This course delivers a high level overview of the basics building blocks of your Cybersecurity sales process, including every role and its purpose and activities to be executed for success.

1 On-Demand Video, 2 Asset Downloads, 2 External Resource Links.

This course covers the features and benefits of a successful Cybersecurity services portfolio both for you and for your prospects and clients, and prepares you to build your Cybersecurity services value proposition.

1 On-Demand Video, 1 Asset Downloads, 2 External Resource Links

This course introduces the most effective, highest ROI-generating Cybersecurity marketing and lead generation strategies to fill the top of your sales funnel and reveals the sales activities you and your sales team should execute weekly that lead to more qualified Cybersecurity sales appointments.

1 On-Demand Video, 5 Asset Downloads, 3 External Resource Links

This course reveals the necessary sales techniques to properly qualify a potential client that is meeting you for the very first time for Cybersecurity services. This Cybersecurity-specific qualification process ensures that there is a good match between you and your prospect for your Cybersecurity products and services. You learn to conduct this Cybersecurity-specific sales qualifying process properly to reveal key prospect information such as pain, need and budget to build urgency and buying temperature and accelerate sales velocity.

1 On-Demand Video, 4 Asset Downloads

This course shares the specific pre-sales activities required to develop the data needed to properly architect Cybersecurity solutions for your prospects and clients. It covers the tools to identify security vulnerabilities at the perimeter, within the business infrastructure and in the Cloud. In addition, the identification of Personally Identifiable Information (PII) in the environment that can be exploited by cybercriminals in the event of a breach, and employing anti-phishing tests to the user community during the assessment process to increase the value of your Cybersecurity Sales Proposals is also covered. Additional topics include how to analyze and interpret this data effectively during solution scoping to inform pricing and sales proposal development.

1 On-Demand Video, 1 Asset Downloads, 1 External Resource Link

This course focuses on collating and analyzing the value information collected from your sales qualifying sessions with your prospect or client, as well as the security assessment, PII, anti-phishing and vulnerability scanning results gathered during the security assessment phase of your pre-sales process. Based on this analysis, it reveals how to architect the appropriate solution, price for maximum profit and develop a killer sales proposal and PowerPoint presentation in anticipation of the next step in the sales process, the Sales Presentation.

1 On-Demand Video, 6 Asset Downloads

This course reveals the 3 steps to a successful sales presentation and dives into the necessary techniques critical to accelerating sales velocity and increasing your prospect’s buying temperature to the highest possible point. It covers the importance of properly presenting not only a strong monetary Return on Investment (ROI) to your prospects, but also the critical Value on Investment (VOI) for the intangible, but equally important benefits your Cybersecurity services will deliver. These advanced techniques will arm you with the sales presentation strategies to build the momentum necessary to transition to the next phases of the sales process: Overcoming Objections and Closing.

1 On-Demand Video, 2 Asset Downloads

This course reveals how to identify sales objections, qualify and overcome them to close your Cybersecurity sales opportunity. During this session you learn the exact moment when your prospect is ready to be closed, and how to use tie-down questions, trial closes and other tactics to determine when to ask for the business. These advanced sales closing techniques provide the strategies and know-how necessary to close more high-value Cybersecurity services business.

1 On-Demand Video, 4 Asset Downloads

This course explores how to prepare for and conduct effective Quarterly Business Reviews that lead with Cybersecurity and help your clients mitigate security risks by strengthening their security posture and achieve and maintain compliance with mandated security regulations, while delivering peace of mind – all while keeping your sales and project pipelines full.

1 On-Demand Video, 3 Asset Downloads

This course shares how to leverage live events like Lunch ‘n Learns, Business Breakfasts, Webinars and speaking opportunities to maximize your lead generation outcomes at scale. It reveals the best topics to deliver that reflect your Cybersecurity business expertise, how to find  prospects to market to, and the best way to select sponsors and receive Marketing Development Funds (MDF) to help defray costs. Bonus topics include the survey to use to generate sales appointments at the end of each event, and how to position a free dark web scan correctly to ensure a follow-up sales meeting.

1 On-Demand Video, 3 Asset Downloads, 1 External Resource Link