How To Find The Most Innovative Tech At A Security Show – Paul’s Security Weekly #552

Paul and Jeff express their likes and dislikes of vendor booths. Discover how to be a good sales-rep for your company, how to make yourself stand out in the vendor space, and how to be loose in an a suit-&-tie scenario. Questions for sales people:
  1. What is the biggest differentiator or even better the reason people buy it?
  2. Who is your competition?
  3. What are people most impressed with when you do a demo?
  4. Why do people buy your product?
  5. What problems do people have that buy your product?
  6. What problems or challenges do you help solve for your existing customers?
Questions for slightly more technical people (evangelists or sales engineers):
  1. What is the feature you like best about your product?
  2. What is one feature that you wish more people knew about and used?
  3. Be specific with demos, ask to see a specific problem and solution
What to do when you encounter an event marketing person:
  1. Ask them to help you navigate, who have they sent to the show and what are the roles
  2. Do they have anyone from the vendor speaking at the event?
Some things that tend to be not the best usage of time:
  1. The printed materials handed out at the trade-show booth
  2. If they have a booth babe, they are out
  3. The signage and video loops seem to be of little help
  4. Sometimes local sales people make seem like you are wasting their time if so, run
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