How did Brett win back a client he'd already lost?

Brett lost a client who didn't see the value in cybersecurity. He kept going. He refined his consultative sales process, followed up, and closed that same client weeks later. The lesson for you: when a prospect says no, stay in their world, keep educating them, and keep showing your value.

What questions does Brett ask to make a prospect problem-aware?

He asks questions that make the risk real before disaster strikes. Try 'If your entire system was locked tomorrow, how would you handle it?' or 'How would a two-week shutdown impact your revenue?' He'll also ask how you'd manage payroll, and how you want to manage your risk. Those questions build urgency, and urgency drives sales.

Why does storytelling work so well in sales?

Stories make the product feel personal. Brett makes cybersecurity real by showing clients how a breach could hit their own business, asking what would happen if their systems were locked tomorrow. Real-world stories make what you sell relatable and urgent, so the prospect sees the need for themselves.

follow-up · podcast ·May 29, 2025

Follow Up, Adapt, and Win: Cybersecurity & Sales Lessons with Brett Gallant

Q: What does Brett mean when he says mindset is a muscle?

You have to flex it. Brett says rejection, resilience, and belief in your process are what separate successful closers from the rest. If you don't believe in what you're selling, your prospect won't either. His formula is confidence plus mindset plus process, and his advice is to take action and adapt.

by Drewbie Wilson

In this episode of Call The Damn Leads, I sit down with Brett Gallant, a cybersecurity expert and sales pro, to break down how sales and security both rely on trust, consistency, and follow-up. From selling ice cream as a kid to closing cybersecurity deals, Brett shares how his early sales lessons shaped his business success today.

Key Takeaways

Brett turned a dead-end ice cream route into the best route in the city by showing up every day and ringing the bell.
He parked his bike by the pools because that's where the kids bought the most, so put yourself where the demand already is.
Ask a prospect how they'd manage payroll if their systems were locked tomorrow, and the risk gets real fast.
When a prospect says no, stay in their world, keep educating and follow up. Brett closed a client he'd lost weeks later that way.
Mindset is a muscle you have to flex, and if you don't believe in what you're selling, your prospect won't either.

We cover:
✅ Why fortunes are made in the follow-up
✅ How to create urgency and problem awareness in sales
✅ The role of storytelling in building trust and closing deals
✅ Why mindset is the key to long-term sales success
✅ How cybersecurity sales relate to every business owner’s survival

If you’re looking to improve your follow-up, ask better sales questions, and refine your process to close more deals, this episode is packed with actionable insights you can start using today.

Key Takeaways from This Episode

1. Fortunes Are Made in the Follow-Up

🔹 Brett’s first sales job—selling ice cream as a kid—taught him that consistency wins.
🔹 He turned a dead-end sales route into the best route in the city by showing up every day and ringing the bell.
🔹 Sales takeaway: Keep following up, be present, and create demand.

2. Spot the Patterns & Adapt to Win

🔹 Brett saw patterns in customer behavior—kids at pools bought more ice cream, so he parked his bike where the demand was.
🔹 Later in business, he used the same principle—recognizing customer pain points and adjusting his strategy.
🔹 Sales takeaway: Opportunities come when you look for them—find demand, solve problems, and position yourself accordingly.

3. Storytelling Sells, Facts Alone Don’t

🔹 Facts tell, but stories sell—Brett makes cybersecurity real by showing clients how a breach could personally affect their business.
🔹 “What would happen if your systems were locked tomorrow? How would you manage payroll?”
🔹 Sales takeaway: Use real-world stories to make your product relatable and urgent.

4. The Power of Asking the Right Questions

🔹 Brett’s cybersecurity pitch isn’t just about selling—it’s about helping clients realize the risks they didn’t even know they had.
🔹 Instead of dumping stats on them, he asks: “How do you want to manage your risk?”
🔹 Sales takeaway: Great salespeople don’t sell—they help prospects realize their own needs.

5. Sales & Mindset Go Hand in Hand

🔹 Brett’s belief? Mindset is a muscle—you have to flex it.
🔹 Rejection, resilience, and belief in your process separate successful closers from the rest.
🔹 “If you don’t believe in what you’re selling, your prospect won’t either.”
🔹 Sales takeaway: Confidence + mindset + process = sales success.

Expanded Insights & Strategies

How to Turn a Cold Lead into a Closed Deal

Brett lost a client because they didn’t see the value in cybersecurity—but he didn’t give up. Instead, he refined his consultative sales process, followed up, and later closed that same client weeks later.

💡 Try This: If a prospect says no, don’t just move on—stay in their world, educate, and show your value.

Making Prospects Problem-Aware (Before It’s Too Late)

Most business owners don’t think about cybersecurity until it’s too late. Brett uses strategic questions to make them realize the risks before disaster strikes.

💡 Pro Tip: Instead of telling a prospect what they need, ask:
👉 “If your entire system was locked tomorrow, how would you handle it?”
👉 “How would a two-week shutdown impact your revenue?”

These questions make the risk real—and urgency drives sales.

Brett’s Advice for Salespeople

"Take action. Stop waiting for the perfect plan—just execute. The best salespeople don’t wait for ideal conditions. They adapt, take risks, and go for it."

How to Connect with Brett Gallant

Brett is dedicated to helping businesses protect themselves from cyber threats while mastering the art of sales and follow-up.

🔗 Website: https://www.theadaptivemindset.ca
📸 Instagram: https://www.instagram.com (DM “15 Ways” for his cybersecurity checklist!)
💼 LinkedIn: https://www.linkedin.com 🎙 Podcast: The Adaptive Mindset – Tackling mindset, business, and personal growth.

Call The Damn Leads

🔥 By sales professionals, for sales professionals. Join Drewbie Wilson each week for high-energy stories, proven tactics, and expert insights to help you crush your sales game.

🎙 Want to be a guest? Share your story at https://callthedamnleads.com/pages/podcast

📲 Follow Drewbie for more sales content:
✅ Facebook: https://www.facebook.com/drewbierides
✅ Instagram: https://www.instagram.com/callthedamnleads

More on this: Christine Valdes on how to Win High-Stakes Sales Conversations. Going deeper: Sales Tips: How to Make the Most of Your Time. New here? Start with what Call The Damn Leads is.

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