After attending RSA this year – and spending some time on the show room floor; plus a few recent interactions at my office have made me realize that many vendors are either not training their Sales people or Vendors don’t care about the establishing real relationships with their customers. YES! Being a Security Vendor Sales guy should be about building real relationships with your customers, listening .. truly listening to their needs – and then finding if the product is right fit. I’ve seen too many Vendors Sales people like Rudy Russo ( Kurt Russell ). Whats the deal ?? They just see your company name and then see dollar signs – thats right – You know who you are!