194: How to know if a prospect is an innovator

Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth · Mar 2, 2023 · 12m

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…