DJ Jones, Director of North American Sales at Datashield, outlines one of the biggest problems with sales in cyber security. The answer may surprise you.

Today we caught DJ off guard and asked him:

"What are some of the problems we have with cyber security sales?"

His immediate answer:

Feature Dumping

Too often, as salespeople, we spew out feature after feature of a technology or solution without stopping to find out with problems the prospect might have. This should be step one. Find out the pain points and educate the prospect on how your technology or solution helps solve those problems.

"We just don't listen, we are too interested in telling people about our features and benefits. Understand what their common concerns are, and how we help augment what they are doing with what we can do."

At Datashield, we have implemented a consultative sales culture that is more interested in solving customer problems and retaining our service with our clients, rather than pushing technology or solutions on them.