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Insider Threat Domain Sales Training - Part 1 "Communicating with Buyers"

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Insider Threat Sales Training

Part 1 – “Communicating with Buyers”

Interactive Virtual Classroom

Price: ​$149

Length: 1-hour (Webinar)

Audio: Computer (VOIP)

Credits: 1-CPE plus certificate




“This course will teach you all you need to know regarding how to sell your insider threat solution to customers and close the deal!”

Glen K., CEO (leading insider threat solution vendor)




Sales interactions are ranked as the most important source of information from providers during the buying process — above provider websites and marketing activities. According to Gartner, sales interactions present the greatest opportunity for providers to directly influence buyers, but they are often ineffective because they lack “domain expertise.” Product managers and sales reps need to understand their market, and to do so requires understanding of the particular domain, especially those that are new or less understood such as insider threat. For example, if you are selling software to corporations to manage insider threats, but you have very little knowledge of the types of insider threats or best practices for managing them, you will likely fail. How can you understand unmet needs of your customers if you do not even understand their most basic goals and tasks?

This training program is designed specifically for insider threat and risk management solution vendors and their sales and marketing teams. This practical training course aligns an Integrated Messaging Sales Model™ with a comprehensive overview of the insider threat Problem, the Context in which insider risk is managed, the Incentives that organizations have for implementing solutions, and the various categories of Solutions used to manage insider threats. Each part of this training aligns with a buying cycle phase and corresponds to a specific phase in the Messaging Model, making it an easy reference for sales reps to identify the relevant questions and probable pain points of prospects.


  • Training your sales reps on insider threat domain knowledge offers the following benefits:
  • Decrease new reps ramp-up time
  • Allow reps to have more meaningful conversations with customers, sooner
  • Build trust with customers by understanding their pain points, workflows, and requirements
  • Establish greater credibility by "talking the talk"
  • Learn how to talk to buyers so they will listen
  • Understand buyer personas
  • Understand industry nuances and selling points
  • Develop domain expertise to be able to help customers develop "best practices"
  • Allow you to position your company as a Strategic Partner/Advisor, not simply a sales vendor
  • ​Teach clients about problems they don't know they have

Part 1 – Communicating with Buyers

Part 1 will introduce a model for communicating with insider threat solution buyers. This part will define and explore insider threat buyer personas and ITMG’s proprietary Integrated Messaging Model™. This will introduce students to the unique roles and “pain points” of insider threat solution buyers. The Integrated Messaging Model™ helps students understand the unique buying cycle phases pertaining to insider threat solutions and the relevant messaging that applies to each, which can be used to engage buyers more effectively.

What students will learn:

Buyer Roles. Learn the five insider threat buyer roles and how they impact your sales messaging.

Buyer Personas. Learn the eleven different buyer personas and how to tailor your messaging to each for maximum effect.

Challenges. Learn the challenges that each role and persona face and how best to communicate your value proposition.

Goals. Explore the different goals and objectives of each persona to fully understand their perspective and needs pertaining to an insider threat solution.

Map to IMM™. Learn how to tailor your sales messaging and marketing campaigns for each persona, role, and buying cycle phases.

Integrated Messaging Model™. Learn ITMG’s proprietary and proven method for aligning sales and marketing messaging with buying cycle phases and personas.


At the end of this training students will:

  • Identify buyer roles and personas
  • Identify key challenges faced by each persona
  • Recognize the primary goals and objectives of buyers
  • List the six buying cycle phases
  • Recall the three types of problem phases of buyers
  • Recall the four messaging phases
  • Identify the eight messaging themes
  • Recognize in which phase of the buying cycle their buyer is in and which messaging them to apply

All students will receive the following materials:

  1. Course Workbook
  2. Insider Threat Buyer Persona Guide
  3. Integrated Messaging Model™ Handbook




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Refunds up to 7 days before event

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