WTF Did I Just Read? Tech Sales & Marketing Edition

In this episode of WTFDIJR, Chris and Dani are uncovering:

• Sending Milo healthy vibes
• The importance of employers effectively giving resources to people who need mental health support
• The teardown
  • Cutting and pasting attempt number 6
  • The issue with making basic (and bad) assumptions
  • The no-win situation
  • The beholden part
• The buildup
• Live Q&A with the audience
• The solution to change isn’t to blast sales and marketing ...

In this episode of WTFDIJR, Chris and Dani are uncovering:

• Reflections on the importance of mental health in the cybersecurity industry
• Unanswered Qs from last week - how would you like to be invited to a webinar or online event like this one?
• The teardown
• The buildup
• The perception of what’s free and not free
• Live Q&A with the audience
• Research your client like your researching a new job
• The importance of treating buyers like ...

In this episode of WTFDIJR, Chris and Dani are uncovering:

• Thoughts on Black Hat MEA - the 1st ever.
• How Chris would like to be invited to a webinar or online event (like this WTF Did I Just Read?)
• The partial teardown - red herring invites on buyers’ calendars
• Technical glitches
• Live Q&A with the audience and Dani Woolf
  • Things to do with upcoming events that will attract conversations
  • Disconnect between vendors GTM and way...

In this episode of WTFDIJR, Chris and Dani are uncovering:

• Welcome to the 1st LIVE session of WTF Did I Just Read?!
• Ramping down on conferences before ramping back on up
• Thoughts on the 1st ever Black Hat MEA
• Dealing with emails during and post-conferences
• The teardown
• The buildup
• Live questions:
  • If I know exactly what someone’s tech stack is, the solutions they use, and the problem with those solutions - is there an educat...

In this episode of WTFDIJR, Chris and Dani are uncovering:

• Happy Birthday to Chris!
• Changing focus in communication by season
• Frustration with people not paying attention and make assumptions
• The teardown:
  • Invite to the big boss, my CEO
  • Referencing my CEO and name as a CISO
  • Belittling my role as a CISO
  • Making an assumption that I don’t know anything about manufacturing - throwing a blanket assumption that I don’t know the m...

In this episode of WTFDIJR, Chris and Dani are uncovering:

• Dani’s frustration with sales reps not taking constructive criticism well
• Sometimes cold emailing and calling is the only way to get in front of the right people.
• The problem with long introductory messages
• The teardown:
  • The stepping stone
  • Day of the week
  • We do everything and anything all the time
  • Save 15-30% now!
  • Let’s schedule a 15-minute video call - the world’s ...

In this episode of WTFDIJR, Chris and Dani are uncovering:

• A short pity part: 4 minutes of 43 seconds of kvetching
• The teardown:
  • Email 1 - flat out goes for the sell
  • Email 2 - you are still the lucky winner of two day’s ago email
  • Email 3 - do you have security things on your roadmap?
  • Email 4 - repeat the above
  • Email 5 - the pity me email - we hoped to have a “symbiotic” relationship - please choose from 3 reasons you aren’t...

In this episode of WTFDIJR, Chris and Dani are uncovering:

• Ambulance chasing and FUD - the issue with picking on the headline of the day
• Is there a right way to approach massive breaches that occur in the industry?
• How to empathetically deal with breaches like the Uber breach
• The evolution of a CISOs email inbox - from day one on the job to present
• The teardown:
  • The appreciative subject line
  • I’m not at the top of your list
  • ...

It’s not enough for buyers to bitch about what isn’t working, right? That isn’t fair to you. We need to understand the alternative. We need to fix the problem.

How will this podcast help marketers and sellers?

• You’ll learn effective methods to outreach high-consideration cybersecurity buyers.
• You’ll be able to more authentically build real relationships with cybersecurity buyers that will boost your long-term career.
• You’ll imp...