WTF Did I Just Read? Tech Sales & Marketing Edition

Football Fever and Spelling Mistakes + CISO AMA

In this episode of WTFDIJR, Chris and Dani are uncovering:
Reflections on CISO XC in Dallas
The value of getting in one room F2F with peers
A message from Chris to all security practitioners
The teardown
The problem with assumptions
Selling on an AI model to transcribe accurately English language, while using incorrect grammar and bad English
The buildup
Treat me like a human, not just another number
Spend time taking the narrative and have fun with a football-themed inbound message
Live Q&A with the audience
How to effect change efficiently and effectively in cybersecurity sales and marketing
The power of being curious to educate yourself on the world of the security practitioner
Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/
Victim of a crappy marketing or sales message?
Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 dani@wtfdidijustread.com. We will provide an alternative and better approach live on the show.

The “Out of the Box” Preemptive Bribe for a Meeting + CISO AMA

In this episode of WTFDIJR, Chris and Dani are uncovering:
Sending Milo healthy vibes
The importance of employers effectively giving resources to people who need mental health support
The teardown
Cutting and pasting attempt number 6
The issue with making basic (and bad) assumptions
The no-win situation
The beholden part
The buildup
Live Q&A with the audience
The solution to change isn’t to blast sales and marketing - leadership has to do their part to affect change
Before blaming everyone else, look in the mirror and see what you can do differently.
Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/
Victim of a crappy marketing or sales message?
Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 dani@wtfdidijustread.com. We will provide an alternative and better approach live on the show.

The Calendar Bomb and Acronym Hell + CISO AMA

In this episode of WTFDIJR, Chris and Dani are uncovering:
Reflections on the importance of mental health in the cybersecurity industry
Unanswered Qs from last week - how would you like to be invited to a webinar or online event like this one?
The teardown
The buildup
The perception of what’s free and not free
Live Q&A with the audience
Research your client like your researching a new job
The importance of treating buyers like human before you take their money
Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/
Victim of a crappy marketing or sales message?
Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 dani@wtfdidijustread.com. We will provide an alternative and better approach live on the show.

The Red Herring Calendar Invite + Live AMA with Dani Woolf

In this episode of WTFDIJR, Chris and Dani are uncovering:
Thoughts on Black Hat MEA - the 1st ever.
How Chris would like to be invited to a webinar or online event (like this WTF Did I Just Read?)
The partial teardown - red herring invites on buyers’ calendars
Technical glitches
Live Q&A with the audience and Dani Woolf
Things to do with upcoming events that will attract conversations
Disconnect between vendors GTM and way customers want to buy - Dani’s lightbulb moment when things needed to change
Will tying marketings’s comp to revenue change behaviors?
Catching up with Carlos Guerrero after the CISO Sellers Panel Series - has he improved in building relationship capital?
Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/
Victim of a crappy marketing or sales message?
Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 dani@wtfdidijustread.com. We will provide an alternative and better approach live on the show.

The 1st LIVE Session of WTF Did I Just Read? + CISO AMA

In this episode of WTFDIJR, Chris and Dani are uncovering:
Welcome to the 1st LIVE session of WTF Did I Just Read?!
Ramping down on conferences before ramping back on up
Thoughts on the 1st ever Black Hat MEA
Dealing with emails during and post-conferences
The teardown
The buildup
Live questions:
If I know exactly what someone’s tech stack is, the solutions they use, and the problem with those solutions - is there an educated way to send out a good email to talk about complimenting, replacing, or consolidating those solutions?
Is there a non-douchey way, following an incident, to present a solution that could be beneficial given the incident? Is there a way not to chase the ambulance in a disgusting way?
Why do you think that the vendors are so slow to move and do you think they're just not listening on the executive level?
What do you think someone in my position, as an account executive, might be able to do to make it better?
Many of us are selling the same services and solutions. What makes you consider one company over the other offering the same services?
Typically after shows I'll follow up with attendees whom a colleague or I spoke with at the show where we've mutually shared contact info and actually discussed our solution or they showed true interest. But the issue I'm seeing is that I get crickets afterward. I'd love to hear from CISO's perspective why that would be, because we got the interest, we got the okay to contact them directly and I'll give them the out within the email so they can tell us no without any pressure. But since I don't get feedback, I'm unsure of other possible reasons.
A small take on the perception of what’s free and not free
Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/
Victim of a crappy marketing or sales message?
Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 dani@wtfdidijustread.com. We will provide an alternative and better approach live on the show.

