Cyber Cultura course
GRC para Vendas: Cyber GRC for Sales Teams
Turning technical security knowledge into business value.
Prepares the sales teams of companies that sell information security products to turn technical knowledge into business value, leading consultative conversations anchored in risk, governance, compliance and continuity, and converting them into proposals backed by metrics and evidence.
- Workload
- 15 hours
- Format
- Online or in-company
- Investment
- On request
We’ll reply with dates, format and investment.
Who it’s for
- Account executives and presales staff at security vendors, distributors and integrators.
- Sales managers who want a consultative approach.
- Technical professionals who support the sales cycle.
What you’ll develop
- Map the buying committee and tailor the message to each persona (CEO and CFO, CISO, Compliance and Legal, IT and Infrastructure, Procurement).
- Speak the language of governance and compliance, citing ISO/IEC 27001, ISO/IEC 27701, LGPD and NIST CSF with confidence and connecting solutions to controls.
- Diagnose the customer’s pains and risks with consultative questions, organizing findings into pain, requirement, control, solution, evidence and value.
- Translate technical products (DLP, CASB, SIEM, EDR/XDR, IAM/MFA/PAM, NGFW/ZTNA, Backup/DR and SOAR) into business outcomes.
- Build risk-based proposals with metrics such as MTTD and MTTR, RTO and RPO, critical incidents, personal data coverage and estimated exposure in Brazilian reais.
- Present auditable evidence (logs, trails, exportable reports and playbooks) that supports LGPD and ISO audits and executive decisions.
- Run 10 to 15 minute consultative meetings: opening, discovery, synthesis, a 60 to 90 second mini-pitch and a clear call to action for a workshop or POC.
- Answer common objections with phased, co-managed and return-oriented alternatives.
- Plan and run POCs and demos with objective success criteria and before-and-after reports.
- Build a 90-day roadmap, from pilot to operation, with governance.
Syllabus
15 hours
01The new profile of the security customer
- Who buys security today (the buying committee)
- What executives value: drivers and KPIs
- The B2B security buying journey
- Message house by persona
- Consultative questions and green and red flags
- A practical 10-minute script (guided roleplay)
- Closing and next steps
02Governance and compliance fundamentals
- Why governance matters for the sale
- Essential vocabulary
- Standards and frameworks: ISO/IEC 27001, 27701, 27005 and 27031, ISO 31000 and 22301, ISO/IEC 42001 and 23894, NIST, NIST AI RMF, CIS Controls, LGPD, GDPR and the AI Act
- Map of pain, requirement, control and solution
- Evidence that convinces audit and compliance
- Consultative questions to open the governance conversation
- Power phrases
- Hands-on activity
03Cyber risk management and the strategic pitch
- Essential concepts
- Master framework: pain, requirement, control, solution and value
- Risk matrix
- How to quantify risk quickly
- How to talk about risk with each persona
- Structure of a risk-based proposal
- Power phrases
- Examples by industry
- Hands-on activity
04How to connect technical products to business solutions
- Message formula: pain, risk, control, product, evidence and value
- Master framework: product, control, framework, value and evidence
- Translating features into value
- Consultative questions by product
- 60 to 90 second mini-pitches
- Structure of a value-focused proposal
- Demo and POC script with acceptance criteria
- Common objections and possible answers
- Examples by industry
- Hands-on activity
What the course includes
- Guided roleplays
- Hands-on activities in each module
For your team
This course is also offered in-company, on-site or remote, as a private class for your company.
Cyber Cultura course
GRC para Vendas: Cyber GRC for Sales Teams
We’ll reply with dates, format and investment.
cyber@cyberconsulting.com.br