Playbook for selling a "Cyber Security" solution to enterprises - Using AI Co-pilot

Learn how to leverage AI Co-pilot to identify strategic pain points, score target accounts, and drive hyper-personalized multi-channel outreach.

If you are selling to enterprises and have a sales-led motion, you would be hard hit by the growing number of Sales AI tools in the market promising a number of things…

- “We can give you all kinds of signals so that your reps never do cold outreach.”

- “Our AI solution can help you craft emails just like your sales reps do.”

- “Our AI SDRs will automatically reach out to all your prospects while your sales teams are focusing on warm conversations.”

- “Our AI solution will automatically analyze all internal and external intent signals and prioritize the leads according to their urgent interest in your solution category.”

But our fundamental questions about these pointers remain the same — questions we have been vocal about in all our "Future of Prospecting" newsletters:

• Can 100+ signals actually help your sales teams? Here is a link to our newsletter that answers this question.

• Can AI-generated emails truly make an impact? Will conversion rates improve? Here is a link to our newsletter that answers this question.

• Can an AI SDR successfully book a meeting and provide warm leads to my sales team (who are waiting for warm leads from AI SDRs)? Here is a link to our newsletter that answers this question.

• Can a list of prioritized accounts (based on intent signals such as G2 searches, white paper downloads, web searches, and hiring news) really help you book more meetings? Everyone has this data, and yet the noise is already prevalent. Here is a link to our newsletter that answers this question.

So exactly what do you need to book more meetings?

You need an “AI Copilot for Complex Enterprise Sales.” (Exactly Revenoid)

If you are selling a cybersecurity solution to mid-market and enterprise customers, here is what you need from a Sales AI Co-pilot (like Revenoid) to help you book more meetings:

1. Research Target Accounts:

- Identify strategic initiatives that are critical for each account.

- Pinpoint the pains associated with these initiatives and determine how your unique value proposition can solve them.

2. Gather Comprehensive Data:

- Conduct research using all available data sources, such as proprietary documents, public reports, news, social media, websites, announcements, technical reports, filings, etc.

3. Score Leads:

- Prioritize leads on a scale of 100 based on the recency and criticality of insights (weighted by keyword importance).

- For example, digital transformation-related pains may be critical for one company, while setting up data infrastructures is critical to you.

4. Enable Hyper-Personalized Outreach:

- Craft personalized emails, LinkedIn messages, and cold calls for high-priority prospects.

- Customize frameworks, insights, and communication styles based on your complex sales playbooks.

5. Implement Multi-Channel Outreach:

- Create outreach sequences across multiple channels to engage prospects effectively.

6. Integrate with Your Tech Stack:

- Connect the AI Co-pilot with your existing CRM, outreach tools, power dialers, etc.

This process offers real growth. It shows you which accounts are truly ready for a conversation. It also gives your SDRs and AEs the context they need to speak with authority.

While some tools promise perfection, the true win is a Co-pilot that blends deep research with human insight. That’s the AI Copilot (like Revenoid) your team needs to drive meetings and close deals faster.

Process Guide for “AI Copilot for Complex Enterprise Sales”

If you have experienced a special-purpose AI Copilot for complex enterprise sales like Revenoid, you know what I’m talking about.

If not, here’s a breakdown of the steps—and screenshots—of how it works:

1. Choose target companies.

2. Set the relevant keywords and context.

3. Get a priority list.

4. Identify strategic initiative-level pains.

5. Execute multi-channel outreach.

Setting Relevant Keywords and Context for Strategic Insights

Your AI Co-pilot (like Revenoid) must know you inside out. It needs details about your company, product, and sales story. This is key to pulling strategic insights that work.

AI needs full context to spot the right signals. It helps match your unique value with prospect needs.

Step-by-Step Setup:

• Step 1: Feed in Your Unique Company Details

  • Add your offering, history, and mission.

  • Include your sales narrative and key successes.

• Step 2: Enter Your Value Proposition

  • Clearly state what sets you apart.

  • Explain how your solution solves critical pains.

• Step 3: Define Essential Keywords

  • Use terms like “cyber attack,” “compliance breach,” “data leak,” and “legacy system vulnerability”. These words trigger insights from market data.

  • “Recent Data Breach”,

  • “Recent Cyber Security Breach”,

  • “Recently hired CISO”

  • “Recently hired IT Security Manager”

  • “Data breach in the industry”

  • “Cloud Infrastructure Initiatives”

  • “Uses AWS”

  • “Uses Google Cloud”

  • “Uses Microsoft Azure Cloud”

• Step 4: Customize for Your Industry and Persona

  • Adjust keywords based on target sectors.

  • For financial services, add “regulatory compliance” or “risk management.”

  • For healthcare, include “patient data security” or “HIPAA compliance.”

Tip:

- Set up a routine review. Update keywords as market trends change.

- The AI Co-pilot accuracy improves with regular tweaks.

