Achieving Cyber Initiatives with Sales Tactics

In this concise article, I’ll offer some encouraging suggestions on how to accomplish your cyber security initiatives and projects by incorporating sales techniques. The cornerstone of any project, particularly in the realm of cybersecurity, lies in securing buy-in and approval from executive leadership. To achieve this, you can effectively apply sales tactics into your daily routines, interactions, and discussions with the business leaders of your organization.

• Understand your business goals and objectives and design your messaging and delivery to align with them. Ensure that your communication is centered around the business’s interests and objectives. Make it about the business.

• Discuss the potential business risks, not just cyber risks, and how your cyber initiatives could positively or negatively affect the business.

• Make your materials easy to read and comprehend. Avoid using jargon and technical terms; instead, focus on business-related language. A few well-chosen images and a concise, clear message can greatly enhance your presentation. Make a true one-pager.

• At all times, be prepared with your 30-second elevator sales pitch. Practice it thoroughly and be confident in delivering it at any moment. Ensure that your leadership team members are aware and comprehend your 30-second elevator sales pitch.

• Understand your executive leaders’ priorities and tailor your messaging to resonate with them. Also, comprehend their preferred methods of receiving and processing information.

• Be consistent in your messaging and be prepared to discuss your initiatives with anyone and everyone. Ensure that your team and your evangelist are capable of delivering your messaging effectively.

• Be prepared to discuss costs. Develop plans and strategies to fund your initiatives and identify areas where you can optimize or reduce your technology footprint to avoid costs.

• Be prepared to discuss and develop strategies for cultural, organizational, and process change management. How can you assist the organization and staff in embracing and utilizing the cyber initiatives without compromising business delivery.

• Consider taking marketing and sales training and applying it to your strategies and practices. Additionally, educate your staff on these practices and principles.

Applying these sales concepts to your daily routines and interactions with your executive team can make all the difference between successfully implementing an initiative or not. Even if your executive leaders possess a security mindset and awareness, they still need to be able to effectively communicate and sell this concept to their staff and board members.

If you found this article interesting and would like to discuss it further, please reach out to us, and we’d be delighted to schedule a time for a discussion.