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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Find My Catalyst Podcast is published weekly.  We take listener questions at @catalystsale on twitter or via email.

Topics discussed - Revenue Operations, Customer Success, Goal Setting & Execution, Mindset, Performance, B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Feb 20, 2018

GDPR & Cyber Security - The Human Element - Guest Oz Alashe MBE - CEO, CybSafe

We are excited to have Oz Alashe on the podcast this week.  We talk about the forthcoming GDPR regulations, its global impact, as well as the impact of cyber security at both a personal and organizational level.

Oz is a former Lieutenant Colonel in the British Army and UK Special Forces. He has a successful track record of developing strategy, driving innovation and leading implementation in both the public and private sectors.

His background gives him a unique insight into the socio-technical realities of cyber security and the sensitivities around changing human behavior. Oz was awarded an MBE for personal leadership in the most complex and sensitive of conflict environments


Questions Addressed

  • What is GDPR?
    • How does it impact communication with potential prospects?
    • Are others being influenced by the EU approach?
    • How does this impact the sales professional?
  • How do you measure behavior change?
  • What is Social Engineering?
  • What are some of the behavioral things we should be aware of?
  • How do you test in a way that allows people to keep their dignity?
  • What can we do?

Key Takeaways

  • GDPR - General Data Protection Regulation, EU regulation, affects business around the globe
  • If you are engaging with Europeans or have European customers or clients you will be impacted by this.
  • There is a convergence of expectations - we are increasingly aware of attacks, at the same time, our reliance on technology is increasing.  It is natural that governments are getting engaged. 
  • Take care of entrusting organizations with data.  Ensure that others are doing what they say they are.  Seeing changes in relationships with third parties that are part of the general supply chain.
  • Cybersecurity is an issue today.  Reliance, enablement, impact - for all the negative you hear, there are far more positive things.
  • There is an opportunity to lean into security.  We are not always as secure as we should be.
  • People, Process, Technology - businesses tend to focus more on the tech & the process, when it comes to people, they may take a tick the box approach.  
  • Cybsafe focuses on the human aspect, changing behavior positively.
    • What people know
    • How people think
    • How they behave
  • Social Engineering is the art of manipulating people so that we give up information that we might not provide normally.  It is a cornerstone of most cybercrime.  They might create a scenario that will make you more vulnerable to share information.  i.e. common background, common network
  • Phishing email is one of the most common tactics.  They may leverage the expectation that we expect people to request information, and we will share.
  • The SMS version is Smishing - might seem less threatening, but can still have the impact.
  • Criminals are pretty smart. This is a business to them. People will continue to make mistakes. The tests should be positive, they should be evaluated.
  • Many organizations will run campaigns to see if people will fail, rather than educate. 
  • Psychologically speaking, linking training with failure is not a good approach.
  • Some action we can take now.
    • Stop being so trusting - we are hardwired to want to trust, but we live in a society where some people will take advantage of this.  Not being so trusting will encourage you to make sure people are who they say they are - i.e. hover over a link to see if it is taking you to someplace different.  
    • Pay attention to spelling, sites may look like something very real, but they are spelled slightly different, at a glance you might not notice.  
    • Check with folks - if the communication is out of the blue - ask them if they meant to send something.
  • Organizational Impact/Risk is a matter of Trust - once you have violated the trust, it can have a significant impact on your reputation in the marketplace.
  • We will gravitate toward those who can protect our data.
  • We will continue to increase our connectivity.  Risk will continue to increase.
  • We are getting smarter about how we challenge these threats.

Show Links


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Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  

Sales is a Thinking Process.