Are You Ready to Learn How Identify, Manage, and Win Sales Opportunities at the CISO Level?
CISO’s are the first line of defense for all technical and data systems and have a growing role in business governance. Effectively selling to a CISO takes a specialized understanding of their environment and needs.
Selling to the CISO, or any senior cybersecurity leader is a tough challenge because they are bombarded every day by random, unconnected and irrelevant sales pitches that quickly make them jaded and untrusting.
They are technically adept and spot the slightest weakness with little effort. Those who approach CISO’s with the standard tired sales approach are doomed to low success rates, low loyalty, and high volumes of no decision deals.
Cutting Edge & One-of-a-Kind Program
Selling to the CISO is a cutting edge and one-of-a-kind program designed to explain the issues associated with selling to Cyber Security customers from the customer’s perspective!
This program provides visibility into how CISOs themselves say they want to be approached and how they absolutely do not want to be approached. The program first involves understanding the world of the CISO and takes a deep dive into the roles, pressures, and accountabilities of the CISO. Once that is in understood, then we explore the distinct types of CISOs and the common mistakes made when approaching them. Finally, we demonstrated a simple but effective technique for profiling your target and suggest an approach method to greatly increase your chance of success.
Your Instructor: Dave Tyson - MBA, CPP, CISSP
Prior to co-founding Cyber Easy Learning, Dave served as Chief Information Security Officer for SC Johnson, a global consumer packaged goods firm.
Before SCJ, Dave held a number of other senior security leadership roles:
- Led security programs for the largest power utility in the USA
- Served as the Global Security operations lead for the largest E-commerce company in the world
- Served as the Chief Security Officer for the Host City of the 2010 Winter Olympics
Dave has Master’s Degree in Business Administration (MBA) specializing in Digital Technology Management and he is also:
- A Certified Protection Professional (CPP)
- Board Certified in Security Management
- A Certified Information Systems Security Professional (CISSP)
He is a frequent speaker at conferences and education events in North and South America, Asia and Europe. He has published dozens of articles in industry magazines and published the first book on Security Convergence via Butterworth Heinemann: Security Convergence: Managing Enterprise Security Risk.
Dave is also a Past Chairman of the Board and 2015 President of ASIS International, the world’s largest security management association.
Get the Skills & Knowledge You Need to Succeed
Selling to the CISO arms you with the skills and knowledge to dramatically increase the chances of you succeeding in communicating with the CISO in their language and landing more CISO opportunities.
Is This Program Right for You?
Selling to the CISO may be right for you if:
- You are trying to expand your network of CISO customers
- You are responsible for selling to cybersecurity leaders
- You lead sales teams that sell to cybersecurity leaders
- Your concerned about the performance of your sales program in selling to CISO’s, building and maintaining relationships and reducing no decision deals
What You'll Learn
This program highlights the most critical issues, approaches, and examples of how selling to the CISO is a unique audience and needs to be approached differently than other cyber leaders.
It will explain how cybersecurity leaders say they want to be approached and how success rates climb dramatically when this approach is followed.
Who Should Participate
Any members of the sales and marketing team, or any relationship manager looking to improve their skills in getting access to and building relationships with CISOs.
If you are a salesperson actively selling to CISOs or you are a sales manager in the same field, this is the program for you to increase the opportunity to increase sales.