Ka-Ching! How To Make Real Money presented at Shmoocon 2013

by Margaret Russell,

Tags: Security

Summary : Emerging security technology –your technology—is overlooked, undersold, and underutilized partly because big customers often procure from big companies. Start up and young companies face stiff sales competition from established companies that have large marketing and sales organizations. This talk provides the secrets to winning competitive sales scenarios when the written response to an RFP is the key to being competitive.
Successful sales to businesses or governments usually rely on qualifying rounds of requests for information, proposals, quotes, and oftentimes demonstrations. For a startup or young company that concentrates on technology over marketing, this standard process can be exclusionary. Here’s how to manage a sales process that is dependent on response documents to win the business. And make money. Real Money.