Is Your Company Ready for the Next Cyber Threat?

digital threat

Are You Prepared?

Security incidents are up 66% year-over-year since 2009. Despite this alarming statistic, 80% of CEOs report that they are confident in their company’s cybersecurity.

Cybercrime is on the rise.

Are you prepared? 

Cybersecurity expert Ray A. Rothrock shares the tactics used by hackers and then arms management with the tools to prevent these hacks in his new book Digital Resilience: Is Your Company Ready for the Next Cyber Threat?

 

76 percent of respondents to Cyberthreat Defense Report indicated that they were successfully compromised by a cyberattack.

 

Why Leaders Must Pay Attention

Ray, your book is compelling. It starts by scaring us beyond belief. For those who haven’t read your book yet, would you go ahead and scare our readers…

By the end of 2016, one category of cyberattack on business —ransomware infection– topped 4,000 instances per day. One publication, CSO, recently posted an estimate that cybercrime damage will hit $6 trillion by 2021 and, by 2022, the human attack surface, the potential victim pool, for cybercrime will reach 6 billion, which is 75 percent of the projected 2020 world population of 8 billion.

So, if you want to be scared, chew on the incontrovertible fact that you and your business are being attacked today, and you will be attacked tomorrow and the day after and the day after that. Obviously, you need excellent cybersecurity—firewalls, antivirus software, antimalware software, automatic downloading and installation of the latest security patches for all your software, and a workforce educated in basic digital hygiene. Yet the hard truth is that even the best cybersecurity will be penetrated. Some of those daily attacks will pierce your perimeter defenses.

Mediocre security will stop some attacks. Good security will stop more attacks. The best security will stop even more. But, whether mediocre or exceptional, all security will ultimately fail. You will be breached, and, if you depend on security alone, the effects of the next breach—the next inevitable breach—may be annoying or may put your business at great risk. This is why you need both excellent digital security and excellent digital resilience.  In short, you need to be prepared because you will be attacked.  Resilience starts with preparation.

 

“Resilience starts with preparation.” -Ray Rothrock

 

Shore Up Your Resilience

Selling to the C-Suite

In a previous post, I shared my opinions on selling to the top of an organization and why it isn’t always the best route to success.

There are obviously times when selling to the top is not only smart, but it’s required. Recently, I was asked about how to approach busy professionals with an idea, product, or service. If you are selling to senior executives, here are a few guidelines that may prove helpful.

 

“Stop selling. Start helping.” –Zig Ziglar

Be prepared.

As a sales leader, knowing your own company and your product is a requirement.  Take it a step further.  You need to know our company, too. When someone obviously hasn’t so much as looked at the company’s Web site, he has already lost credibility.  Don’t flaunt your advanced preparation, but work in ways you think we will benefit from a relationship.

It applies on the phone, too.  I can’t tell you how many people who finally do get me on the line are not prepared.  If you’re ready for the gatekeeper, but not the person you’re targeting, here’s a hint:  Don’t make the call.  Do your homework.

 

“Timid salesmen have skinny kids.” –Zig Ziglar

 

Be clear.

Don’t launch into a stream of acronyms or nonsensical statements.  No, I’m not meeting with you for an hour to learn to “drive efficiencies throughout the organization, maximizing ROI and improving profits.”  Really.  We do that every day, and we know the business and you don’t.  So, be clear on what the benefit is to the organization.  Don’t use complex language designed to impress.

 

“Every sale has 5 basic obstacles: no need, no money, no hurry, no desire, no trust.” –Zig Ziglar

 

Be crisp.

We’re all busy.  Don’t drag it out.  Most executives are incredibly busy and bottom-line oriented.  If you catch my attention, then you will have more leeway and time to make your case.