Thoughts on Selling to Security Leaders

I sometimes post on LinkedIn about my disdain for various sales tactics, and I have gotten a number of questions on general thoughts/advice for sales folks selling to security leaders. I am no sales expert, but am happy to provide some perspectives as a long time security buyer. In no particular order:

• If I ask to not be contacted by your company, ensure that fulfilling my request covers all channels (phone, LinkedIn, email, snail mail, etc.) and extends to your colleagues.
• Don’t sell based on FUD (Fear, Uncertainty, and Doubt). Security is a tough field to work in, and bad things happen. I don’t need scare tactics from sales folks.
• It’s fine to follow up to an unanswered message - once. And give it at least a week between messages. If someone doesn’t respond after the second reachout, it’s likely they are not interested. I’d not have time to do my job if I replied or unsubscribed to every reach out I receive. 
• Don’t assume you understand the problems I’m facing or that you know what should be at the top of my priority list. Every organization has a different threat model, culture, and risk tolerance. 
• If you’re selling something, don’t ask to “pick my brain” or for “feedback on your approach.”
• DO NOT CALL ME ON THE PHONE. There is no situation where I'm looking to have this conversation. Email or LinkedIn is fine.
• If you’re working with someone on my team, don’t escalate to me if things don’t go your way. I trust my team to make good decisions. 
• Your solution or product doesn’t solve every security problem. That’s okay, I don’t expect it to. Just be clear about the value you believe your solution brings.
• Your solution won’t save me from the next [INSERT BREACH/EXPLOIT/VULNERABILITY] here. Don’t say it will. Perhaps it’s additive or helpful, but operating a security program successfully is complex and involves people and technology working together. Again, just be clear about your product’s value. 
• Don’t offer me a gift card, gift, or cash in exchange for a meeting. Just no. 
• Keep your word, and follow up on time if and when asked. I appreciate folks who meet their commitments and respect my time.
• If I’m a customer, think long term partnership vs. transactional sale. There is a lot of overhead to switching vendors and I appreciate folks that I can build a long term, mutually beneficial relationship with.