TIL a vendor booth guy at a Denver expo pitched me on fear, not features, and it worked on everyone but me | Cybersecurity Marketing

Uma Ellis · 2026-09-10T10:15:04.825605+00:00

I was walking the floor at a security expo last month and stopped at a booth for a threat detection tool. The rep opened with "how many endpoints do you think are already compromised in your network right now" before he even said the product name. I watched four people in a row give him their badge to scan within 90 seconds of that line. Here is the thing though, nobody asked what the tool actually does or how it finds anything. It felt less like marketing and more like a scare tactic with a lanyard. Maybe fear closes deals faster than a demo, but does it bring back the same buyers next year? Curious if anyone else has seen this shift at booths lately.

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TIL a vendor booth guy at a Denver expo pitched me on fear, not features, and it worked on everyone but me | Cybersecurity Marketing - Babble Community