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How to Beat “Do Nothing” in Cyber Sales: Ken Powell
On this episode of Cyber GTM Talk, the podcast for cybersecurity go-to-market leaders, Ken Powell explains how cyber sales teams beat their most common competitor: the buyer who decides to do nothing. His rule is that every deal has to answer why the buyer would do anything, why now, and what happens if they do nothing, before a rep is allowed to pitch. He also shares the account research, the personal stakes buyers carry, and the deeper conversations that make understanding those answers possible.
In this episode
Why Ken treats Do Nothing as the real competitor, and what it usually means…
The skinny
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