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- #24: Product talk, dessert and cyber security startup buyers
#24: Product talk, dessert and cyber security startup buyers
#24: Product talk, dessert and cyber security startup buyers
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Enjoy this week’s email….because who doesn’t want a bluebird every week…
#1 - Don’t talk about your product
When you are talking about your product, don't talk about your product!
Talk instead about how your customers are using your product.
Don't say: our product does this and that
Do say: our customers are able to do this and that
Find out more in this podcast episode or check out my LinkedIn post here.
#2 - Serve dessert first
I've made thousands of sales calls myself. And I've listened to thousands that others have made. Over time I've realized that too often we treat a meeting like a meal at a fine dining restaurant.
The meal starts slowly with a drink and then some appetizers. There might be a palate cleanser. The main course shows up with much fanfare and looks amazing (probably tastes pretty good too). And then finally we have dessert.
I have a sweet tooth so the promise of what's coming at the end is enticing to me…sugary delights that will make my taste buds dance. BTW - I feel strongly that there are 2 types of people on this planet. Those that admit they love desserts and those that are bare-faced liars! But I digress…
For a meal, it makes sense to leave the best to last. If we had it first, our taste buds wouldn't like what comes after.
Not so much in a sales conversation. They can't wait for the answer to their question. The wow moment in the demo. The most interesting part of the deck. So...don't make them wait.
Instead, start with the biggest thing first and then explain how you deliver that. Give them the good stuff first. Give them dessert first.
Find out more in this podcast episode or check out my LinkedIn page here
#3 - Why do senior executives buy from early-stage cyber security startups?
It is definitely not for everyone!
3 reasons:
they have a pressing problem that isn't solved well by a bigger player
they have the risk appetite (personal and company) to work with start-ups
they want to be involved in the startup community... VCs, boards, advisory boards, LPs, funds, advising
Look for at least 2 of these 3 in each deal. Having 1, but not 2 or 3 is the danger zone. You may go through a demo and a POC, be the clear winner, and still not get the deal.
Don't: go through the sales cycle hoping that at least 2 of the 3 are there
Do: qualify early and often for 1 and 2, and hope you also have 3
Join the conversation on my LinkedIn post here
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Something for job seekers
CyberGRX has been recognized by Built In Colorado as one of the Top 100 Places to Work in 2019, 2020, and 2021. The best part…they are hiring!
Dad joke of the week
What did baby corn say to mama corn?
Where's popcorn?
Wishing you growth and accomplishment next week,
Andrew Monaghan
Chief Bluebird
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