Cybersecurity Sales Made Easy Podcast

Knowledge isn’t power. ACTING on knowledge is. But what if you’re truly in overwhelm, paralyzed by decision? What then? Ah, here’s the “well that’s kinda crazy easy” answer. Are you ready? DO SOMETHING. That’s right! When you’re stuck and not doing anything (or spinning in circles wasting time) Do. Something. - Could it be the wrong “something”? - Could it pull you FURTHER from your goal? YEP! No guarantees here (sorry/not sorry.) But here is something I CAN guarantee. Sitting there, paralyzed and uncertain isn’t going to get you where you want to go. So… If you’re spinning your wheels because you don’t know what software to put in your security stack… If you’re really uneasy about selling cybersecurity to your clients… Do something! Want something crazy easy to do? Book a strategy call with me. You’ll learn my 6-step framework for turning any IT company into a Cybersecurity Hero. Let’s launch this rocket ship!!! https://lnkd.in/gwASX8U #computersecurity #cyber #cybersecurityexpert #informationsecurity #ITChannel #ITSecurity #managedit #manageditservices #managedservicesprovider #msp #msps #mssp #mssps #techchannel #cybersecuritysherpa

Let’s talk about FEAR. We don’t like to talk about it. We feel like it ONLY happens to us. But if you feel fear, that’s normal! And it’s really hard to act (or implement) in the face of fear. Yes, you can try to get over your fear and negotiate with it. But what if you just act in spite of your fear. Step 1: Realize that fear is a normal part of life. EVERYONE feels it to one degree or another. Step 2: Act anyway. Don’t wait for fear to go away. Fear goes away WHEN you act. Feel fear…and act anyway. Starve fear with time. 5-4-3-2-1 ACTION. Let’s get it done!! #computersecurity #cyber #cybersecurityexpert #informationsecurity #ITChannel #ITSecurity #managedit #manageditservices #managedservicesprovider #msp #msps #mssp #mssps #techchannel #5SecondRule #cybersecuritysherpa

Knowledge is NOT power. Knowledge that is APPLIED is power. So APPLIED knowledge is the secret…also known as - Implementation - Taking Action - NOT learning “for the sake of learning” - NOT sitting on your butt So…how much action is “enough”? Until you make mistakes you’ve never made before. #computersecurity #cyber #cybersecurityexpert #informationsecurity #ITChannel #ITSecurity #managedit #manageditservices #managedservicesprovider #msp #msps #mssp #mssps #techchannel #cybersecuritysherpa

Knowledge is NOT power. Knowledge that is APPLIED is power. What are you trying to learn? Identify that before you: - Attend your next trade show - Call a vendor - Buy yet another book - Register for a webinar Then, schedule time to implement what you learned. If you don't know how to apply your cybersecurity knowledge and actually IMPLEMENT a cybersecurity program for your clients, let's talk! I bet my 6-step Cybersecurity Hero framework is exactly what you need to become a cybersecurity-focused MSP. Let's talk! https://lnkd.in/gpyQTeY #computersecurity #cyber #cybersecurityexpert #informationsecurity #ITChannel #ITSecurity #managedit #manageditservices #managedservicesprovider #msp #msps #mssp #mssps #techchannel #cybersecuritysherpa

Objections. See them as a gift, a chance to answer your prospect's biggest concerns or areas where they don't trust you. But what if you could help diffuse these objections BEFORE your sales call? To do that, take your top 3-5 objections, turn them into a question, and then answer that question. Voila! A Security FAQ document. Use this as a: - pre-sales guide - lead magnet - FB live - Newsletter/blog content #msp, #msps, #mssp, #mssps, #itsupport, #itsecurity, #infosec, #infosec101, #cyber, #cybersecurity, #cybersecuritysales, #education, #technology, #informationsecurity, #cybersecurityexpert, #smallbusiness, #cybersecuritysherpa

Objections. You know you're going to hear them, right. So why pretend that it's not going to happen?!? Instead, prepare for the most common objections. Today, I break down a great way to respond to the most common: - But I already have --this technology-- I don't think I need cybersecurity solutions. - Money (too expensive; I've never paid for this before; etc.) Comment below. What objections have YOU heard when you presented cybersecurity? #msp, #msps, #mssp, #mssps, #itsupport, #itsecurity, #infosec, #infosec101, #cyber, #cybersecurity, #cybersecuritysales, #education, #technology, #informationsecurity, #cybersecurityexpert, #smallbusiness, #cybersecuritysherpa

