What if selling cybersecurity wasn’t about pitching solutions, but about questioning everything? 

In this episode of Channel Security Secrets, host Lou Rabon sits down with Alexander Wold, Global Director of Cybersecurity at Monks. Alexander shares how tenacity, curiosity, and the mindset of “question everything” have shaped his success in cybersecurity leadership, and how those same principles can help sales professionals thrive in an evolving security landscape.

Alexander reveals what truly earns the attention of CISOs and cybersecurity leaders today, and it’s not cold calls or generic AI outreach. He explains how modern trusted advisors can build credibility, deliver value upfront, and become essential extensions of their clients’ teams. The conversation also explores the future of cybersecurity as robotics, AI, and even brain-computer interfaces reshape the field, and what adaptability will mean for sales and leadership in this new era.

Takeaways: 

• Capture attention by offering insight or relevance in every interaction, not by sending templated mass emails.
• Build trust through industry participation and be where your clients are, whether at conferences, webinars, or security community events.
• Adopt a hacker’s mindset, question everything, stay curious, and dig deeper to uncover real client challenges.
• Prioritize lasting partnerships over short-term quotas, clients remember authentic, solution-driven sellers.
• Learn continuously as AI, robotics, and brain-computer interfaces redefine cybersecurity’s boundaries.

Quote of the Show

• “How we used to secure this business is not going to be how we do it in the future. So understand that if you question how you're approaching sales today, it might make you a stronger salesperson later on in your career.” - Alexander Wold

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/awold/  
• Company website: https://www.monks.com/  
• Book: https://www.oreilly.com/library/view/97-things-every/9781098152161/ 

Ways to Tune In

• Spotify: https://open.spotify.com/show/1gIKsOyorKMzQA7wxck4dH?si=ff617df387aa401c 
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