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Insider Threat Domain Sales Training - Part 3 "Engaging the Confused Buyer"

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Insider Threat Sales Training

Part 3 – “Engaging the Confused 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 3 – Engaging the Confused Buyer

Part 3 will teach students how to engage with a solution buyer who is trying to solve their insider threat problem by applying the wrong (external) threat solutions. Learn how to move them down the buying cycle by helping buyers to shift their old paradigm and commit to a new solution model. This part will examine the basics of managing insider threats. Explore the components of an insider risk management program, the equities involved in managing insider threats, the principles of insider threat management, and the foundational objectives and best practices of managing insider risk.

What students will learn:

Risk. Define and understand the concept of risk, how it applies to insiders, and how it can be measured to foster business and mission objectives.

Ecosystem. Explore insider management functions and work roles – skillsets, job functions, and personnel.

Management Framework. Explore the existing Insider Threat Management framework – challenges, requirements, equities, and foundations for managing insider threats.

Principles. Discuss the principles of Insider Threat Management. What it means to manage insider threats – responsible officials, work roles, development and implementation processes.

Objectives. Fully analyze and explore the four Insider Threat Management objectives and how they form the foundation of an effective program. Identify the goals of Insider Threat Management and how they align with general mission and business objectives.

At the end of this training students will:

  • Recall the importance of formally managing insider threats
  • List the three components of risk
  • State the ten insider risk ecosystem components
  • Recognize the difference between threat and risk
  • List the objectives of an insider threat program
  • Identify insider threat program decision-makers
  • Identify three common insider risk management challenges

All students will receive the following materials:

  1. Course Workbook
  2. Insider Threat Management Handbook™
  3. Insider Threat Program Development Guide™

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Refunds up to 7 days before event

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