Example:

If you sell cybersecurity to hospitals, Your AI Co-pilot (Revenoid) sees keywords like “data leak” and “HIPAA compliance.” With context from your value prop—protecting patient data—it flags hospitals with recent security incidents. Your team then reaches out with tailored messages and calls that gets the meetings.

By configuring your AI Co-pilot (Revenoid) well, you arm your sales team with targeted, actionable insights. It’s a blend of smart tech and your deep industry knowledge. This setup is your first step toward winning more enterprise deals.

Extracting Strategic Initiative level Pains mapped to your Offering and Value Prop

For every target account, AI Co-pilot (like Revenoid) will receive a list of insights and signals scored by relevance to prevent signal fatigue.

AI Co-pilot (like Revenoid) will display the strategic initiative-level pains of the target account, uniquely mapped to your core offering and value proposition.

These insights are obtained within 5-8 minutes using an AI-powered (Revenoid) contextual search that includes:

• An entire internet search across public reports, news, social media, websites, etc.

• Internal conversation, notes, and document search.

• Proprietary document search.

Here are some examples of “Strategic Initiatives level Pains” mapped to your offering:

Lattice AI

As Lattice continues to grow, evidenced by their $3 billion valuation, it's imperative that their cloud infrastructure scales securely. Your stack for cloud security can provide the necessary protection and efficiency as Lattice expands, ensuring that their people management platform remains secure and reliable for their wide range of industries. The rapid growth and significant valuation of Lattice highlight a strategic period where securing expanding cloud infrastructure becomes crucial. You can help in managing this aspect efficiently.

With Lattice's recent advancements in AI for performance management, the integration of robust cloud security can ensure the protection of sensitive employee data being analyzed and managed. Lattice introduced AI features aim at enhancing performance management and employee survey analysis. Given the sensitive nature of performance data, your cloud security solutions can provide real-time threat detection and remediation, ensuring that Lattice's AI-driven insights remain secure from potential breaches. Lattice's initiative to integrate AI throughout its platform suggests a growing accumulation of sensitive data analytics, which needs to be securely managed. Your product could be highly relevant to safeguard these AI features.

Cigna Healthcare

Cigna Healthcare is investing in digital-first orientation and data-led capabilities to improve clinical outcomes. Your stack for cloud security can provide Cigna with enhanced data protection, ensuring the security of their digital transformation initiatives. Investment in digital and data-led capabilities is mentioned as a key strategic initiative. Your product aligns with protecting these investments from multi-dimensional threats.

As Cigna Healthcare continues to foster its global health mission, reaching over 183 million customer relationships worldwide, the demand for securing customer data across international markets becomes paramount. Your automated cloud security solutions can support Cigna’s rapid growth by offering scalable and efficient protection for cloud-stored customer data, aligning with Cigna's international expansion and commitment to data security. Cigna's international reach and the large number of customer relationships underscore the critical need for robust cloud security measures as they scale. Your technology can help in managing the security aspects of Cigna's global operations, particularly as they relate to data protection and compliance in different regions.

HTC Global Services

HTC Global Services is actively engaged in digital transformation initiatives, particularly highlighted by their partnership with The Guthrie Clinic, focusing on IT infrastructure modernization and workplace digital transformation. You can offer advanced cloud computing and ERP solutions to further streamline and optimize these digital transformation efforts, enhancing operational efficiencies. HTC Global Services is significantly investing in digital transformation, as evident from their partnership with The Guthrie Clinic. Your cloud computing and ERP solutions can directly bolster these initiatives, making it a highly relevant and timely opportunity.

HTC Global Services is establishing a local IT service delivery center in Sayre, Pennsylvania, as part of their partnership with The Guthrie Clinic to enhance IT infrastructure and service delivery. Your managed IT services, including application support and hardware/network support, can help optimize and scale these operations, ensuring efficient and robust service delivery. HTC's initiative to set up a local IT service delivery center indicates a need for robust managed IT services. You can provide comprehensive support in application, hardware, and network management, aligning with HTC's operational goals and enhancing their service efficiency.

Prioritizing and Scoring Accounts

AI Co-pilot (like Revenoid) will prioritize your target account list based on the criticality, recency, and importance of each signal, as defined by your keywords.

Combining recency, overall importance, and contextual relevance, the accounts are scored on a scale of 100.

This allows you to focus on the top 30% to 40% of accounts that are most likely to engage when they see you've researched their critical business initiatives and are ready to offer a unique solution.

Here are some screenshots of “Account Scores” taken from Revenoid.

Crafting a Multi-Channel Outreach Strategy

You can craft hyper-personalized emails, LinkedIn messages, comments, and call scripts using AI Co-pilot (like Revenoid) through custom frameworks, insights, and communication styles tailored to your sales playbooks for different personas and industries.

With the help of AI Co-pilot (like Revenoid) You can also plan a multi-touchpoint sequence of LinkedIn messages, thoughtful comments, personalized call scripts, and emails to show that you have done sufficient research and have been following them to address the strategic initiative-level pains you can solve.

