A one day sales training intensive designed to transform salespeople into trusted cybersecurity solutions advisors.
This sales training program was developed to help cybersecurity and risk management organizations build long-term profitable relationships with their clients.
There exist two parallel worlds of selling. The first one is where salespeople and sales organizations find themselves commodified, responding to customer needs, and taking orders. In this scenario, they are reacting to the market and struggling to keep pace with competitors.
However, there is another dimension in the world of selling. In this environment, salespeople lead and assist prospective and existing clients in seeing the unseen. They make the client aware of potential opportunities they weren’t aware of, create awareness of threats and risks in their business, and quantify them. This elevates them above order salespeople to trusted advisors and valuable assets for their clients. This approach to sales is what we call “Selling Risk.”
Here’s a short clip from Shane Gibson’s keynote at the IOTSSA Cybersecurity conference in Phoenix:
The Selling Risk Sales Boot Camp is a one-day intensive sales training and sales enablement program. This program is ideal for cybersecurity and tech companies that sell business-critical solutions.
In this one-day sales training bootcamp, you and your team will learn:
- How to use your Ideal Client Profile (ICP) to profitably sell risk and opportunity
- A systematic approach to needs analysis and discovery conversations that win
- How to overcome and pre-emptively neutralize price objections
- How to reduce discounting and sell the value of managing risks
- The Client Outcome Matrix, a tool for mapping quantifiable client risks and solutions
- How to build a compelling offer and get client buy-in for the sale
- Insights on navigating large, lucrative, and multiple decision makers
- How to lead your sales process and nurture opportunities for long-term success
Shane Gibson, Author, Keynote Speaker and Sales Trainer:
Shane Gibson of The Professional Sales Academy brings to the program over 20 years of experience in developing, implementing, and launching sales training and enablement programs for companies on 5 continents.
His past and present clients include US Bank/Elavon, Rogers, The World Trade Center Vancouver, Sun Life, BMO Financial, Saskatchewan Blue Cross, and hundreds of other leading organizations.
For more information on booking a “Selling Risk Sales Bootcamp” for your team contact us.
Selling Risk Sales Boot Camp FAQ
What is the Selling Risk Sales Boot Camp?
The Selling Risk Sales Boot Camp is a one-day intensive sales training and sales enablement program designed to transform salespeople into trusted cybersecurity solutions advisors. It helps cybersecurity and risk management organizations build long-term, profitable client relationships.
What is the purpose of the Selling Risk Sales Boot Camp?
The purpose of the program is to move salespeople beyond commoditized, order-taking sales and into a trusted advisor role by helping clients identify unseen risks, opportunities, and business threats and understand their impact.
Who is the Selling Risk Sales Boot Camp designed for?
The program is ideal for cybersecurity and technology companies that sell business-critical solutions and want their sales teams to lead clients through complex risk and opportunity conversations.
What does “Selling Risk” mean in the context of this program?
Selling Risk refers to a sales approach where salespeople lead clients by creating awareness of potential risks, threats, and opportunities, quantifying their impact, and positioning themselves as trusted advisors rather than reactive order takers.
What will participants learn during the one-day sales training?
Participants will learn how to use an Ideal Client Profile to sell risk and opportunity, conduct effective needs analysis and discovery conversations, overcome price objections, reduce discounting, map client risks and solutions, build compelling offers, gain client buy-in, navigate multiple decision makers, and lead a sales process for long-term success.
What tools are included in the Selling Risk Sales Boot Camp?
The program includes the Client Outcome Matrix, a tool used to map quantifiable client risks and align them with appropriate solutions.
Who leads the Selling Risk Sales Boot Camp?
The program is led by Shane Gibson, Author, Keynote Speaker, and Sales Trainer from The Professional Sales Academy.
What experience does Shane Gibson bring to the program?
Shane Gibson brings over 20 years of experience developing, implementing, and launching sales training and enablement programs for organizations across five continents.
What types of organizations has Shane Gibson worked with?
His clients include US Bank and Elavon, Rogers, World Trade Center Vancouver, Sun Life, BMO Financial, Saskatchewan Blue Cross, and hundreds of other leading organizations.
How can organizations book the Selling Risk Sales Boot Camp?
Organizations can contact the provider directly for more information on booking a Selling Risk Sales Boot Camp for their sales team.