Sales Bluebird for cyber security sales teams & sales leaders: Recent Episodes
Andrew Monaghan
For salespeople and sales leaders at cybersecurity startups and companies about how to get better at your craft as a B2B cyber security seller and VP Sales / CRO. Includes SaaS sales and software sales. Actionable. Impactful. Sales tips. Sales ideas. Sales for startups. Cyber security sales.
Patrick Dillon, three months into the CRO seat at Nudge Security, joins Andrew to talk about what "AI-first" actually means when everyone at RSA has slapped AI on the booth. The conversation runs from product (AI-native vs. bolted-on, and the shadow AI hiding inside companies) to the go-to-market side: how he's rebuilding the team around technology, process, and people, in that order, and who he'll hire to run it.
In this episode:
- Why companies without a deep AI strategy could be "zombie companies" that don't know it yet
- The difference between AI-native, AI-first, and just connecting an LLM to your old stack
- How one prospect thought they ran 2,000 apps and actually ran 5,300
- Why the buyers now include CFOs, compliance, and corporate counsel, not just security
- Flipping "people, process, technology" to "technology, process, people" for an AI-first GTM
- Why AI replaces reps who won't use AI, not salespeople as a whole
- How Patrick screens candidates for want-to, including whether they used AI to prep for the interview
- Why buyers now demand in one to three months what used to be a twelve-month roadmap promise
About the guest:
Patrick Dillon is CRO at Nudge Security. He and Andrew first spoke on the podcast at RSA 2025, when Patrick was launching a channel program at Airlock. Nudge closed its Series A last November.
Notable quotes:
"You can't secure, you can't govern what you can't see."
"The call is literally coming from inside your house."
"It's not a skill thing or an age thing. It's really a want-to thing."
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Emily Matthews, founder and principal of NOLA Marketing, partnered with the Ponemon Institute to ask CISOs directly how vendor marketing influences their buying decisions. The resulting State of Cybersecurity Marketing Influence Report 2026 holds some surprises: webinars beat CISO dinners, hands-on workshops build the peer references buyers trust most, and the first visitor to your website is increasingly a machine.
In this episode:
- The top two CISO complaints about cyber marketing: it differs from product reality, and it's too high-level. Emily's fix starts with coffee-walk conversations with your engineers.
- Why 44% of security leaders ranked webinars the most valuable event format, while peer roundtables and CISO dinners came last.
- Why hands-on workshops should always be free: "You should be paying them, not them paying you."
- How workshops become "investments in peer influence," the #1 credibility source in the research.
- The shift to answer engines: Bain's 80% zero-click prediction and how to make your website a better "buffet for LLMs."
- Emily's case study method: start with your selling points, validate them in the customer's voice, and pack the piece with reusable quotes.
- Why buyers rely on analysts less than they used to, and what fills the gap for the ~3,700 vendors outside the magic quadrants.
- Her advice for marketers coming from outside tech: keep asking why. "Fast is not an answer."
About the guest: Emily Matthews is the founder and principal of NOLA Marketing. A history and English major who started in mainframe system software, she has spent her career in technical product marketing and previously worked with the Ponemon Institute on the original Cost of a Data Breach report.
Notable quotes:
- "You should be paying them, not them paying you."
- "If it sounds like BS to us, it's probably going to smell bad to them too."
- "If you make up a case study, it sounds made up. Interview someone. Because it's real, it comes across."
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you struggling to capture the attention of Chief Information Security Officers (CISOs) in a saturated cybersecurity market? Join us in this enlightening episode of The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams, where we unpack the secrets to effective cyber security sales strategies that can elevate your approach and drive revenue growth.
Host Andrew Monaghan sits down with Chris Camacho, co-founder and COO of Abstract Security, who brings a wealth of experience from his previous roles as a buyer at financial services companies. Chris shares invaluable insights into the shifting dynamics of selling cybersecurity solutions, particularly to Fortune 500 companies. He emphasizes the critical need for cyber sales teams to either reduce current spending or replace existing vendors to gain traction, making a strong first impression that resonates with decision-makers.
This episode dives deep into Chris's unique journey from being a buyer of cybersecurity products to becoming a builder and seller, offering listeners a rare perspective on what works and what doesn’t in the realm of cyber security sales. With around 3,900 vendors vying for attention in the cybersecurity space, standing out is no easy feat. Chris discusses the challenges of differentiation and the evolving role of AI in both sales and product development, providing actionable insights that can help your team navigate these complexities.
