Selling to CISOs: Building Trust and Demonstrating Value w. Scott Moser

In this episode of 'The Go-To-Market Lab' podcast, I discuss the importance of understanding client needs in conversations, especially for early-stage company founders on their business growth journey. I am joined by Scott Moser, a thought leader in cybersecurity and the Chief Information Security Officer at Sabre, who shares his valuable insights on effective sales strategies, building trust, and maintaining post-sale relationships. We delve into the significance of making credible claims, understanding budget cycles, managing risk, and delivering value-based messaging.

In this episode, you’ll discover how to:

Capture and keep the attention of key decision-makers

Deliver value post-sale to ensure customer retention

Understand the evolving role of CISOs in today’s tech landscape

Tune in to gain actionable insights that can help you master your go-to-market strategy and accelerate your SaaS business's growth.

00:27 Introduction to the Go-To-Market Lab Podcast

00:55 Lessons from a Tech Sales Onboarding Experience

02:39 Introducing Scott Moser: A Thought Leader in Cybersecurity

04:07 Challenges Faced by CISOs in Vendor Engagement

09:28 The Importance of Credibility and Trust in Sales

10:24 Navigating Budget Cycles and Financial Planning

18:36 Effective Product Messaging and Positioning

25:21 Understanding the Customer's Business

26:30 Importance of Preparation and Context

28:11 Navigating the Sales Process

30:11 Pricing and Packaging Strategies

33:50 Post-Sale Value Realization

37:39 Maintaining Post-Sale Relationships

38:55 Advice for Cybersecurity Companies

41:32 The Evolving Role of the CISO

42:49 Rapid Fire Questions with Scott

44:17 Episode Recap and Final Thoughts

Follow Kathleen & Scott:
Connect with Kathleen
LinkedIn: https://www.linkedin.com/in/kathleenlimrandall
Connect with Scott
LinkedIn: https://www.linkedin.com/in/scottemoser

Видео Selling to CISOs: Building Trust and Demonstrating Value w. Scott Moser канала The Go-to-Market Lab