 33s

Objections. You know you're going to hear them, right. So why pretend that it's not going to happen?!?Instead, prepare for the most common objections. Today, I break down a great way to respond to the most common:- But I already have --this

Ep 13: Cybersecurity Sales- Foundations For Success (Part 3)

Nov 24th, 2019 6m 45s

Prospecting Stinks. You probably hate it! Fine. It's a necessary evil. It still needs to get done, and it's up to you. So how do you force prospecting into your busy schedule?Start small! (I don't say that often, so enjoy it!)100 dials. Tha

Ep 12: Cybersecurity Sales- Foundations for Success (part 2)

Nov 24th, 2019 9m 24s

I've answered questions from literally HUNDREDS of IT pros and vendors. Today I'm going way out of the box and answer a question I've never gotten.Let's talk prospecting - everyone's favorite thing to HATE.If you were going to prospect for

Ep 11: Cybersecurity Sales- Foundations for Success (part 1)

Nov 24th, 2019 8m 42s

Being a salesperson is hard! You have multiple tasks, competing priorities, and EVERYTHING seems important.Here's a straightforward approach to determine what to do (and when). (Shout out to 2 awesome Sandler trainers, Mark McGraw and Josh Pi

Ep 10: Cybersecurity Foundations - 5 of 5

Nov 24th, 2019 5m 4s

I know why you’re not making any progress with selling cybersecurity. It’s because you’re not taking any action. I know that sounds redundant but it is true.Over the past several days I have given you several specific action steps to take.I

Ep 9: Cybersecurity Foundations - 4 of 5

Nov 24th, 2019 5m 30s

Why are you focused on cybersecurity?WHY are you focused on cybersecurity? (Yes, I meant to type that twice...) 📷:-)I want you to know your "why" because knowing that is what will propel you through the difficult times when you're tempted

Ep 8: Cybersecurity Foundations - 3 of 5

Nov 24th, 2019 6m 17s

How To Become A Cybersecurity Expert - super easy "hack"It's time to get up off the couch, lace up those new shoes, and start to climb the cybersecurity mountain.I know, I know. You don't feel like an expert.That's what I'm going to help

Ep 7: Cybersecurity Foundations - 2 of 5

Nov 24th, 2019 7m 32s

You KNOW you need to sell cybersecurity services to your small and medium sized clients. But you're struggling to even START.You're probably completely stuck. Or maybe you tried to get started and hit complete overwhelm.I get it! There are

Ep 6: Cybersecurity Foundations - 1 of 5

Nov 24th, 2019 5m 46s

If you're feeling overwhelmed with cybersecurity, you're not alone! Your monkey brain is sabotaging your progress.Why does your brain stop you from making progress on such a crucial goal? And how do you manage to take charge, and acheive succ

Ep 5: Cybersecurity Awareness - Marketing Ideas 5 of 5

Nov 24th, 2019 6m 14s

How to leverage Cybersecurity Awareness Month: Idea number 5: Infographics.Spend a few hours to get at least one created. Three steps to get this task accomplished:1. Pick a topic - lots to choose from! (Social engineering, phishing, etc.)

Ep 4: Cybersecurity Awareness - Marketing Ideas 4 of 5

Nov 24th, 2019 8m 27s

Here's another way to educate your clients and prospects, especially in light of National Cybersecurity Awareness Month: social media.I don't just have THREE tips for you today; I have a whole list of ideas for you! Make sure your content is

Ep 3: Cybersecurity Awareness - Marketing Ideas 3 of 5

Nov 24th, 2019 4m 53s

In the continued effort to piggyback off of the press that Cybersecurity Awareness Month is bound to receive, what is another marketing idea you should implement?Schedule risk assessments! Utilize a simple "email plus call" campaign to offer

Ep 2: Cybersecurity Awareness - Marketing Ideas 2 of 5

Nov 24th, 2019 6m 45s

All week, I'm talking about Cybersecurity Awareness Month -- and how IT companies in the US can leverage this event in your marketing.Today's suggestion? Use your newsletter! If it's too late for the October issue, there's no reason you can't

Ep 1: Cybersecurity Awareness - Marketing Ideas 1 of 5

Nov 24th, 2019 5m 1s

In honor of Cybersecurity Awareness month, what are some marketing tactics you can use to position your company as a cybersecurity expert and schedule more risk assessments?Today's suggestion: an event.Think- webinar- seminar- lunch & le

Rate