“IT professionals don’t answer their phone.”

“Technical people don’t spend time on LinkedIn.”

I’ve been guilty of saying those things. 

IT, compliance, and security folks are notoriously difficult to prospect to. 

And it’s easy to stereotype them as introverts who don’t enjoy talking to people. (being introverted doesn’t mean you don’t enjoy socializing—but that’s a topic for another post)

But stereotyping is dangerous in sales. 

You start doing mental gymnastics and psyching yourself by focusing on what you THINK won’t work.

What I learned from Lewis Chawko over at Tessian is that you should test everything. 

He loves using the phone to get in touch with security teams.

Personalized LinkedIn videos are working well for him.

And he has a really great understanding of who his prospects are and what their day-to-day looks like.

Learn more about his approach in the slides. 



And check out the full interview in iTunes and Spotify.

Join the conversation on LinkedIn here.


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