Who it's for
AEs, sales engineers, BDRs, and channel sellers carrying security / GRC solutions into enterprise, federal, and SLED accounts. No prior AI experience required.
Optional BuyerFluency Academy Elective.
Force Multiplier
AI for the Enterprise Security Seller.
An optional session — cybersecurity, risk & compliance solution sets · ~2 hours
Security sellers are outgunned on time. Research, discovery prep, business cases, RFPs, and follow-up eat the hours that should go to selling — and executives can tell when a seller shows up under-prepared. This hands-on breakout turns AI into disciplined selling leverage for cybersecurity, risk, and compliance deals. Sellers work a real target account through seven short modules and leave with finished artifacts — an account brief, discovery plan, business case, and RFP responses — plus a curated, copy-ready prompt library.
Format & measurement
~2 hours (scales 90 min to half-day). Live or virtual. Teach → prompt → apply to your account → share-back. Scored on a 7-competency rubric; a pass earns “AI-Fluent Seller” recognition.
Applied outcomes
What sellers walk away able to do
- Research accounts, executives, and regulatory or threat exposure in minutes, not hours.
- Design role-specific discovery for the CISO, CIO, CFO, and procurement.
- Turn technical capability into quantified risk-reduction and ROI narratives executives act on.
- Accelerate RFPs and security questionnaires mapped to NIST, CMMC, FedRAMP, and StateRAMP.
- Use AI securely — no client data in public models, everything verified — and make that discipline a proof point with security buyers.
Session agenda
Seven modules. One working account.
| Module | Title | Time |
|---|---|---|
| M0 | Guardrails first: using AI without leaking the deal | 15 min |
| M1 | Account intelligence & buyer research | 20 min |
| M2 | Discovery & qualification | 20 min |
| M3 | Value articulation & the business case | 25 min |
| M4 | RFP, RFI & security questionnaires | 20 min |
| M5 | Messaging & multithreading | 15 min |
| M6 | Deal review & next-step strategy | 15 min |
Why it belongs in a security-selling program
You're selling security, so you have to model it. Guardrails are the first module and a graded competency, not an afterthought.