WTF Did I Just Read? Tech Sales & Marketing Edition

In this episode of WTFDIJR, Chris and Dani are uncovering: Reflections on CISO XC in Dallas The value of getting in one room F2F with peers A message from Chris to all security practitioners The teardown The problem with assumptions Selling on an AI model to transcribe accurately English language, while using incorrect grammar and bad English The buildup Treat me like a human, not just another number Spend time taking the narrative and have fun with a football-themed inbound message Live Q&A with the audience How to effect change efficiently and effectively in cybersecurity sales and marketing The power of being curious to educate yourself on the world of the security practitioner Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/ Victim of a crappy marketing or sales message? Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 [email protected] We will provide an alternative and better approach live on the show.

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 - leadership has to do their part to affect change Before blaming everyone else, look in the mirror and see what you can do differently. Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/ Victim of a crappy marketing or sales message? Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 [email protected] We will provide an alternative and better approach live on the show.

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 human before you take their money Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/ Victim of a crappy marketing or sales message? Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 [email protected] We will provide an alternative and better approach live on the show.

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 customers want to buy - Dani’s lightbulb moment when things needed to change Will tying marketings’s comp to revenue change behaviors? Catching up with Carlos Guerrero after the CISO Sellers Panel Series - has he improved in building relationship capital? Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/ Victim of a crappy marketing or sales message? Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 [email protected] We will provide an alternative and better approach live on the show.

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 educated way to send out a good email to talk about complimenting, replacing, or consolidating those solutions? Is there a non-douchey way, following an incident, to present a solution that could be beneficial given the incident? Is there a way not to chase the ambulance in a disgusting way? Why do you think that the vendors are so slow to move and do you think they're just not listening on the executive level? What do you think someone in my position, as an account executive, might be able to do to make it better? Many of us are selling the same services and solutions. What makes you consider one company over the other offering the same services? Typically after shows I'll follow up with attendees whom a colleague or I spoke with at the show where we've mutually shared contact info and actually discussed our solution or they showed true interest. But the issue I'm seeing is that I get crickets afterward. I'd love to hear from CISO's perspective why that would be, because we got the interest, we got the okay to contact them directly and I'll give them the out within the email so they can tell us no without any pressure. But since I don't get feedback, I'm unsure of other possible reasons. A small take on the perception of what’s free and not free Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/ Victim of a crappy marketing or sales message? Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 [email protected] We will provide an alternative and better approach live on the show.

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 market and you can save the day Assuming the good part is having a conversation with you Sending the same email to the CEO, just swapping names Our job is to understand emotions Social engineering tin this email has elicited anger, frustration, defiance, and fight emotions What is it about a CISOs job that is so emotional? The buildup The problem with assuming vs. asking an open question The one terrible mistake you should not make in your communication Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/ Victim of a crappy marketing or sales message? Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 [email protected] We will provide an alternative and better approach live on the show.

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 worst lie The buildup Do TCO reports help buyers evaluate a solution? Statistics to use to capture cybersecurity buyer attention The importance of being accepting of others’ criticism The power of “why?” Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/ Victim of a crappy marketing or sales message? Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 [email protected] We will provide an alternative and better approach live on the show.

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 answering me The problem with automation in outreach The world’s worst lie: unsubscribe success! The buildup 3 questions those are filling up inboxes should ask The importance of shifting mindsets in cybersecurity sales and marketing Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/ Victim of a crappy marketing or sales message? Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 [email protected] We will provide an alternative and better approach live on the show.

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 I haven’t heard back from you Can you put me in touch with another senior executive? Give me insight into your entire operation - would that make more sense? The buildup Benefits of showing a little bit of vulnerability How to balance stress of high growth goals and relationship building Treat me like a human being before you take my money Why being curious is your differentiator Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/ Victim of a crappy marketing or sales message? Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 [email protected] We will provide an alternative and better approach live on the show.

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 improve your (and your company’s) reputation as a marketer or a salesperson. What can you expect in the podcast? Chris and Dani will read a poor marketing or sales message submitted to WTF Did I Just Read They will tear it down and uncover what doesn't work They will build it back up to provide an alternative approach that does work Every week, they will open up the floor for you, the audience, to ask questions, validate your message, or get advice on how to connect with security buyers. Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/ Victim of a crappy marketing or sales message? Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 [email protected] We will provide an alternative and better approach live on the show.