If An Email Was a Narcissistic Dominatrix

In this episode of WTFDIJR, Chris and Dani are uncovering:
Happy Birthday to Chris!
Changing focus in communication by season
Frustration with people not paying attention and make assumptions
The teardown:
Invite to the big boss, my CEO
Referencing my CEO and name as a CISO
Belittling my role as a CISO
Making an assumption that I don’t know anything about manufacturing - throwing a blanket assumption that I don’t know the market and you can save the day
Assuming the good part is having a conversation with you
Sending the same email to the CEO, just swapping names
Our job is to understand emotions
Social engineering tin this email has elicited anger, frustration, defiance, and fight emotions
What is it about a CISOs job that is so emotional?
The buildup
The problem with assuming vs. asking an open question
The one terrible mistake you should not make in your communication
Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/
Victim of a crappy marketing or sales message?
Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 dani@wtfdidijustread.com. We will provide an alternative and better approach live on the show.

The Sales Sticker: Save 15-30% - Apply Now!

In this episode of WTFDIJR, Chris and Dani are uncovering:
Dani’s frustration with sales reps not taking constructive criticism well
Sometimes cold emailing and calling is the only way to get in front of the right people.
The problem with long introductory messages
The teardown:
The stepping stone
Day of the week
We do everything and anything all the time
Save 15-30% now!
Let’s schedule a 15-minute video call - the world’s worst lie
The buildup
Do TCO reports help buyers evaluate a solution?
Statistics to use to capture cybersecurity buyer attention
The importance of being accepting of others’ criticism
The power of “why?”
Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/
Victim of a crappy marketing or sales message?
Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 dani@wtfdidijustread.com. We will provide an alternative and better approach live on the show.

You are The Lucky Lottery Winner x 5

In this episode of WTFDIJR, Chris and Dani are uncovering:
A short pity part: 4 minutes of 43 seconds of kvetching
The teardown:
Email 1 - flat out goes for the sell
Email 2 - you are still the lucky winner of two day’s ago email
Email 3 - do you have security things on your roadmap?
Email 4 - repeat the above
Email 5 - the pity me email - we hoped to have a “symbiotic” relationship - please choose from 3 reasons you aren’t answering me
The problem with automation in outreach
The world’s worst lie: unsubscribe success!
The buildup
3 questions those are filling up inboxes should ask
The importance of shifting mindsets in cybersecurity sales and marketing
Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/
Victim of a crappy marketing or sales message?
Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 dani@wtfdidijustread.com. We will provide an alternative and better approach live on the show.

The Teenage Angst & Drama-Ridden, Emotional Turmoil

In this episode of WTFDIJR, Chris and Dani are uncovering:
Ambulance chasing and FUD - the issue with picking on the headline of the day
Is there a right way to approach massive breaches that occur in the industry?
How to empathetically deal with breaches like the Uber breach
The evolution of a CISOs email inbox - from day one on the job to present
The teardown:
The appreciative subject line
I’m not at the top of your list
I haven’t heard back from you
Can you put me in touch with another senior executive?
Give me insight into your entire operation - would that make more sense?
The buildup
Benefits of showing a little bit of vulnerability
How to balance stress of high growth goals and relationship building
Treat me like a human being before you take my money
Why being curious is your differentiator
Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/
Victim of a crappy marketing or sales message?
Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 dani@wtfdidijustread.com. We will provide an alternative and better approach live on the show.

Why Are We Digging Into the CISO’s Inbox?

It’s not enough for buyers to bitch about what isn’t working, right? That isn’t fair to you. We need to understand the alternative. We need to fix the problem.
How will this podcast help marketers and sellers?
You’ll learn effective methods to outreach high-consideration cybersecurity buyers.
You’ll be able to more authentically build real relationships with cybersecurity buyers that will boost your long-term career.
You’ll improve your (and your company’s) reputation as a marketer or a salesperson.
What can you expect in the podcast?
Chris and Dani will read a poor marketing or sales message submitted to WTF Did I Just Read
They will tear it down and uncover what doesn't work
They will build it back up to provide an alternative approach that does work
Every week, they will open up the floor for you, the audience, to ask questions, validate your message, or get advice on how to connect with security buyers.
Subscribe to our email list to get notified when a new episode drops: https://wtfdidijustread.com/
Victim of a crappy marketing or sales message?
Quickly and easily submit an ineffective email, social media post, website landing page, event message, or digital ad to 📧 dani@wtfdidijustread.com. We will provide an alternative and better approach live on the show.