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Insider Threat Domain Sales Training - Part 2 "Engaging the Unaware Buyer"

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Insider Threat Sales Training

Part 2 – “Engaging the Unaware Buyer”

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 2 – Engaging the Unaware Buyer

Part 2 will teach students how to engage with a solution buyer who either isn’t fully aware of the problem of insider threats or simply fails to recognize the problem itself. Learn how to explain the problem and to competently discuss the impacts of insider threats. This part will define and explore the insider threat problem from a programmatic and practical perspective. These modules will define “insider threat,” explore the degree to which insider threats can impact mission and business equities, discuss the types of insider threats, and review current research through a practical and effective case study approach.

What students will learn:

Definition. Learn the components and parameters of “insider threat.”

Impact. Learn the level of impact insider threat activities have on mission and business operations and value and why they need to be formally managed.

Scope. Learn how insider threats compare to external threats and the differences in the degrees of harm caused.

Types. Explore the different types of insider threat personas and how they can be used to better understand mission and business harm.

Research. Review current statistics and research pertaining to insider threats to understand the prevalence and impacts of such threats.

Case studies. Examine recent insider threat cases to fully highlight the scope, type, and prevalence of insider threats.

At the end of this training students will:

  • Define “insider threat”
  • Define the three factors that comprise “threat”
  • Recognize the differences between internal and external threats
  • List the six types of insider threat personas
  • Recall the types and prevalence of insider threat events
  • Recall how insider threats cause damage by citing real-world examples
  • Identify the five insider threat impact categories

All students will receive the following materials:

  1. Course Workbook

  2. Insider Threat Glossary™

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Refunds up to 7 days before event

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