What Has Been The Biggest Change In Security Sales In The Last 20 Years?

It's been a crazy 20 years for every profession, but how has selling in the security industry changed? Obviously, technology has made a huge impact, but what changes have been forced on you?

One major shift that I've seen is the timing of a sales professional's involvement. Twenty years ago we were often invited to discuss opportunities at the inception of a project or issue. Today, we're invited about 30% - 60% into the process. Most of our clients' research is done online before they ever reach out to sales. Knowing this, the sales professional has to position themselves differently within their accounts and ensure that their clients view them as experts that understand the client's industry, not just their own services.

That's one of many changes. What have you seen?

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*****, *** ****** **** **** *********** ******* ****** **** *** know **** ***.