S2E20 – Qualifying Questions Part 3 - Compliance

In this multipart series about qualifying questions we should be using with customers, Jeff Miller, Director of Sales for Strategic Integrators (IBM), discusses the matter of Compliance and the importance of talking about their compliance posture with customers. This helps the seller understand the customer-perspective what regulations, benchmarks, or frameworks they consider important and how they feel they are meeting (or not meeting) those compliance regulations.