Lionfish ELITE - 10-Hour Cyber Sales Certification Program

Lionfish ELITE

10-Hour Cyber Sales Certification Program

Master the art of cybersecurity sales through our intensive certification program. Transform into an ELITE Cyber Business Development Manager guided by the "By, With, and Through" philosophy.

10 Hours Total
5 Core Modules
Professional Certification

Program Overview

Mission Statement

To rapidly transform top-tier sales professionals into ELITE Lionfish Cyber Business Development Managers who embody the Guardian ethos and execute with strategic precision using the Miller Heiman methodology combined with cybersecurity domain expertise.

Program Philosophy

By, With, and Through

  • By: Communities and organizations taking action
  • With: Lionfish training, tools, and mentorship
  • Through: Shared mission to defend digital infrastructure

Key Outcomes

  • Master the complete Lionfish sales methodology and value proposition
  • Develop expertise in cybersecurity compliance and GRC solutions
  • Create a comprehensive 30/60/90-day business plan targeting $1M in sales
  • Achieve proficiency in FUSEY CRM and Miller Heiman frameworks
  • Earn professional certification as a Lionfish ELITE BDM
1

Foundation & Guardian Ethos

Duration: 2 Hours

Learning Objectives

  • • Internalize the Lionfish mission and "Guardian" identity
  • • Understand the "By, With, Through" operational philosophy
  • • Connect personally with the cybersecurity mission
  • • Master the compensation structure and professional standards

Core Content

The Jeremy Miller Story (30 min)

CEO founding narrative, military background, and vision for cybersecurity defense

Guardian Identity Formation (45 min)

Understanding the role as a cyber guardian, not just a salesperson

Compensation & Standards (30 min)

BDM compensation plan, professional expectations, and accountability framework

Mission Alignment (15 min)

Personal connection to the cybersecurity mission and values integration

Interactive Activities

  • Personal Mission Statement: Write individual mission connecting personal goals to Lionfish objectives
  • Guardian Oath: Ceremonial commitment to professional standards and ethical sales practices
  • Values Assessment: Self-evaluation against Lionfish core values

Assessment Methods

  • • Personal mission statement evaluation
  • • Verbal articulation of Lionfish story
  • • Professional standards agreement
  • • Values alignment quiz (15 questions)
2

Market Intelligence & Ideal Customer Profiles

Duration: 2 Hours

Learning Objectives

  • • Master the 7 key Lionfish ICPs and their pain points
  • • Understand Miller Heiman buying influences framework
  • • Identify economic buyers vs. technical buyers in cybersecurity
  • • Develop competitive positioning strategies

Primary ICPs

  • • Managed Service Providers (MSPs)
  • • Defense Industrial Base (DIB)
  • • Critical Infrastructure

Secondary ICPs

  • • Auto Dealerships & Finance
  • • Food & Agribusiness
  • • Local Government

Emerging Markets

  • • Higher Education
  • • Tech Startups
  • • Healthcare Organizations

Miller Heiman Buying Influences

Economic Buyer

Person with spending authority and budget control. Often CEO, CFO, or department head.

User Buyer

End users who will interact with the solution daily. IT staff, compliance officers.

Technical Buyer

Technical evaluators who screen solutions. CTO, CISO, or IT Director.

Coach

Internal advocate who provides guidance and insight into the buying process.

Practical Exercises

  • ICP Deep Dive: Choose one ICP and map their complete buyer journey
  • Buying Influence Mapping: Create org charts for target accounts
  • Pain Point Analysis: Identify top 3 pain points per ICP
  • Competitive Battle Cards: Build comparison against 3 competitors

Knowledge Check

  • • ICP identification quiz (20 questions)
  • • Buying influence role-play scenarios
  • • Competitive positioning presentation
  • • Account mapping exercise
3

Product Mastery & Value Proposition

Duration: 2 Hours

Learning Objectives

  • • Master the complete GRC Cyber Tackle Box™ platform
  • • Understand all five core Lionfish offerings
  • • Articulate value propositions for each service tier
  • • Connect product features to specific customer pain points

GRC Cyber Tackle Box™

Lionfish's flagship cloud-based platform integrating Governance, Risk, and Compliance management with training and enablement tools.

Essential

Basic GRC framework

Professional

Advanced compliance

Enterprise

Full-scale deployment

Guardian

Complete ecosystem

Custom Cyber Awareness Training

"Training That Rocks" - Engaging, music-based cybersecurity awareness

Certification Training

CompTIA & CMMC authorized training programs

Consulting Services

Strategic cybersecurity consulting and vCISO services

Talent Placement

Cyber Guardian Network connecting trained professionals

Value Proposition Framework

Problem Agitation

Cyber threats are increasing, compliance is mandatory, resources are limited

Solution Differentiation

Integrated platform + training + consulting in one ecosystem

Outcome Achievement

Compliance readiness, reduced risk, empowered workforce

Product Activities

  • Platform Demo: Hands-on exploration of GRC Tackle Box
  • ROI Calculator: Build business case for each tier
  • Feature Mapping: Connect features to ICP pain points
  • Elevator Pitch: 30-second value proposition per offering

Product Mastery Test

  • • Product knowledge quiz (25 questions)
  • • Value proposition presentation
  • • Feature-benefit matching exercise
  • • Competitive comparison chart
4

Sales Methodology & CRM Mastery

Duration: 2 Hours

Learning Objectives

  • • Master the Miller Heiman Strategic Selling methodology
  • • Achieve proficiency in FUSEY CRM system
  • • Understand the complete Lionfish sales process
  • • Execute Green Sheet and Blue Sheet planning