Prospecting Stinks. You probably hate it! Fine. It's a necessary evil. It still needs to get done, and it's up to you. So how do you force prospecting into your busy schedule? Start small! (I don't say that often, so enjoy it!) 100 dials. That's your goal. Because we know that at least half of those companies NEED your cybersecurity solution. Can you hit 100 dials every month consistently? Yes! That's only 5 dials per day. And if you skip today, you can easily do 10 dials tomorrow. #MSPMarketing, #mspchannel, #itchannel, #msp, #msps, #mssp, #mssps, #itsupport, #itsecurity, #infosec, #itsales, #MSPSales, #infosec101, #cyber, #cybersecurity, #education, #technology, #informationsecurity, #cybersecurityexpert, #sales, #smallbusiness, #cybersecuritysherpa

I've answered questions from literally HUNDREDS of IT pros and vendors. Today I'm going way out of the box and answer a question I've never gotten. Let's talk prospecting - everyone's favorite thing to HATE. If you were going to prospect for gold, you'd never build a cabin in the perfect location and sit back and wait for the gold to walk in your front door. So why do we do that with prospecting for new clients??? With prospecting, past performance DOES indicate future performance, if nothing changes... Is it time for you to change your prospecting behavior? #msp, #msps, #mssp, #mssps, #itsupport, #itsecurity, #infosec, #cybersecurity, #sales, #education, #cybersecuritysales, #cyber, #technology, #cybersecurityexpert, #msptips, #cybersecuritysherpa

Being a salesperson is hard! You have multiple tasks, competing priorities, and EVERYTHING seems important. Here's a straightforward approach to determine what to do (and when). (Shout out to 2 awesome Sandler trainers, Mark McGraw and Josh Pitchford for teaching me this concept.) 1. Decide which tasks MAKE you money and which are just a "necessary evil." 2. Decide how many hours per week you commit to spend on tasks that make you money. 3. Systemize, delete, or delegate "no pay" tasks. #msp, #msps, #mssp, #mssps, #cybersecurity, #itsupport, #cybersecurityexpert, #mspchannel, #itchannel, #itsecurity, #cyber, #cybersecurity, #cybersecuritysales, #sales, #education, #technology, #informationsecurity, #sandlertraining #cybersecuritysherpa

I know why you’re not making any progress with selling cybersecurity. It’s because you’re not taking any action. I know that sounds redundant but it is true. Over the past several days I have given you several specific action steps to take. If you are stuck in a different spot, let’s talk. I am opening up my calendar for a handful of coaching calls. Let me help you! Comment below if you want a spot and I’ll reach out. #msp #msps #mssp #mssps #cybersecurity #itsupport #cybersecurityexpert #cybersecuritysherpa

Why are you focused on cybersecurity? WHY are you focused on cybersecurity? (Yes, I meant to type that twice...)

How To Become A Cybersecurity Expert - super easy "hack" It's time to get up off the couch, lace up those new shoes, and start to climb the cybersecurity mountain. I know, I know. You don't feel like an expert. That's what I'm going to help you with today! Because like it or not, your clients see you as the expert... Subscribe to several blogs! Start to learn the terms; see the trends unfolding; learn about new threats (and how to stop them.) My 3 favorites? MSSPAlert - msspalert.com Cyware News - cyware.com Dark Reading - darkreading.com Route these to your inbox or a service board, and let the games begin! #msp, #msps, #mssp, #mssps, #itsupport, #itsecurity, #infosec, #infosec101, #cyber, #cybersecurity, #cyberattack, #education, #technology, #hack, #informationsecurity, #cybersecurityexpert, #cybersecuritysherpa

You KNOW you need to sell cybersecurity services to your small and medium sized clients. But you're struggling to even START. You're probably completely stuck. Or maybe you tried to get started and hit complete overwhelm. I get it! There are a million terms and new vendors. It can be hard to filter through the information. Here's my simple method for making sense of all the craziness: list the problems you're trying to solve and the solution that solves that problem. That will go a long way toward defining your security stack! #msp, #msps, #mssp, #mssps, #itsupport, #itsecurity, #infosec, #infosec101, #cyber, #cybersecurity, #cyberattack, #education, #technology, #hack, #informationsecurity, #cybersecurityexpert, #cybersecuritysherpa

If you're feeling overwhelmed with cybersecurity, you're not alone! Your monkey brain is sabotaging your progress. Why does your brain stop you from making progress on such a crucial goal? And how do you manage to take charge, and acheive success? In a phrase: take action. Can it really be that simple? Actually it can be! Starve fear with time this week by taking action toward achieving your cybersecurity sales goals. #msp #msps #mssp #mssps #itsupport, #itsecurity, #infosec, #gettingstarted #infosec101, #cyber, #cybersecurity, #cyberattack, #education, #technology, #informationsecurity, #cybersecurityexpert, #smallbusiness, #cybersecuritysherpa

