How do you open a conversation about encryption solutions to a customer? What is the right depth? Who do you speak with? How do you qualify them beyond the initial conversation?
Tony Trama from IBM joins us again to talk about the initial customer conversation about encryption. Does he go technical during the conversation? Does he talk about value? Listen to this episode of Taking 5 with GDE to learn more about Tony’s successful approach!
Episode 12
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April 02, 2023
POCs are a powerful selling tool. However, without proper organization up front, POCs can turn into a never-ending research project without any clear, measurable...
00:06:28
Episode 12
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July 25, 2022
Luck is when preparation meets opportunity. Being prepared for tough questions that may be pitfalls is just as important as being able to speak...
00:06:10
Episode 13
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August 01, 2022
Everybody knows that Thales sells there products through multiple sales channels, not exclusively IBM. However, IBM is the only charnel partner that brands it...
00:06:42
