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Insider Threat Domain Sales Training -Part 4 "Engaging the Reluctant Buyer"

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Insider Threat Sales Training

Part 4 – “Engaging the Reluctant 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 4 – Engaging the Reluctant Buyer

Part 4 will teach students how to engage with a reluctant buyer by exploring insider threat buying incentives and entanglements, legal parameters, monitoring methods, and value propositions. Learn how to convince a buyer that there are real incentives – regulatory, legal, and organizational – for implementing an insider threat solution. Learn the various ways that insiders can be managed, including tools that can be employed to monitor insiders. Explore insider monitoring laws, regulations, and guidelines and learn the best practices for managing insiders – who, what, when, where, why and how. Understand the main decision points and value propositions pertaining to insider monitoring solutions.

What students will learn:

Types. Learn the common sources of insider monitoring – network, off-network, publicly available information.

Methods. Examine the different types of insider threat monitoring tools and methods.

Regulations. Examine the current regulatory and legal framework that govern how insider threats may be monitored and managed.

Best Practices. Discuss best practices for monitoring insider threats and how to avoid common pitfalls.

Decision Points. Explore customer needs, common customer objections, and operating realities. Discuss cost drivers – capabilities, functions, and purposes.

Value Proposition. Define key decision makers, explore trends, examine insider monitoring requirements, and incentives for implementing insider threat management solutions.

At the end of this training students will:

  • Recognize the basic legal rules for monitoring insiders
  • Recall insider monitoring best practices
  • List legal, regulatory, and organizational incentives for monitoring insiders
  • Identify three primary decision points affecting insider monitoring solution selection
  • Name the five main categories of insider risk management solutions, as defined by Gartner
  • State the difference between data-monitoring solutions and user behavior monitoring solutions

All students will receive the following materials:

  1. Course Workbook

  2. Insider Threat Use Cases by Industry Vertical

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Refunds up to 7 days before event

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