Reach For The Stars!

How has your week been? How have you been feeling?

This was one of those weeks that got me motivated to reach for the stars. Being in the Cyber Security industry and working for Uzado I am constantly learning something new. If you love learning Cyber Security is a great industry to be in.

One challenge I've been having for the past few months is business development and sales. The biggest challenge is that the people I've been reaching out to are extremely busy, do not know me so they do not respond, and to be honest, they really don't want to talk to a new sales person. Do I blame them...hell I don't even talk to sales people who call me, so why do I expect them to talk to me?

Most people looking to purchase something are what I call "smart purchasers" meaning they go and do their own research, they know what they want and who they want to work with. Then they go directly to them. The question is how do I get that "smart purchaser" to be interested in Uzado and working with me. Great question...which got me thinking, how do I become that person people want to work with?

This is where I started thinking about reaching for the "Stars" and it was funny at that exact time I heard Grant Cardone and Eric Frempong's voice internally in my head, say "Who has my money!". Which made me laugh because this is a die hard sales persons thinking. Then asking myself a better questions... "What matters to them?" and "How can I provide massive value?"

This led me to a sea of thoughts on how to provide value? and what is true value for them?

What does a smart purchase want? What are they looking for? What is important for them? Who do they like to work with? Why do they like working with them?...etc

Having numerous conversations with colleagues in the industry this week, studying for the CISSP exam, reading the CISO books and now going through books on startup business. I am learning about what would be truly valuable for these CXO's and business owners looking for Cyber Security solutions/services. The surprising thing is majority of the time it has nothing to do with the technology itself, which shocked me because most of the training in Cyber Security sales was about the features and benefits of the technology... <mind blown>

This weekend and coming week I'm going to be working on developing a strategy on how I can learn, then share what I am learning in a way that will be engaging to "smart purchasers" looking for Cyber Security services.

You probably are asking "Brandon how is this reaching for the stars for you? My goal is to work towards a senior level role in Cyber Security Director and then VP. The only way for me to do that is learn and get massive results.

What star(s) are you reaching for?