This course is for you if you are
The Founder/Leader of a company (e.g., Sales Leader in a Large or Small Business) that is building a product or service in cybersecurity.
An Enterprise Sales Rep who wants to connect to and better understand cybersecurity executives.
A Marketing Professional trying to find the right way to explain value and position products or services in the cybersecurity space.
During this course you will
1. Understand how modern cybersecurity organizations are built and what drives them
2. Align and position your solution to the kind of organization and leader you're working with
3. Improve your effectiveness and add value to the people you're talking with
4. Build your confidence and credibility to engage with senior cybersecurity leaders
Patrick Garrity
VP of Marketing, Nucleus Security
Robert Wood's course offered invaluable insight into the daily life of a CISO. His expertise provided me with a better understanding of how to align effectively with the needs of a CISO.
Mark Cummings
Principal, 532 Group
This course, coupled with its cohort design, was great. It was very engaging and provided valuable insight into how to better understand and approach a CISO. For me personally, several discussions held on key security frameworks and how they can potentially impact (i.e., budget, technology, people, processes) a CISO’s operations were extremely helpful. I plan to take the ideas and lessons learned forward and to start applying them to help shape context and conversations based on different security organization structures and leadership archetypes.
Loay Oweis
Sales Director, Illumio
Rob delivered an exceptional course that was both comprehensive and full of valuable insights, small details, and priceless knowledge. His engaging teaching style and positive approach fostered a thriving atmosphere for teamwork and feedback. Furthermore, all the communication aspects and the organization of the course were handled flawlessly.
Course Syllabus
- 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
- 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)
Will I see you there?
You're not going to find cybersecurity-focused sales training anywhere else quite like this. This course leverages insights from industry experts, questions captured from peers in business development, and a variety of hypothetical sales scenarios to ensure you walk away with actionable skills. Whether you're a seasoned sales veteran or new to the cybersecurity field, the CISO Sales Accelerator Course will take your sales game to the next level.
