The Sales Playbook for
Cyber Security Startups

Help your existing sales team be more efficient and effective by using best practices to clearly and consistently engage with cyber security leaders.

Consulting | Training | Coaching

Is this a little too close to the truth?

  • You are not being heard above the noise in the market

  • Your product explanations are not hitting home

  • Each seller describes what you do differently

  • Your new hires are not ramping fast enough

  • Too few opportunities get past the first call

  • Prospects don't get why you are different

  • Too many opportunities are stalling

A system for cyber security sales teams

BE CLEAR

  • Communicate better with security leaders

  • Security leaders "get it" ... fast

  • Hold discussions around business value

BE EFFECTIVE

  • Adopt best practices across the sales team

  • Have more valuable conversations

  • Maximize every sales conversation

GROW FASTER

  • Improve sales conversion rates

  • Get to a scalable sales model quicker

  • Grow sales with confidence with a repeatable model

  • Ramp new sales hires faster

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 cyber security selling experience and acumen to achieve buy-in.

SERVICE

Building blocks

of the sales playbooks for cyber security startups

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

Question handling

Identify the top questions and train the team on how best to handle them

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

Discovery framework

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

Get to know me

As the sales leader you are expected to deliver on the numbers even though everything changes. All the time. You are under-resourced but the expectations are high.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 sales teams adapt and adopt new messaging, skills, and approaches. They have transformed their results using the simple frameworks I have developed and fine-tuned over my career.Learn more through:

"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 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

★★★★★

PRICING

Packages for Every Stage

Get the pricing that's right for you and your team

ADVISORY

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

$3,000 / mo

Weekly advisory call

Text & email access

STRATEGIC ENABLEMENT

Done with you. For cyber security companies who want a predictable sales process even if they don't have all the foundations in place... yet.
starting at

$9,750 / mo

Strategic sales engagement consulting

Sales asset creation

Workshops, training, coaching

AE new hire "ramp fast" program

Ongoing optimization

FULL SERVICE GROWTH

Done with you. For cyber security companies who want a predictable AE & SDR sales process, maximize revenue growth and scale the sales team
starting at

$15,750 / mo

Strategic sales engagement consulting

Sales asset creation

Workshops, training, coaching

AE new hire "ramp fast" program

SDR new hire "ramp fast" program

Outbound sequence creation and optimization

Win / loss analysis incl customer interviews

Ongoing optimization

Dan Parelskin

vp sales @ axis security

★★★★★

"A new approach that got results."

In the summer of 2020 we were still super early stage and 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 cyber security prospects.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.

company

Unstoppable Dot Do LLC
Colorado, USA


© Copyright 2012 - 2022

SKO WORKSHOPS

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

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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Stats Screen

Simple steps to use the process and apply it to your own business. No need to do extra work of hire new people

  • Available for the team

  • Once in a lifetime

  • Operational ready

  • Screen Recording

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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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