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CISO Sales Accelerator
Getting started
Welcome to the course (4:45)
What you'll get out of this course (4:48)
Understanding the CISO role
The role of the CISO (5:34)
All the work a CISO is juggling (5:36)
Who owns what? (11:35)
Understanding the layout of the cybersecurity organization (7:26)
Goals, risks, and internal/external drivers (11:42)
So what do these people do all day? (3:02)
Breaking down the buying process for products and services (8:20)
Knowledge check
Analyzing hypothetical organization structure
Analyzing a series B startup (9:26)
Analyzing an established financial services organization (9:55)
Analyzing a large complicated federal agency (6:53)
The wide range of needs and goals (3:32)
Understanding the organization's change journey
Assessing what state of change the organization (or team) is in (4:12)
Start-up (6:10)
Turnaround (5:44)
Accelerating growth (3:47)
Re-alignment (3:24)
Sustaining growth (3:22)
Figuring out what kind of state an organization might be in (4:30)
What kind of leader is the CISO?
Understanding the persona/archetype of the CISO (1:52)
The executive (2:40)
The engineer (3:09)
The GRC guru (3:20)
The builder (3:02)
The technician (1:58)
How do you research and determine what kind of CISO you're working with (2:14)
Building context-focused relationships
Mapping the organization state, the leadership persona, and the goals together (5:04)
Building an initial relationship and pitch that is tailored (8:14)
My 5 Favorite Cold Approaches (10:16)
Framing discussion around a story arc (7:55)
Managing the relationship after the sale (2:38)
Paint points and positioning
Identifying the pain points and challenges of senior cybersecurity leaders (2:24)
Understanding the broader portfolio with the cyber defense matrix (7:43)
Breaking down a more detailed view of the cyber defense matrix (3:14)
Primary and secondary value positioning (4:31)
Mapping to the MITRE ATT&CK Framework (3:35)
Speaking the language of the cybersecurity team (2:00)
Acknowledging what you are not (2:50)
Wrapping up
Thank you! (2:51)
Analyzing a large complicated federal agency
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