How to Talk So That They Will Listen: Selling Cybersecurity
May Brooks
BSides NYC 2024 · Day 1 · Entrepreneur
In "How to Talk So That They Will Listen: Selling Cybersecurity," May Brooks, a seasoned CISO turned entrepreneur and advisor, delivers a compelling exploration into the art and science of effectively selling cybersecurity solutions. Drawing from her extensive experience on both sides of the fence – as a CISO responsible for making critical purchasing decisions and as an entrepreneur navigating the vendor landscape – Brooks dissects the common pitfalls and successful strategies for engaging with cybersecurity leaders. The talk emphasizes that successful sales in this highly specialized and often skeptical field are less about the product's technical specifications alone, and more about building genuine **trust** and demonstrating profound **understanding** of the client's unique challenges.
AI review
May Brooks brings genuine dual-perspective credibility — CISO buyer and startup advisor — to a perennial pain point in the industry. The content is practical and honest, but it's a soft-skills talk at a technical conference, and nothing here will surprise anyone who's been in the room for these conversations before.