E136 - Challenges in Selling Security Solutions with Brad Rinklin

In this episode of Tech Sales Insights, Randy Seidl welcomes Brad Rinklin, EVP and CMO at Infoblox, to discuss the importance of understanding buyer personas and qualified opportunities in the sales process. He emphasizes the need to focus on the customer and their pain points, as well as the importance of aligning sales and marketing efforts. Brad also highlights the challenges of selling security solutions and the need for ongoing education and enablement for the sales team. He shares how Infoblox leverages data from tech target, Sixth Sense, HG Insights, and D&B to target prospects effectively. Brad also talks about the value of DecisionLink in creating data models and generating ROI proposals for customers.

KEY TAKEAWAYS

Understanding the customer and their pain points is crucial in the sales process.
Aligning sales and marketing efforts is essential for success.
Selling security solutions requires ongoing education and enablement for the sales team.
Leveraging data from tech target, Sixth Sense, HG Insights, and D&B helps target prospects effectively.
DecisionLink helps create data models and generate ROI proposals for customer

QUOTES

"You can't hit a target that you can't see." - Brad Rinklin
"Focus on the customer and their pain points to drive success." - Brad Rinklin
"Aligning sales and marketing efforts is crucial for effective go-to-market strategies." - Brad Rinklin

Find out more about Brad in the link below:
LinkedIn: https://www.linkedin.com/in/bradrinklin/

This episode of Tech Sales Insights is brought to you by:
Sales Community: https://www.salescommunity.com/
Sandler: https://www.sandler.com/