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Writer's pictureRobert Wood

The do's and don'ts of incorporating AI into cybersecurity sales

AI is all the rage right now.


You see it all over the internet, all over social media, in almost every single video you watch.


So you might have asked yourself, how might you incorporate it into your work? How could AI make you more effective at cybersecurity sales?


This article will break down the do's and don'ts of leveraging AI in cybersecurity sales.


The do's

Streamline your work

One of the biggest benefits we're seeing with the boom of AI tools is the ability to automate or streamline otherwise mundane, repeatable tasks. A few notable things come to mind for those who work in cybersecurity sales:

  • Summarize long blocks of text like PDFs or websites into easy-to-understand snippets

  • Meeting notes transcription tools

  • Zapier or process automation tools to tie different tools in your workflow together

Personalize your outreach

Use AI tools to help you come up with creative, yet personalized messages as part of your cold outreach or social media engagement. Depending on your approach, this might mean summarizing a LinkedIn profile, brainstorming ideas for creative comments, or lame yet funny jokes about a given security topic. There's a lot of depth that you can get into with research and personalization, exactly what we cover with the CISO Sales Accelerator and CISO Canvas.


Talk honestly about your solution

If your organization is building some kind of AI-related feature into its product, don't over hype it. While AI is grabbing a lot of headlines, you're going to be talking with people who are pretty deeply technical and have likely read a lot on this topic. If you over-hype what your organization is building to the point of truth stretching, you're at risk of getting called out which will be a huge trust destroyer.


The don'ts

Don't assume AI knows everything

This goes for your product feature that is based on AI or the integration of AI into your personal workflow. AI is not the end-all-be-all in terms of answers it might provide. Use it as a tool and fact check or customize whatever comes out of it accordingly.


Neglect data privacy

Be weary of submitting sensitive data into tools like ChatGPT or Bard. These tools will take whatever you submit and use it as part of future training. So if you were on a client or prospect call where a bunch of very sensitive details got shared under NDA, don't take that and upload it all to ChatGPT.


If you're looking for a deep-dive course on AI and security, you can check this out.


Offload the human touch

AI will provide some answers that will be good and some that will be junk, a lot will be somewhere in between. Don't copy and paste whatever comes out into your communications or proposals, it's likely not going to be nearly as good as you could do with your own personality, your own words. Use AI to get started if you're facing a little bit of blank page syndrome, but don't rely on it 100%.


Concluding thoughts

AI can really help you get better at your job, land more deals, connect more effectively, and so on. It's important, like any tool, to make sure you use it appropriately. One of the biggest things I hope you take away from this post are the things you should absolutely avoid around AI, these can be big time trust destroyers, which will hurt you in the long run.

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