Sales boosting strategies for Security

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how involved are you still in sales do you still go on sales calls oh yeah okay yeah like I think I think my the best salesperson in great companies that I've met the Oracles of the world Larry Ellison the Under Armour Kevin Plank is a friend of mine the best salesperson in great companies is the CEO you know my biggest challenge when I started out it was a very geeky technical guy yeah and I knew nothing about sales and I thought that as long as I was great at what I did the world would beat a path to my door and a friend of mine used to run HP Ross Mars and he was the global VP of Sales and when I was 23 he was like my Robin he took me aside and he said to me you're a great guy and you really know your stuff but you know nothing about sales and unless you learn sales you will never be successful and I think it's just that was really a wake-up call for me so I think it's it's great that you have a forum for people to learn that you know when you call somebody they know you're there to solve him something it's on a subconscious level but that's why you're calling them and I think for me it was just a matter of realizing nothing happens in life until you sell something right you can have the best accounting system you can have the best CRM you can have the best tools but nothing happens until you sell something what's the difference between really big companies that grow and really small companies to say the same size sales and one of the questions I always ask is how do you guys get customers how do you guys find new business and if the answer is anything along the line of word-of-mouth I'm like oh yeah these guys aren't going anywhere yeah because you know who uses word-of-mouth or thinks that's how sales are done it's people that don't know sales you know word-of-mouth is very difficult to scale and it's not in your control sales is not a foreign object that controls you sales is an extension of what you do we're all about quality and customer service and we seem to have permeated this culture where as long as we do a great job for our customers it it's just going to work out and I'm like whoa it's all about sales everybody in this room is a salesperson why have we forgotten that so that if one of your top three tasks everyday isn't sell something you're gonna fail I mean it's you may not fail tomorrow you may not fail next year but inevitably here's the road of all kinds of success and here's the road of mediocrity and you know where the road of mediocrity leads to failure the road of mediocrity doesn't have a fork in the road one day that says oh my gosh you've been mediocre for three years welcome to success only the road to success leads to greater success and you cannot go down that road without sales so what engineers want to make it perfect before they sell it mmm true intrapreneurs jump out of the airplane and have the confidence that they'll figure out the parachute on the way to the bottom I was starting out today from zero I would put all my energy on sales I would try to really differentiate what I am how I go to market and I would have the confidence that once I got the customer I'll take care of them