Unsolicited Advice For Solicitors: Part Deux – An Unexpected Calendar Entry

I got a calendar invite from a vendor this week. Several of my colleagues were included, but not ones that I would normally meet with. I had never met this vendor before. I had never exchanged emails with this salesperson. I checked with my colleagues and none of them had ever had a conversation with this individual either. As I… Read More

Cybersecurity Training Scars

There’s an old story in law enforcement circles that comes from the era of revolvers. During practice, officers would dump their spent brass cartridges into their hand after shooting a round rather than letting the brass fall to the floor where other people might slip and fall on it. Officers would then take the time to put… Read More

The Next Generation of Security Professionals

Yes…that’s me and my wife, hanging out with Jeordi LaForge (LeVar Burton), Dr. Beverly Crusher (Gates McFadden), and Mr. Data (Brent Spiner).  Trek yourself before you wreck yourself. In The War of Art, Steven Pressfield says that the difference between an amateur and a professional is that the professional has a plan. According to CSO… Read More

Unsolicited Advice For Solicitors

“These are the new leads. These are the Glengarry leads. And to you they’re gold, and you don’t get them. Why? Because to give them to you is just throwing them away. They’re for closers.” –Glengarry Glen Ross This past week I got around 70 cold calls or emails from vendors I’ve never worked with… Read More