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A security company's three keys to compete

March 28, 2018Gretchen Gordon

What does it take to be successful in the noisy, competitive security market? Based on the data we have on over 4,000 security salespeople, it takes three key competences, “Hunter,” “Qualifier,” and “Consultative Seller.” I thought it would be fun to dive into that data further for more insights.Where Are the Hunters? Security company owners frequently seek our help because they are frustrated their salespeople just don't hunt. After analyzing the data, I am not...

Braveheart Sales Performance, Gretchen Gordon