Example - Email Sequences

Example #1

Hey,

AI in performance management isn't pretty. Lattice's recent AI advancements for enhancing performance management and survey analysis are impressive.

This trend has shifted focus to securing sensitive employee data vs. just managing it.

Your competitors are driving this through robust cloud security integration, protecting AI-driven insights from breaches.

Our stack for cloud security can help:

- Detect risks across identities, infrastructure, and data

- Correlate factors to prioritize critical threats

- Provide visual investigation tools

- Automate remediation

Are you interested in discussing how this could support Lattice's $3 billion valuation and growth?

Example #2

Dear ,

I read about HTC Global Services' partnership with The Guthrie Clinic for IT infrastructure modernization. It's impressive how you're driving digital transformation in healthcare.

We specialize in cloud computing and ERP solutions that could complement your initiatives. Our expertise in these areas could help streamline operations and boost efficiency for your new IT service delivery center in Sayre, Pennsylvania.

Would you be open to a brief chat about how we might support your digital transformation efforts? I'd love to learn more about your goals and share how our solutions have helped similar organizations.

Looking forward to your thoughts.

Example - LinkedIn Engagement

Example #1

Hey,

I noticed Lattice's recent advancements in AI for performance management. Given the sensitive nature of employee data, I wondered if you're concerned about identity-related threats due to excess permissions or anomalous behavior from human and non-human identities?

I was curious if you were concerned about identity related threats - internal and external due to excess permissions, excess privileges, long-standing credentials, and anomalous behavior from human and non-human identities?

Are you open to a 15-min chat to learn more about us?

Example #2

Dear ,

I recently learned about HTC Global Services' impressive partnership with The Guthrie Clinic for IT infrastructure modernization. As you lead digital transformation initiatives, I believe our cloud computing and ERP solutions could complement your efforts, especially in optimizing your new IT service delivery center in Sayre, Pennsylvania.

Our expertise in managed IT services aligns perfectly with your operational goals. I'd love to explore how we can support HTC's mission of providing innovative technology services.

Would you be open to a brief conversation?

Example - Call Preparation Scripts

Example #1 - For Lattice

Curious Well-Informed Data-Driven Pointers:

Lattice recently introduced AI features for performance management and employee survey analysis, potentially increasing sensitive data security needs.

Lattice's $3 billion valuation and rapid growth suggest a critical period for securing expanding cloud infrastructure.

Lattice's mobile app for feedback and goal tracking introduces additional cloud security complexities.

Your AI stack for cloud security can provide full-stack protection against multi-dimensional threats to Lattice's sensitive employee data.

Your solution can potentially reduce Lattice's security response times by more than 3x and overall TCO by over 50%.

Observations and Ice breakers:

I noticed you have a Masters from Virginia Tech - did you ever spend time at the Drillfield?

Congratulations on your role as Senior Director of Information Security at Lattice - how are you finding the transition from your previous roles?

I see you're involved with High Meadows School as a board volunteer - how do you balance that with your professional responsibilities?

Example #2 - For HTC:

Curious Well-Informed Data-Driven Pointers:

HTC Global Services partnering with The Guthrie Clinic for IT infrastructure modernization and workplace digital transformation.

HTC recognized as leader in Data Engineering and Data Management, focusing on AI-driven strategies.

Establishing local IT service delivery center in Sayre, Pennsylvania to enhance IT infrastructure.

Your cloud computing and ERP solutions can streamline HTC's digital transformation efforts.

Your data analytics expertise aligns with HTC's focus on data-driven decision-making.

Observations and Ice breakers:

Sangy attended University of Michigan - ask about the annual 'water fight' tradition.

Mention The Diag as a nostalgic spot on campus for Michigan alumni.

Inquire about Sangy's experience with the Michigan Wolverines sports teams.

Actionable Checklist:

• Personalize emails using strategic initiatives level pains.

• Craft LinkedIn messages that reference key pain points.

• Develop call scripts with tailored questions and insights.

• Plan a multi-channel sequence and schedule each touch.

• Integrate all data into your CRM for review.

This multi-channel outreach leverages AI to connect with prospects in a smart, human way. It builds trust, shows expertise, and drives engagement. Use these steps to refine your outreach and close more deals.

Conclusion

Embracing an AI Copilot (like Revenoid) for complex enterprise sales can transform your cybersecurity outreach. By targeting the right accounts, leveraging AI insights, and executing hyper-personalized multi-channel campaigns, you can drive meaningful engagement and book more meetings.

This playbook has shown you how to align your ICP, fine-tune your messaging, and prioritize leads based on real-time strategic signals. As you integrate these proven tactics into your sales process, you'll not only overcome traditional cold outreach challenges but also gain a competitive edge in today’s fast-paced market.

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If you’re not a subscriber, here’s what you missed earlier:

1. Upgrade Your SDR and AE Skills to Use AI for Booking Meetings

2. Examples - Signals vs Strategic Initiatives level Pains

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