In this episode of WTFDIJR, Chris, Dani, and Maria are uncovering: The challenges in accessing customer insights for marketing, strategies for effective sales discovery, and the importance of collaboration between sales and marketing teams. They highlight the need for a strategic approach in customer engagement and internal collaboration to ensure the creation of effective marketing content and efficient sales processes. Key Takeaways: Accessing Customer Insights: A major challenge for marketers is gaining access to customers post-sale to gather insights. This is crucial for creating relevant ..read more

In this episode of WTFDIJR, Chris, Dani, and Maria are uncovering: The opportunity for salespeople in Q1 2024. They mention the importance of understanding the specific needs of each company and tailoring the conversation accordingly to remain relevant even when budgets are largely decided. They also discuss the potential for selling SaaS products versus services and the importance of recognizing the maturity level of a company's security program. They also discuss the idea of hosting an annual awards ceremony to recognize the best and worst in the industry. Stay tuned for some hilarious categ ..read more

In this episode of WTFDIJR, Chris, Dani, and Maria are uncovering: The challenges of creating useful and reliable content in the cybersecurity industry. They emphasize the importance of transparency, diversity, and language in building trust with potential buyers and practitioners. They also touch on the issue of gated content and the need for authenticity in marketing efforts. The conversation highlights the importance of understanding the target audience and tailoring content to meet their needs and expectations. Key Takeaways: Navigating Foreign Business in the U.S.: Establishing trust whe ..read more

In this episode of WTFDIJR, Chris, Dani, and Maria are uncovering: The top 16(ish) outreach methods that are ineffective when it comes to communicating with security practitioners online and offer tips for improvement.. They also talk about the challenges and nuances of communicating across various departments and stakeholders, including security teams, development teams, boards, etc. The conversation shifts towards understanding the changing dynamics in buyer-seller interactions and the need for authenticity and transparency in sales pitches. Key takeaways: Avoid Common Outreach Mistakes: Sa ..read more

In this episode of WTFDIJR, Chris, Dani, and Maria are uncovering: The issue of pessimism in the cybersecurity industry. The episode uncovers how professionals often engage in finger-pointing and blaming vendors, management, and cybersecurity practitioners for various industry challenges. The conversation suggests that instead of indulging in the blame game, there should be a focus on constructive solutions, effective communication, and a willingness to collaborate across different sectors. This approach can lead to more productive outcomes and a healthier industry environment. Key takeaways ..read more

In this episode of WTFDIJR, Chris and Dani are uncovering: Exciting news! Let us introduce our new co-host, Maria Graham! We discuss the impacts of using humor or controversial tactics in sales outreach. Key Takeaways: Importance of Ethical Sales Practices: Using deceptive practices like local number spoofing or misleading emails can erode trust and damage a brand's reputation. Using Humor in Sales Outreach: The episode highlights the fine line in using humor for sales outreach. It's crucial to understand the audience and industry nuances. In cybersecurity, using humor requires careful consid ..read more

In this episode of WTFDIJR, Chris and Dani are uncovering: The nuances of effective communication between CISOs, their boards, and vendors. Dani and Chris discuss the importance of understanding the board's expectations and crafting narratives that align with business objectives. The episode also highlights a live pitch session, offering insights into developing technology pitches that resonate with CISOs and their boards. Key Takeaways: Understanding the Board's Expectations: CISOs need to understand their board’s preferences and expectations for presentations. This involves knowing the boar ..read more

In this episode of WTFDIJR, Chris and Dani are uncovering: Various outreach methods, emphasizing the importance of authenticity and respect in interactions. The episode also touches on the challenges faced by security practitioners in dealing with sales pitches and offers insights into building successful business cases for board meetings. Key Takeaways: Effective Sales Outreach: Dani highlights an ideal sales outreach message that was respectful, concise, and not pushy. This contrasts with other less favorable methods, showing the importance of tailored and considerate communication in sales ..read more

In this episode of WTFDIJR, Chris and Dani are uncovering: The ethical implications of journalism and content sharing, particularly in the context of the October 7 terrorist attacks in Israel. They delve into the misuse of personal social media posts by a news site, questioning the journalistic ethics of not seeking consent and the potential harm caused by such actions. The episode also touches on the broader issues of misinformation, disinformation, and the responsibilities of media professionals. Key Takeaways: Ethics in Journalism and Media: Dani highlight the importance of consent and con ..read more

In this episode of WTFDIJR, Chris and Dani are uncovering: The challenges of enterprise sales, especially when dealing with internal conflicts and rivalries within client organizations. The episode also touches on the approach and ethics of sales outreach, effective communication strategies, and the importance of empathy and understanding in building client relationships. Key Takeaways: Navigating Internal Conflicts in Client Organizations: Chris and Dani uncover unspoken rivalries or conflicts within client organizations. Sales Outreach and Communication: They suggest the approach to outreac ..read more