With the growing cyber attacks, the role of CISOs has become increasingly important in business governance. Making cyber security sales to CISOs is particularly challenging because they don’t trust random vendors. If you’re a vendor looking to step foot in the CISOs door, here are a few cybersecurity marketing tips to help you improve your closing rate.

1. Step Into CISOs Shoes

Building good relationships with CISOs start with understanding their security problems and top priorities. With the ever-changing security landscape, CISOs have an unprecedented amount of work on their plates. Approaching them with templated emails and messages will never get you any response.
If you want to make cyber security sales, use a sales pitch that specifically talks about their problems. Request them to have a conversation with you to discuss their security needs and then talk about how your security solutions can solve their problems.

2. Try to Get Personal Introductions

Personal introductions through peers, colleagues, or venture capitalists are the best ways to get inside the CISO executive networks. It’s because whenever CISOs need a security solution, they turn to their networks and colleagues to get genuine recommendations.

When their colleagues tell them that they know an ‘X’ company that provides the best cybersecurity products, they are more likely to give value to their opinions. Thus, it’s a great idea to ask for personal introductions from colleagues or friends who are part of CISO networks.

3. Get to the Main Point Quickly

If you get the chance to interact with a CISO, capitalize in the first 15 minutes. As mentioned earlier, CISOs are busy people, and rattling off your bio can stall your momentum even before you’ve started. 

When you meet a CISO, the best practice is to tell them upfront, talk about their problems & your solutions, and leave company bios for the end of the presentation. Getting your point across earlier will help you hook CISOs and involve them in cybersecurity discussions. This way, you can easily bring the conversation to a point where you can make cyber security sales.

4. Don’t Bring “Cost” Into the Way

“Cost” is always a great factor that drives CISOs’ decision to buy a solution from a particular company. However, if you’ve got a great solution, be proud of it and don’t try to sound too cost-effective.
Tell CISOs why your solution is effective to protect their business models and why it’s worth their investment. Today’s CISOs are no more interested in traditional cybersecurity solutions. It can be a good opportunity for vendors who have advanced products with unique features to combat the latest cybersecurity threats. If your products’ features sync with their needs, they will not hesitate to partner with you, no matter how high the cost is.

Why not save the hassle?

Are you a cybersecurity professional struggling to get access to your target audience? You can join Execweb which is a cybersecurity marketing platform that provides access to hundreds of CISOs and other security practitioners. This is one of the fastest ways to make cyber security sales in CISO executive networks.