Well, we've never covered this topic in the podcast and all these years, but it is a critical

part, especially when you're closing large complex sales. It's how do you leverage the executives,

the managers in your company to speak with their peers at your prospects company?

Now, it can be insanely powerful, but there's lots of issues

associated with it. Is it the right time? Is it the right person? Are they prepared properly?

Are your expectations set for both people on both sides? I'll have some stories after the interview of both good times and

bad times with this approach, but it can be equally powerful and a little dangerous sometimes.

But if you're going to close large complex sales, it's something that you should probably become good at, especially if you have those types of

people within your company who have that talent and skill. So before we get in, make sure you're

checking out the other podcast, sales questions, brutally honest answers, the best of the brutal

truth. And when you see my stuff fly by on LinkedIn,

give it a little like, a little comment, a little share, and tell that best salesperson in your

life about the show. Here we go.

Hey, Simon, thanks for joining us today. That's the way you getting started. It gives a little background on yourself.

Well, thanks for invited me to participate. So Simon Hunt, 25 plus years in cybersecurity now as a technologist, as a product leader, as a GM, a friend of sales, I would say, failed marine biologist, obviously British but living in America, somehow through

fortitude ended up in Marco Island with my wife here down in Florida, but always high-tech

cyber security sales and driven basically to stop cyber criminals from getting rich.

That's my purpose in life to save us

from the cyber criminals. So you've had to deal with the notorious sales team occasionally?

Yeah, so my whole career has been supporting sales. I started off as a product manager,

as a developer, so building things. And very early on in my career, learned that the salespeople motivation isn't,

isn't my motivation.

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