"In the words of David Spark, who produces the CISO Series, which includes the CISO/Security Vendor Relationship Podcast, “If getting customers to respond to sales calls is hard, getting CISOs to respond is exponentially harder. Tactics you learn in traditional selling simply do not work on CISOs.”

Sales is a world where the slightest advantage can be the difference between being the top performer and missing quota. This book is built to give you meaningful advice that will help you get that edge and be the top performer in the competitive, challenging world of cybersecurity sales. Imagine identifying your ideal buyer and then asking them to write a book on what works and what doesn’t when selling to them. Add in a second perspective, that of a salesperson who has had lots of success, sharing strategies and tips that work. Those are the types of advantages this book will bring you.

In each chapter we cover important topics giving you two perspectives. This book breaks down who the security leader is, what backgrounds they come from, decisions they are faced with, and what they care about when they look for solutions. We will break down how to stand out when selling to these leaders, how to navigate sales cycles, and how to become a trusted advisor. We will tell you how to get in front of leaders and how to win key deals.

Cybersecurity should be a collaborative effort between vendors and security teams because what’s at stake truly matters. Security leaders want you to listen to this book. Your Chief Revenue Officer and Chief Executive Officer want you to listen to this book. We hope you enjoy the journey and help make our industry a little better today than it was yesterday.