No matter what product or solution you represent, goods or services are changed hands for money. This money comes out of a budget that was approved by people. In order to get that budget approved work was done to prove that the money was needed for such budget. This stuff does not happen automatically and often times takes lots of painstaking work to get accomplished. However getting these budgets approved allows our customers to get the goods and or services needed to get their jobs done efficiently.
See, even the CISO is in Sales!
Lets take a CISO (Chief Information Security Officer) at an organization who is responsible for the overall Security posture of their organization. If they have determined that additional controls around zero day anti malware threats are a top priority they will need to gather all of the details possible in order to make this case to the board to get the budget in turn getting the money to get his or her job done. This could involve much more than gathering pricing, sku's, services and competitive analysis'. How about market feedback, how about what and who their competition is using, risk analysis on investing in the solution and not investing in the solution, current risk today, why other projects have failed with other companies, why projects have been a success, can he or she solve the problem another way, etc. All of these are building blocks for the CISO to prove their case in order to "SELL" or in another words "professionally persuade" the board into understanding his or her case to move forward with the new zero day anti malware protection.If you take a step back as a professional sales person and realize that their is much more to "SELLING" than "speeds and feeds" as we say it in my industry or sku's and pricing you will notice that the gap between sales people and the professional world we SELL to isn't as wide as you think.
Thanks for reading!
