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Value Selling for Cybersecurity Companies

Stop getting lost in features battles.
Start winning by selling business value.

Is this a little too close to the truth?

  • Prospects have little urgency to make a change and buy your product

  • Sellers get sucked into product feature comparisons

  • Not enough opportunities get past the first meeting

  • You feel like you are wasting precious first meetings

  • Too many deals get pushed out every quarter

  • Prospects don't get why you are different

A value selling system for cybersecurity sales teams

BE CLEAR

  • Hold discussions around business value

  • Communicate better with security leaders

  • Security leaders "get it" ... fast

BE EFFECTIVE

  • Adopt a value selling process across the sales team

  • Have more valuable conversations

  • Maximize precious sales calls

GROW FASTER

  • Win deals faster

  • Improve sales conversion rates

  • Get to a scalable sales model quicker

  • Grow sales with confidence with a repeatable model

John Mayhall

cro @ cybergrx

★★★★★

"Critical step in changing our business trajectory."

Unstoppable helped us build a program that gave me complete confidence I was doing everything in my power to make our reps successful. Andrew has added credibility to everything we are doing and brought the cyber security selling experience and acumen to achieve buy-in.

Get to know me

Many sales leaders intuitively know how to help their team execute but don't have the time to do it themselves. And they don't want to use precious headcount on non-quota carrying positions.I know this because I've worked in and with cyber security sales teams for 24+ years. With companies that were pre-product, through to the most established brands in the industry. I've helped them transform their results using the simple frameworks I have developed and fine-tuned over my career.

"An extended member of the team."

Early in 2022 I brought in a new sales team but I was worried whether the sellers would be able to handle selling a complex product in a very competitive market.Unstoppable did a fabulous job of translating our technical materials into sales-ready materials, messaging and training. I’ve been impressed with how Andrew leaned into our messaging, our differentiation, and how much he takes it on.

Denise Hayman

cro @ sonrai security

★★★★★

Value Selling Program

This is my flagship program designed to help your sales team maximize every opportunity by positioning the business value of your product.This is a three month program where we get clarity on the business outcomes you can affect, co-create the sales assets needed and then train and coach your sales team on how to find and win opportunities using value selling best practices.This program works best for sales teams with 5 to 100 sellers and who have sales leaders who are committed to changing how their team sells.Program investment: $50k - $75k

Dan Parelskin

vp sales @ axis security

★★★★★

"A new approach that got results."

In the summer of 2020 we were struggling to identify a consistent sales process. And it was hard to dedicate the necessary time and resources to figure it out. Working with Unstoppable, we realized we were missing an opportunity to run more effective meetings with top-of-funnel cybersecurity prospects.Unstoppable brought a new approach that allowed us to sell more effectively, and the sales team received better selling tools and frameworks that got results.

Frequently Asked Questions

What kind of companies do you generally work with?
I work with growth-stage cybersecurity startups only who want to stand out and sell differently, and whose leadership are committed to changing how they sell.
What if we are super early stage?
I don’t work with companies who have not launched their product yet or who only have early adopter / design partner customers. At that stage I believe you need to keep experimenting and adapting to find your go-to-market fit and therefore it doesn't make sense to roll out a program to sell something which may change from week to week and month to month.
Do you work with companies in other markets?
I only work with B2B cybersecurity companies with between 5 and 100 people in the sales team.
What's the lead time to work with you?
I'm generally booked 3-4 months in advance. I'm currently booking for late Q2 2024.
Do you work in person or virtually?
99% of my work is done virtually. I use various formats to maximize our time including interactive workshops using modern whiteboard and collaboration tools. You and your team will not be lectured at!
What if we are not ready yet for a full program?
For varying reasons some companies are not ready to take on a transformation project but want to start introducing the foundations to the sales team. I run half or full-day workshops that are targeted to solve some of the pains your sellers will be experiencing right now. Ask me about these.

company

Unstoppable Dot Do LLC
Colorado, USA


© Copyright 2012 - 2024

$3,000 / month

starting at

$9,750 / month

starting at

$17,000 / month

SERVICE

Building blocks

of an effective sales process at your cybersecurity startup

Problems to solve

Identify the big problems your prospects face and you uniquely solve

Differentiation

Differentiate so prospects know and value what you do differently

ICP

Identify the ideal customers to target and the problems you solve

Big vision

Inspire prospects to join you on a journey to big outcomes

Sales messaging

Identify the most effective messaging and get the team on the same page

Customer stories

A great story framework will draw in your prospects emotionally

Urgency

Increase the likelihood your prospects buy from your sooner

Sales deck

Build a great sales deck that engages prospects and certify the team on it

Persona plays

Train the sales team on how to best engage with humans (not use cases)

