Defense in Depth Why Salespeople's Knowledge of Cybersecurity Is Critical for the Ecosystem
Jul 24, 2025
Join Jason Thomas, Senior Director of Technology, Security, Governance, and Risk at the Cystic Fibrosis Foundation, as he dives into the crucial intersection of sales and cybersecurity. He discusses the 'trust deficit' in client relationships and the business accountability gap that plagues the industry. Jason emphasizes the need for sales professionals to enhance their technical knowledge and communication skills to build lasting trust. He critiques ineffective sales tactics and advocates for a more strategic approach to cybersecurity sales.
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Sales Knowledge Affects Trust
- Salespeople lacking cybersecurity knowledge damage trust and the industry's reputation.
- Accountability and understanding client needs are critical to effective cybersecurity sales.
Cybersecurity Sales Needs Expertise
- Salespeople focus on flashy features rather than solving actual security problems.
- Cybersecurity is a serious field requiring salespeople with deep expertise and responsibility.
Train Sales with Cybersecurity Basics
- Sales teams should be trained with real cybersecurity knowledge like Security Plus.
- Speaking the customer's language helps convey product value effectively.