What if the single most important skill for success in cybersecurity sales wasn’t technical knowledge, but relentless curiosity? Get insider strategies from Jacob Friedman, Strategic Account Director at 3 Tree Tech, who shares how curiosity, mentorship, and trust are the keys to thriving in cybersecurity sales.

You’ll discover how to navigate the vendor landscape with confidence, build lasting client trust, and transform technical conversations into impactful business discussions. Walk away with actionable tips to sharpen your credibility, elevate client relationships, and grow your influence in the security space.

Takeaways

• Why curiosity and continuous learning help you stay credible in a fast-moving security landscape.
• How finding a mentor and engaging with the community accelerates growth in cybersecurity.
• Why focusing on business outcomes makes conversations with executives more impactful.
• How informed opinions, not blind vendor-agnosticism, create stronger client recommendations.
• Why trust and honesty are the ultimate currency for long-term client relationships.

Quote of the Show

• “ Part being continually curious is you start to understand that is security is achieved through defense and depth.” - Jacob Friedman

Find all episodes, show notes, and resources at: https://www.cdg.io/podcast/

Partner with us: https://www.cdg.io/partner-with-cyber-defense-group/

Links

• LinkedIn: https://www.linkedin.com/in/jfriedmantech/
• Company website: https://www.3treetech.com/
• Infoseclive Youtube: https://www.youtube.com/@infoseclive

Ways to Tune In

• Spotify: https://open.spotify.com/show/1gIKsOyorKMzQA7wxck4dH?si=ff617df387aa401c
• Apple Podcasts: https://podcasts.apple.com/us/podcast/channel-security-secrets/id1826825461
• Amazon Music: https://music.amazon.com/podcasts/8703d3a3-4128-4691-8862-cb847f53f776/channel-security-secrets
• YouTube: https://www.youtube.com/@ChannelSecuritySecrets