New hire training

Ramp your new hires faster with a world-class onboarding program

Prospecting

Create the messaging framework for the team to use for prospecting

Value framework

Understand the problems you solve & the business value in each deal

SKO WORKSHOPS

Maximize the team's time at SKO with focused and engaging workshops

ADVISORY

For very early-stage cybersecurity companies who want to start building sales foundations themselves with strategic advice from Unstoppable

Weekly advisory call

Text & email collaboration

EARLY STAGE PLAYBOOK

Done with you. For cybersecurity companies who want to create a predictable sales process when they don't have all the foundations... yet.

Strategic sales consulting

Create your sales messaging and positioning

Sales asset creation

Workshops, training, coaching

Outbound sequence creation and optimization

Ongoing optimization

EFFECTIVENESS AS A SERVICE

Done for you. For cybersecurity companies who want a predictable AE & SDR sales process, maximize revenue growth and scale the sales team

Your virtual sales enablement team: director, trainer, call coach, program manager, systems manager, asset manager, instructional designer

Quarterly transformation programs to make big changes to how the team sells

Monthly tactical sustaining programs to update and refine knowledge and skills

Sales certification programs

Refine your sales messaging and positioning

Sales skills training

Coaching: small groups and teams

AE & SDR new hire "ramp fast" program

Systems management - LMS, Asset Portal, Conversational Intelligence

Ongoing optimization

Differentiate Differently

Sellers will be able to differentiate so that security leaders understand and remember what you do differently.

Discovery Deep Dive

Stop doing surface-level discovery! Sellers will be audible ready to get to impact, business outcomes and personal pain and gain.

Pitch a real, live CISO

Refine your pitch so a CISO cares! Sellers will learn to be more impactful and will get feedback from a CISO.

Great customer stories

We all tell customer stories, but most don't tell GREAT stories. Sellers will learn to tell their existing stories so they are impactful and memorable.

Each workshop is...

EFFECTIVE

  • Designed for sellers to change from what they are doing now

  • Incorporates learning best practices

  • Planned so your content is incorporated

INTERACTIVE

  • Sellers will be engaged throughout

  • Everyone will be involved and heard

  • Use multiple types of communication

FUN

  • It's SKO - the team should have fun!

  • Use games and leaderboards

  • Each workshop is no more than 3 hours of live time

ADVISORY

For very early stage companies who want to execute themselves with strategic advice from Unstoppable
starting at

$4,000 == / mo==

Weekly advisory call

Text & email access

Minimum 3 months

POPULAR

FULL SERVICE

For companies who want to maximize growth, with full service from Unstoppable
starting at

$10,000 == / mo==

Workshops, training, asynch coaching

Sales engagement strategy

Sales asset creation and training

Phone, text & email access

Minimum 4 months

Rise above the market noise and grow revenue faster with a proven system to help your sales team clearly and consistently engage with cyber security leaders.

Dan Parelskin

former vp sales @ axis security

★★★★★

"A new approach that got results."

We were struggling to identify a consistent sales process and it was hard to dedicate the necessary time and resources to figure it out. Working with Unstoppable we realized we were missing an opportunity to run more effective prospect meetings.Unstoppable brought a new approach that allowed us to scale sales enablement much more cost-effectively than hiring an FTE and the sales team received better selling tools and frameworks that got results.

John Mayhall

cro @ cybergrx

★★★★★

"Critical step in changing our business trajectory."

In the summer of 2021, we were gearing up for the next stage of growth. We were going to hire lots of new salespeople but had no enablement support and not much of a methodology.Unstoppable helped us build a program that gave me complete confidence I was doing everything in my power to make our reps successful. Andrew has added credibility to everything we are doing and brought the experience and acumen to achieve buy-in.

Denise Hayman

cro @ sonrai security

★★★★★

"An extended member of the team."

Early in 2022 I brought in a new sales team but I was worried whether, without any sales enablement, the sellers would be able to handle selling a complex product in a competitive market.Unstoppable did a fabulous job of translating our technical materials into sales-ready materials and training. I’ve been impressed with how Andrew leaned into our messaging, our differentiation, and how much he takes it on.

FEATURES

For teams. By teams

Learn the basics of the product

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Simple steps to use the process and apply it to your own business. No need to do extra work of hire new people:Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua.

Jane Doe - Biz Accountant

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