Outbound Squad

How to sell to CISOs and security professionals

19 snips
Jan 17, 2023
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Episode notes
1
Introduction
00:00 • 3min
2
Selling Into CISOs?
03:08 • 2min
3
Cold Calling Security People
04:40 • 4min
4
Is There a Drop in the Ocean of a Cybersecurity Tech Stack for This CISO?
08:16 • 2min
5
CISOs and Security Leaders: What Do They Really Care About?
09:48 • 3min
6
CISOs Need Creatability, Right?
12:43 • 2min
7
Don't Lead With FUD
14:16 • 3min
8
How Do You Lead With Insights?
17:28 • 3min
9
How Do You Shift the Conversation From Checking a Box to Moving Beyond the Box?
20:20 • 2min
10
How to Lead With Empathy and Complony
21:55 • 2min
11
How Do You Stack Up to Other Vendors?
24:19 • 2min
12
How Do You Get Into Cybersecurity?
26:16 • 2min
13
What Do CSOs Really Care About?
28:32 • 4min
14
CISO - Is Your Team Starting From Scratch?
32:41 • 3min
15
What Are You Finding to Be More Effective in Prospecting?
35:39 • 3min
16
How to Find the Best Virtual CISOs for Small Maintenance Businesses?
39:07 • 3min
17
Is Synomia a Virtual CISO Service Provider?
41:41 • 2min
18
What Do You Read About Cybersecurity?
43:39 • 4min
19
How Can People Connect With You?
47:21 • 2min
20
How to Grow Your Sales Team With HubSpot
48:55 • 2min
21
Selling Based on Fear
50:29 • 2min
22
What Do CSOs Really Care About?
52:37 • 2min
23
The Biggest Challenge for CISOs Is Getting Attention
54:54 • 2min
24
How Do You Identify a Problem That They're Not Hearing About Everyday?
57:11 • 2min
25
CISOs Are Going to Care About Time and Lack of Expertise
59:06 • 2min
26
Does the Salesperson Know My World or Not?
01:00:39 • 3min
27
Security Architects and Engineers - What's the Sweet Spot?
01:03:44 • 3min
28
The CISO Vendor Relations Podcast
01:06:41 • 2min
29
Jiu Jitsu to Security Solution Sales
01:08:55 • 2min
30
The Pandemic Was Getting Old, Right?
01:10:32 • 2min
31
The Power of Hindsight in Information Security Sales
01:12:21 • 2min
32
Interacting With CISOs?
01:14:11 • 2min
33
CISO vs CTO - What's the Difference?
01:15:43 • 2min
34
CISO - What Approach Have You Found to Work Well to Land Meetings?
01:17:21 • 2min
35
What Are the Do's and Don'ts?
01:19:22 • 2min
36
Is There Anything You Shouldn't Be Talking About?
01:21:05 • 2min
37
Are You Oriented Versus Me Orientated?
01:22:47 • 2min
38
Email Deliverability
01:24:31 • 4min
39
What Advice Would You Give to a Salesperson?
01:28:21 • 4min