One of the most common reasons cybersecurity deals stall isn’t budget. It’s misalignment. Specifically, misalignment between the people evaluating the solution and the people approving the investment. Security vendors often focus heavily on the technical buyer — usually the CISO or security leadership. But most
Attending tradeshows can be a strategic decision for B2B companies, offering a host of benefits but also requiring careful planning to ensure a positive return on investment (ROI). Here’s a comprehensive analysis to guide your decision on whether to attend tradeshows. Benefits of Tradeshows for
So you want to do lead nurturing? Well, I am here to tell you most lead nurturing campaigns fail. So if you don’t want your lead nurturing campaign to fail, read on. What is lead nurturing? According to Marketo, Lead nurturing is the process of
If you sell to organisations with multiple technical buyers or you are selling to people with job titles such as Head of Engineering, IT, DevOps, CIO, CTO, Cloud, Infrastructure, Architecture etc, then this content is for you. This content aims to provide an actionable framework
The outbreak of COVID-19 sent shockwaves through the global economy. According to the eminent economist Nouriel Roubini: “the speed of the contraction as a result of the Coronavirus pandemic has been faster than the 2008 financial crisis and the Great Depression” combined (The Guardian). As
Recent research by Hubspot found that 55% of salespeople are screwing up prospecting. Prospecting is the hardest and most painful part of the sales process! This post will provide you with the tools and tips to make the process smooth and efficient. “Everyone is in sales”, Zig
