Paul van der Lee

Sales Tip #191 Is Hard Copy Cold Outreach the New Black? ✉️ "You may have seen the recent letter from the UK Government to FTSE 350 boards that highlights the rise in hostile cyber activity and stresses the need for... strong supply chain controls and proactive resilience." "[Company] provides real detection and fast response" This company decided to send this message via a physical letter as part of their cold outreach. Am I to expect their SOC alerts to come through the same channel? Or perhaps they'll escalate via carrier pigeon? 🐦‍⬛ At the bottom of the letter, they've stuck on a QR code with "Book A Meeting" written next to it I am almost lost for words (I said almost, I'm never actually lost for words.) This security company expects a CISO to book a meeting by scanning a QR code. A QR code which isn't event printed on the letter - it's a sticker. Do they know what a MitM attack is? Or quishing? Or is this rage-bait marketing? A new form of phishing LARP? The letter signs off with: ✉️ "Even if we never work together, you will get something useful from the conversation" That is very bold statement, and one I doubt very much. --- In response to my initial question: no, hard copy cold outreach is not the new black. A physical letter does not add credibility. It does not make your message more "serious" It's a waste of paper, postage... and everyone's time. And please - for the love of god - will security suppliers STOP SENDING MATERIAL THAT RESEMBLES PHISHING. You are undermining your position and infuriating prospects. #SalesTip #SpamScamOrSales #LifeAsACISO #Phishing #SnailMail 📎

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The biggest global organisations and off‑grid teams like the US military trust Tanium to see and control every endpoint. It matters just as much for the UK public sector because: - Patient safety and service continuity depend on real time visibility and rapid patching - Mixed estates need one way to discover, prioritise and remediate across Windows, macOS and Linux - Existing Microsoft and ServiceNow investments work better with accurate CMDB data and automated workflows - Consolidating overlapping tools reduces cost and complexity If you’re in an NHS trust, council or agency and want practical examples, I’m happy to share notes and compare approaches.

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85%+ reduction in alerts needing manual investigation 90% faster investigations for escalated alerts 25%+ engineering capacity reclaimed by minimising triage duties https://lnkd.in/eNdF4K9r #CISO #SOC #incidentresponse

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Hot take from the field: Why I would pick Gong for SailPoint over Chorus or Outreach Speaking purely from a sales rep POV in UK Enterprise. I don’t use Outreach in my current role, but I do use Chorus day-to-day and having worked with both, I still think Gong is the stronger platform for an enterprise motion like SailPoint’s. Here’s why: 1. Its helped me win deals, not just review calls Chorus is solid for recordings and playback. Gong goes further. It shows patterns across deals, flags risks early, and highlights what top performers are doing differently. In long, complex identity/security sales cycles, that kind of insight matters, well it would to me. 2. Better visibility into deal health with enterprise deals, you can’t afford surprises. Gong makes it easier to see if I am single-threaded, if a competitor is creeping in, or if momentum is slowing. It gives real signals from customer conversations, not just gut feel. 3. More actionable coaching both platforms support coaching, but Gong makes it easier to learn from the best calls across the org. Being able to quickly find how top reps position SailPoint or handle security objections, or navigate C-level conversations would be huge in my eyes. 4. Enterprise-ready insights UK enterprise cycles are long and multi-stakeholder. Gong connects conversations across the account so you can see the full picture, not just individual calls. That context helps tighten strategy and messaging. 5. Rep efficiencyAuto notes, summaries, and follow-ups save time and keep me focused on selling. Less admin, better prep, stronger calls. Bottom line: Chorus is a good tool and I use it today. Outreach has its place for sequencing in other environments. But if I’m choosing a platform to help me run tighter enterprise deals and improve win rates, I’d still pick Gong. Curious how other enterprise reps see it at SailPoint and maybe other similar clients to SailPoint,especially those who’ve used both Gong and Chorus. What’s making the biggest difference for you? In my comments box I have story where I used Gong at another org in my role. Check it out! 😄

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