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Cybersecurity Sales & Marketing Strategies From A Fortune 500 CISO

This week in cybersecurity from the editors at Cybercrime Magazine

Listen to the Cybercrime Magazine Podcast Interview

Sausalito, Calif. – Apr. 13, 2024

If you’re a cybersecurity company that wants to know how to alienate a CISO, then Adam Keown, chief information security officer at Eastman, a Fortune 500 company, explains how on the Cybercrime Magazine Podcast.

Keown advises sales executives to ditch tactics including cold calls, emails and LinkedIn messages that aim to go around the CISO’s staff. And he assures us that old-school selling strategies rooted in FUD (Fear, Uncertainty, and Doubt) do not work.

Keown tells stories about receiving early morning and late night phone calls from salespeople who somehow obtained his cell number. This strategy, he assures, is doomed to fail every time.

For CMOs and the marketers who work underneath them, there’s a takeaway too. Ease up on the gated material! A CISO is far more likely to read a white paper or report that doesn’t require them to register for it. Why? CISOs know that giving up their contact info means that there will be a bombardment of vendor follow-up emails coming.

If you’re looking for advice on what does work when it comes to selling to CISOs, then Keown shares that as well.

Listen to the Interview

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