IT sales is a straightforward proposition. You build a portfolio or pitch a specific set of solutions to address a prospective client’s specific needs and negotiate to close the deal. You spend time and make adjustments – and it still may not result in a sale – but that dance has not changed much in the past couple of decades.
Yet cybersecurity, one of the most critical areas of IT ecosystems today, is forcing many MSPs to change up their sales games. The misperception of what a business actually needs to protect its employees, customers, and others in the current threat environment can complicate the discussions. Conflicting opinions, often fueled by inexperienced and non-credentialed “experts” on the topic, are causing confusion and apprehension for organizational leaders. ...read more!
