Ex-McAfee Sales Leader Ken Powell on Cybersecurity Sales

Ken Powell, founder of Sales Method and a sales leader at Oracle, SAP and McAfee, says losing a deal to do nothing is not an option. He explains how cybersecurity sales teams can get buyers to act. His fix starts before the pitch. Every rep has to answer why the buyer would do anything, why now, and what happens if they do nothing, before saying a word about their product. Ken walks through the cybersecurity sales strategies behind that rule: the account research, the personal stakes for buyers whose projects go wrong, and the cybersecurity sales techniques that turn a buyer's stated need into the real pain. If your team is selling cybersecurity solutions into accounts that keep saying "not now," this one is for you. Ken's book, Raise the Bar. Step Up. The Habits of Great Sales Athletes: https://www.amazon.com/dp/B0H4P145BM Ken on LinkedIn:   / kenpowell-salesmethod   In this episode: Why Do Nothing is the real competitor in B2B cybersecurity sales The three questions every deal must answer before "why me" Why a buyer's stated need is a trap, and what to ask instead The personal stakes: buyers who got fired for late, over-budget projects The research behind a one-page account plan Why saying "that's nothing we do" builds credibility Cyber GTM Talk is the show for go-to-market leaders at cybersecurity companies. Subscribe for more conversations with the people building and selling in cyber. Keywords: cyber sales, cyber gtm, cybersecurity marketing, cyber marketing, cybersecurity sales training, cybersecurity sales metrics, cybersecurity sales pitch, cybersecurity sales funnel, cybersecurity sales best practices, enterprise cybersecurity solutions, cybersecurity lead generation, cybersecurity industry sales growth