> My biggest recommendation for selling/pitching/positioning anything in cyber is to solve problems I already am dealing with. Do not go to a customer with a fl

> My biggest recommendation for selling/pitching/positioning anything in cyber is to solve problems I already am dealing with. Do not go to a customer with a flashlight that points out new, unknown issues and requires additional resources to fix... it's fine to point out problems, so long as you have an easy button I can smash to fix it, without having to pull in someone to deal with it. I hear this one. I can't count the amount of times some salesperson has managed to get the ear of a decision-maker and try to insist that we need to solve some new urgent problem category that the vendor's sales department has invented. The solution always promises to solve all our "newly discovered" problems but the solution requires us to dedicate someone 20-40 hours a week to just working their platform. Another fun one is they advertise that it's "automated" but the setup is so long and arduous with required organizational process changes that break workflows that it sits there doing 5% of the advertised capabilities like a gym membership you don't use often, but feel like you've admitted defeat if you cancel it.