Reaching a CISO is hard. Keeping one on the line after your first sentence? Even harder.
Most SDR scripts collapse the moment a CISO pushes back.
“We already have a tool for that.”
“Not a priority right now.”
“Send it to our security team.”
End of call.
But a good script isn’t just about delivery, it’s about durability. It should survive the first objection, hold ground through the second, and still leave the door open for a next step.
Here’s how to build one that lasts.
Open with relevance, not resume
Skip the intro. No one cares that you’re “calling from a leading cybersecurity firm.” Start with something they actually think about.
Example:
“Noticed you rolled out hybrid AD over the last year. We’re seeing that’s creating new lateral movement paths [pause] curious if that’s already been tackled internally?”
You’re in their world now. Not yours.
Pre-handle the obvious objections
Every CISO says: “We already have a tool for that.” Your script should expect it.
Response:
“Totally, most teams do. This isn’t a rip-and-replace pitch. More of a ‘here’s what your existing stack might be missing’ conversation. Worth 10 minutes?”
You’re not denying. You’re differentiating.
Use their language
Don’t say “attack surface management” if they say “asset sprawl.” Mirror the terms they use. Pull from LinkedIn posts, conference panels, or prior customer calls.
Anchor in risk, not features
The CISO doesn’t care how many integrations you have. They care what risk you reduce.
Instead of:
“We have real-time detection.”
Try:
“One of our customers caught an outbound credential exfiltration attempt five minutes after it started, before the alert even hit their SIEM. That’s the gap we cover.”
Specifics win trust. Vague promises die fast.
End with a small ask
Not “let’s set up a full demo.” Try:
“Open to a 15-minute debrief on how others are hardening XYZ? If it’s a waste, I won’t chase you again.”
The bar is low. The posture is confident. The tone is peer, not vendor.
Great SDR scripts don’t win the meeting. They earn the second sentence. Build yours to survive real resistance—and earn real respect.
Leave a Reply