194: How to know if a prospect is an innovator

Cybersecurity startups do best when their prospects are innovators.  People and companies who are able to buy from and work with startups and less mature technology. But how do you know if your prospects are innovators?

This episode covers one way to qualify prospects by just asking a few simple questions.
 
Here's what I cover:
1. Example questions to ask your prospect to determine if they are innovators and able to work with you without wasting time and effort
2. Tips on when and how to ask those questions
3. Strategies for being upfront with buyers to show you are someone they can trust



Sponsor
This episode was brought to you by IT-Harvest.
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.

IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research

Other episodes you'll enjoy:
6 reasons security leaders buy from startups

Denise Hayman, CRO at Sonrai Security talks journey in cyber security and her biggest learnings

Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team


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