We took a deep dive into what it really takes to succeed in cybersecurity sales. We read countless articles and watched YouTube videos on the topic.
Some of the articles:
✔️ How to Break into Cyber Security Sales in 2025
✔️ How to Pivot into Cyber Sales
✔️ How to get into cybersecurity sales: steps for success
✔️ Essential Professional Skills for Cyber Security Sales Consultants
✔️ Cybersecurity Sales Jobs: 8 Skills to Help Sell Yourself as a Candidate
✔️ Top Skills Cybersecurity Sales Professionals Need in 2025
To our surprise, the winning formula wasn’t all that different from other fields: it’s about 80% strong, consistent consultative sales fundamentals and 20% subject-matter expertise.
What successful cybersecurity salespeople can offer?
The best cybersecurity salespeople are systematic outbound pros. They target carefully selected, top-quality prospects, communicate their value clearly, and run high-quality meetings where they deliver immediate value by sharing new perspectives.
Do you need a cybersecurity background?
Of course, having a cybersecurity background helps and you’ll naturally build that over time. Having a network in the industry can accelerate trust-building and occasionally open doors, which is especially valuable when entering new markets where trust levels need to be sky-high.
Outbound skills vs existing networks
If I had to choose between a top-notch outbound salesperson (with brains) from outside the cybersecurity industry and a seasoned cybersecurity expert stepping out of their comfort zone to do outbound, I’d choose the salesperson every time.
Bottom Line
At the end of the day: it’s 80% great sales skills, and 20% tech knowledge. It’s easier to teach cybersecurity to a high-level salesperson than it is to teach sales to a cybersecurity expert.
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