Latest Episodes
Episode 14
•
April 17, 2023
S2E15 – One Qualifying Question
If there was ONE question you should ask a customer to determine if GDE can provide value? Jeff Miller, Director of Sales for Strategic...
00:07:47
Episode 14
•
April 09, 2023
S2E14 – Preparing the Battlefield
How are you preparing for battle? Dean Evans, IBM Portfolio Specialist on Guardium Data Encryption, and Rick Robinson, Host of Taking 5 with GDE,...
00:08:28
Episode 12
•
April 02, 2023
S2E13 – Managing POC Scope Creep
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 11
•
March 26, 2023
S2E12 – Funding
At some point sellers need to be prepared to discuss pricing and getting the proper funding at the customer to cover the cost of...
00:07:48
Episode 11
•
March 19, 2023
S2E11 – Selling in the Face of Objection – Self-Encrypting Storage
Selling is not about taking orders (that is order-taking). Selling is the act of engaging with customers, listing to their needs, addressing their concerns,...
00:07:10
Episode 10
•
March 12, 2023
S2E10 – Educating Business Partners on Compliance as a Compelling Event for GDE
Selling GDE through business partner channels requires not only a good product, but also coaching and education of those business partners. One of the...
00:07:12