Miller Heiman Strategic Selling

Single Sales Objective

One clear, measurable goal per sales cycle

Buying Influences

Map all decision makers and their win-results

Response Modes

Growth, Trouble, Even Keel, Overconfident

Win-Results

Personal and business outcomes for each buyer

FUSEY CRM System

Lead Management

Capture, qualify, and nurture prospects

Opportunity Tracking

Stage progression and probability management

Activity Automation

Email sequences and follow-up workflows

Reporting & Analytics

Pipeline visibility and performance metrics

Lionfish Sales Process

1

Prospecting

ICP targeting

2

Qualification

BANT + Pain

3

Discovery

Needs analysis

4

Demonstration

Value proof

5

Proposal

Custom solution

6

Closing

Contract signature

CRM & Process Activities

  • FUSEY Navigation: Complete system walkthrough and setup
  • Green Sheet Creation: Build sales call plan for target account
  • Blue Sheet Analysis: Account strategy and competitive assessment
  • Pipeline Simulation: Manage 10 opportunities through full cycle

Methodology Assessment

  • • CRM proficiency test (navigation & data entry)
  • • Miller Heiman framework application
  • • Sales process role-play scenarios
  • • Green Sheet and Blue Sheet completion
5

Application & Business Planning

Duration: 2 Hours

Learning Objectives

  • • Create comprehensive 30/60/90-day business plan
  • • Develop $1M annual sales strategy
  • • Execute live prospecting and outreach
  • • Complete capstone project and certification

30/60/90-Day Planning Framework

30 Days: Foundation

  • • Complete system setup and training
  • • Build initial prospect list (500+ contacts)
  • • Launch first outreach campaigns
  • • Target: 20 meaningful conversations

60 Days: Momentum

  • • Refine ICP targeting and messaging
  • • Conduct 15+ discovery calls
  • • Deliver 8+ product demonstrations
  • • Build pipeline of 5+ qualified opportunities

90 Days: Results

  • • Close first 2-3 deals
  • • Achieve $50K+ in quarterly revenue
  • • Establish referral partnerships
  • • Optimize processes for scale

$1M Annual Strategy

Revenue Breakdown

MSP Partners (40%): $400K
Direct Enterprise (35%): $350K
Government/DIB (25%): $250K

Activity Metrics

Prospects contacted: 6,000
Discovery calls: 180
Demonstrations: 96
Proposals sent: 48
Deals closed: 24

Live Application Exercises

  • Prospecting Sprint: Identify and contact 10 qualified prospects
  • Discovery Call: Conduct live call with feedback
  • Business Plan Creation: Complete detailed 30/60/90 plan
  • Capstone Presentation: Present strategy to leadership

Final Certification Requirements

  • • Comprehensive final exam (50 questions)
  • • Business plan presentation (15 minutes)
  • • Live sales call demonstration
  • • Peer evaluation and self-assessment

Assessment & Certification Requirements

Knowledge Assessment

  • • Module quizzes (15 questions each)
  • • Comprehensive final exam (50 questions)
  • • Minimum 80% passing score required
  • • Multiple choice and scenario-based questions

Practical Application

  • • Live sales call demonstration
  • • CRM system proficiency test
  • • Green Sheet and Blue Sheet completion
  • • Objection handling role-play

Capstone Project

  • • 30/60/90-day business plan
  • • $1M annual sales strategy
  • • 15-minute presentation to leadership
  • • Peer review and feedback session

Certification Benefits

  • Official Lionfish ELITE BDM Certification
  • Digital badge for LinkedIn and email signatures
  • Access to exclusive Guardian Network
  • Ongoing professional development resources
  • Quarterly advanced training sessions
  • Performance-based compensation increases

Resources & Tools

Digital Resources

Student Workbook

Complete exercises and worksheets

PowerPoint Slides

All module presentations (16:9 format)

Video Library

Product demos and training videos

Mobile App

On-the-go learning and reference

Sales Tools

Email Templates

Prospecting and follow-up sequences

Call Scripts

Discovery and closing conversation guides

Objection Handling

Common objections and responses

ROI Calculators

Business case building tools

Program Schedule Options

Single-Day Intensive

Duration: 10 hours (8:00 AM - 6:00 PM)
Breaks: 4 breaks (15 min) + 1 lunch (60 min)
Format: In-person or virtual
Best for: Experienced sales professionals

Schedule:

  • 8:00-10:00 AM: Modules 1-2
  • 10:15 AM-12:15 PM: Module 3
  • 1:15-3:15 PM: Module 4
  • 3:30-5:30 PM: Module 5
  • 5:30-6:00 PM: Certification

Two-Day Program

Duration: 2 days × 5 hours each
Schedule: 9:00 AM - 2:00 PM daily
Format: In-person preferred
Best for: New to sales or cybersecurity

Day 1 Schedule:

  • 9:00-11:00 AM: Modules 1-2
  • 11:15 AM-1:00 PM: Module 3
  • 1:00-2:00 PM: Practice & Q&A

Day 2 Schedule:

  • 9:00-11:00 AM: Module 4
  • 11:15 AM-1:00 PM: Module 5
  • 1:00-2:00 PM: Certification

Ready to Become a Lionfish ELITE?

Pre-Program Requirements

  • Complete pre-assessment questionnaire
  • Submit initial 30/60/90-day draft plan
  • Define personal "win" and business goals
  • Install and configure FUSEY CRM access

Post-Certification Support

  • Access to Guardian Network community
  • Quarterly advanced training sessions
  • Monthly one-on-one coaching calls
  • Performance tracking and optimization

Join the ranks of ELITE Cyber Guardians defending the digital frontier

By, With, and Through - United in Mission, Excellence in Execution

Lionfish Cyber Security

Forging the Next Generation of Cyber Guardians