Why Vulnerability Wins Deals - Marc Jorgensen - Channel Security Secrets - Episode #16
Is integrity the next big differentiator in cybersecurity sales?
In this episode of Channel Security Secrets, Lou Rabon sits down with Marc Jorgensen, CTO and Senior Solutions Architect at D&M Enterprise Group, to explore how empathy, trust, and a deep understanding of clients’ environments can transform the way advisors sell technology and security solutions.
In this episode of Channel Security Secrets, Lou Rabon sits down with Marc Jorgensen, CTO and Senior Solutions Architect at D&M Enterprise Group, to explore how empathy, trust, and a deep understanding of clients’ environments can transform the way advisors sell technology and security solutions.
Marc shares lessons from working on both sides of the table, as a provider and a consumer, and how that dual perspective shapes his approach to building long-term, consultative relationships. The conversation also dives into the real-world challenges of selling security amid AI hype, the importance of educating clients before selling, and how proactive planning and transparency build credibility.
You’ll walk away with actionable strategies for understanding client goals, cutting through industry noise, and becoming a truly trusted technology partner.
Takeaways:
- Why stepping into the customer’s shoes creates stronger, trust-based partnerships.
- Why AI noise can obscure true value, and how to refocus on tangible client needs.
- How transparency and honesty accelerate long-term success in technology sales.
- How proactive monitoring and redundancy protect both relationships and infrastructure.
- What continuous learning and adaptability mean for the next generation of trusted advisors.
Quote of the Show
- “ We have so many customers that we've had for 15, 20 years. They stay with us because we don't treat them as a sales cycle, we're an extension of their team.” - Marc Jorgensen
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/marcjorgensen/
- Company website: https://www.dmenterprise.net/
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
