Is integrity the next big differentiator in cybersecurity sales?
In this episode of Channel Security Secrets, Lou Rabon sits down with Marc Jorgensen, CTO and Senior Solutions Architect at D&M Enterprise Group, to explore how empathy, trust, and a deep understanding of clients’ environments can transform the way advisors sell technology and security solutions.
Marc shares lessons from working on both sides of the table, as a provider and a consumer, and how that dual perspective shapes his approach to building long-term, consultative relationships. The conversation also dives into the real-world challenges of selling security amid AI hype, the importance of educating clients before selling, and how proactive planning and transparency build credibility.
You’ll walk away with actionable strategies for understanding client goals, cutting through industry noise, and becoming a truly trusted technology partner.
Takeaways:
- Why stepping into the customer’s shoes creates stronger, trust-based partnerships.
- Why AI noise can obscure true value, and how to refocus on tangible client needs.
- How transparency and honesty accelerate long-term success in technology sales.
- How proactive monitoring and redundancy protect both relationships and infrastructure.
- What continuous learning and adaptability mean for the next generation of trusted advisors.
Quote of the Show
- “ We have so many customers that we've had for 15, 20 years. They stay with us because we don't treat them as a sales cycle, we're an extension of their team.” - Marc Jorgensen
Find all episodes, show notes, and resources at: https://www.cdg.io/podcast/
Partner with us: https://www.cdg.io/partner-with-cyber-defense-group/
Links
- LinkedIn: https://www.linkedin.com/in/marcjorgensen/
- Company website: https://www.dmenterprise.net/
Ways to Tune In
- Spotify: https://open.spotify.com/show/1gIKsOyorKMzQA7wxck4dH?si=ff617df387aa401c
- Apple Podcasts: https://podcasts.apple.com/us/podcast/channel-security-secrets/id1826825461
- Amazon Music: https://music.amazon.com/podcasts/8703d3a3-4128-4691-8862-cb847f53f776/channel-security-secrets
- YouTube: https://www.youtube.com/@ChannelSecuritySecrets
Popular Podcasts
Las Culturistas with Matt Rogers and Bowen Yang
Ding dong! Join your culture consultants, Matt Rogers and Bowen Yang, on an unforgettable journey into the beating heart of CULTURE. Alongside sizzling special guests, they GET INTO the hottest pop-culture moments of the day and the formative cultural experiences that turned them into Culturistas. Produced by the Big Money Players Network and iHeartRadio.
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by Audiochuck Media Company.
The Brothers Ortiz
The Brothers Ortiz is the story of two brothers–both successful, but in very different ways. Gabe Ortiz becomes a third-highest ranking officer in all of Texas while his younger brother Larry climbs the ranks in Puro Tango Blast, a notorious Texas Prison gang. Gabe doesn’t know all the details of his brother’s nefarious dealings, and he’s made a point not to ask, to protect their relationship. But when Larry is murdered during a home invasion in a rented beach house, Gabe has no choice but to look into what happened that night. To solve Larry’s murder, Gabe, and the whole Ortiz family, must ask each other tough questions.