Remember the sound bites….bits of information that come from credible sources like the Wall Street Journal or other mainline news sources.  I prefer ones that IT does not frequent – it widens the gap between what you know and their ability to hijack an executive level meeting.   A few pointers on sound bites:

• I mostly post these on twitter now – make sure you are following http://twitter.com/dstelzl
• You don’t need hundreds, you need a few hardcore, recent, security sound bites
• They must be on the tip of your tongue – memorize them and practice them
• Use them to grab your audience – make sure they are attention grabbing
• Sales are emotional, sound bites are not.  Use the sound bites early on, then move to emotional sales stories.
• Save them for management – not the technical people.  They don’t really care.
• If you spend 15 minutes on this each morning, it will pay back a hundred fold!

Looking back at the information security sales training programs I’ve run, this has been one of the highlights for those who have attended!

© David Stelzl, 2010