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How to Sell Security Solutions and MSSP Services

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to focus the focus of this whole process

was developed when I was out selling and

I was selling security stuff but I was

supporting and and selling with other

people who are selling all kinds of

stuff data center storage IP telephony

networking all kinds of stuff even

application developer in fact you can

use security to get into the door to

access the decision-makers in in a way

that you just cannot do with other kinds

of technology

you know the CIO doesn't want to talk

about storage but but if it's the latest

and greatest thing sometimes they will

talk about it but security just seems to

always be top of mind but there's a

disconnect there's a disconnect between

what's the messaging in the organization

and what the salespeople are trying to

do and a lot of times the people that I


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