How to leverage Cybersecurity Awareness Month: Idea number 5: Infographics. Spend a few hours to get at least one created. Three steps to get this task accomplished: 1. Pick a topic - lots to choose from! (Social engineering, phishing, etc.) 2. Brainstorm some ideas to include on your infographic: Stats, definition, examples, trends (what are you seeing today vs 5 years ago,) tips, implications to the business. 3. Talk to a designer and get it created! #MSPMarketing, #mspchannel, #itchannel, #cybersecurityawarenessmonth, #msp, #msps, #mssp, #mssps, #itsupport, #itsecurity, #infosec, #infosec101, #ransomware, #cyber, #cybersecurity, #cyberattack, #education, #technology, #hack, #informationsecurity, #cybersecurityexpert, #smallbusiness, #endpointsecurity, #NCSAM, #BeCyberSmart, #cybersecuritysherpa

Here's another way to educate your clients and prospects, especially in light of National Cybersecurity Awareness Month: social media. I don't just have THREE tips for you today; I have a whole list of ideas for you! Make sure your content is a nice mix of educational and engaging/fun. Use your best judgement to decide what content to share in each channel, but here's a list to get you started: - Memes - Cartoons - Infographics - Free reports - Risk Assessment offer - Invitations to an upcoming event (lunch & learn, webinar, or seminar) - Poll your audience! - Shout out to a client - FB lives - Stats #MSPMarketing, #mspchannel, #itchannel, #cybersecurityawarenessmonth, #msp, #msps, #mssp, #mssps, #itsupport, #itsecurity, #infosec, #infosec101, #cyber, #cybersecurity, #cyberattack, #education, #technology, #hack, #informationsecurity, #cybersecurityexpert, #smallbusiness, #endpointsecurity, #NCSAM, #BeCyberSmart, #cybersecuritysherpa

In the continued effort to piggyback off of the press that Cybersecurity Awareness Month is bound to receive, what is another marketing idea you should implement? Schedule risk assessments! Utilize a simple "email plus call" campaign to offer risk assessments to your small business clients and prospects. Remember to explain in plain, non-technical language exactly what weaknesses you discovered and what those weaknesses mean to their business (financially, operationally, and to their reputation.) #cybersecurityawarenessmonth, #msp, #msps, #mssp, #mssps, #itsupport, #itsecurity, #infosec, #infosec101, #ransomware, #cyber, #cybersecurity, #cyberattack, #education, #technology, #hack, #informationsecurity, #cybersecurityexpert, #smallbusiness, #endpointsecurity, #NCSAM, #BeCyberSmart, #cybersecuritysherpa

All week, I'm talking about Cybersecurity Awareness Month -- and how IT companies in the US can leverage this event in your marketing. Today's suggestion? Use your newsletter! If it's too late for the October issue, there's no reason you can't talk about cybersecurity in November, right? A few ideas: 1. Free cybersecurity resource - leverage vendor content for reports, infographics or facts/figures that you can repurpose, or create your own FAQ document 2. Write an article - LOTS of different topic ideas: current events, phishing, MFA 1. Offer a free cybersecurity resource. Leverage vendor content for free reports or infographics. Or create your own infographic. 2. Write an article! Highlight a recent hack and explain how it pertains to your small business clients. Talk about phishing, how to spot it, and best practices. Educate your readers on multi-factor authentication. Be sure to make this small business friendly, and share real world examples with your readers. #cybersecurityawarenessmonth, #msp, #msps, #mssp, #mssps, #itsupport, #itsecurity, #infosec, #infosec101, #ransomware, #cyber, #cybersecurity, #cyberattack, #education, #technology, #hack, #informationsecurity, #cybersecurityexpert, #smallbusiness, #endpointsecurity, #NCSAM, #BeCyberSmart, #cybersecuritysherpa

In honor of Cybersecurity Awareness month, what are some marketing tactics you can use to position your company as a cybersecurity expert and schedule more risk assessments? Today's suggestion: an event. Think - webinar - seminar - lunch & learn. These are GREAT ways to educate your clients (and get them sold on your offering.) It's also a great lead-gen vehicle! If you could only do ONE THING and do it well, I'd recommend events. 3 quick steps to get them off the ground: 1) Pick a date and invite 5 clients 2) Pick an educational topic 3) Fill the seats. #cybersecurityawarenessmonth #msp #mssp #msps #mssps #itsupport #itsecurity #cyber #cybersecurity, #education #technology #hack, #informationsecurity #cybersecurityexpert #smallbusiness, #NCSAM #BeCyberSmart #cybersecuritysherpa