Building and maintaining relationships is key in the cybersecurity landscape, and Chris stresses the importance of leveraging networks effectively to understand clients' specific needs. By creating tailored solutions that demonstrate clear ROI, sales teams can not only meet but exceed client expectations. Listeners will walk away with practical takeaways on sales onboarding, sales coaching, and metrics that matter in insurance, all aimed at accelerating growth in a rapidly changing environment.
This episode is packed with cybersecurity marketing insights and go to market strategies for anyone involved in cyber security sales. Whether you're part of a startup or an established company, the lessons shared here will empower you to grow sales and enhance team management capabilities. Tune in to The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams and discover how to navigate team challenges while building trust and scaling sales teams effectively. Don’t miss out on this opportunity to get better at marketing and drive predictable revenue growth!
About the guest: Chris Camacho spent around ten years on the buy side in financial services, an early adopter of vendors like Crowdstrike and Flashpoint, before crossing over to build and sell security products. He is co-founder and COO of Abstract.
Chapters:
- 00:51 — Crossing from the buy side to the "dark side"
- 02:55 — Why he bought CrowdStrike and Flashpoint early
- 11:45 — A market with thousands of vendors, and the spend arms race
- 15:33 — Three ways to fill a regional CISO event
- 18:23 — Relationships, Ninja Jobs, and meeting his co-founder
- 22:20 — What he interviews for (and what he doesn't)
- 26:22 — When an AI lab lands in your category
- 29:59 — What CISOs are telling him about AI
- 32:22 — Reduce or replace: the way in now
- 34:17 — AI for sellers, and his 17-year-old BDR
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Most people think revenue leadership begins after product-market fit. Rob Witmer joined Onyx Security before there was a finished product, before the company emerged from stealth, and before the market fully understood the problem they were solving.
In this episode, Rob shares what revenue leadership looks like when you're employee number 11 and the first go-to-market hire. We unpack how he approached the first 30, 60, and 90 days, why experienced sales leaders can create leverage long before a company reaches its first million dollars in revenue, and how close alignment between product and go-to-market execution accelerated Onyx's growth.
Rob explains how the team validated market demand for AI-agent security, how they handled customer objections when the category was still emerging, and why transparency became a competitive advantage when selling as an early-stage company. He also shares the characteristics he looks for when hiring early-stage sellers, why recruiting is one of the most important responsibilities in revenue leadership, and how speed and low-friction execution became core principles inside Onyx.
The conversation also explores the realities of scaling a cybersecurity company in a rapidly changing market, the influence of Israeli startup culture on execution speed, and why outcomes matter more than features when communicating value to customers.
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
About the guest: Rob Witmer is in his 26th year in software, roughly 20 of them as an individual contributor before moving into leadership. He was Onyx Security's first go-to-market hire, joining as employee 11 while the company was still in stealth.
Notable quotes:
- "I was the first BDR, the first sales rep, the first operations guy, I was the first product manager."
- "Microsoft did more for AI agents than anyone else out there."
- "We want to be known as the easiest company to do business with."
Chapters (approx.):
- 00:00 — Joining Onyx as employee 11
- 03:31 — Why early CISO reactions were humbling
- 07:07 — How Microsoft flipped the agent market
- 16:33 — Why hire an experienced sales leader this early
- 22:44 — The three traits to look for
- 28:49 — Differentiating in the noisiest market
- 35:14 — Tim Youngblood and the people process
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you facing the challenge of breaking into a new vertical with no prior experience? Wondering how to accelerate credibility and revenue in unfamiliar markets? Curious about how effective networking can create exponential sales opportunities in cybersecurity? This episode tackles these questions by unpacking hands-on strategies for rapid market entry and leveraging the power of the network effect.
In this conversation we discuss
👉 Navigating and mapping new industry ecosystems for accelerated sales growth
👉 Transforming small initial deals into major multi-account wins through strategic networking
👉 Building authentic, mutually beneficial reference and networking strategies that drive brand advocacy
About our guest
Jarrett Benavidez is the SVP of North America Sales at Lumu Technologies, a veteran in cyber sales since 1999. With leadership experience at Trustwave, BeyondTrust, and CloudKnox, Jarrett specializes in opening new markets and building high-impact sales teams.
Summary
The conversation focused on how a deliberate ecosystem approach, purposeful networking, and delivering real value can help sales teams break into new markets and unlock significant revenue growth. Tune in for actionable insights and proven tactics from a cybersecurity sales leader—listen now to learn how you can successfully accelerate your go-to-market efforts.
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are your discovery calls turning into data dumps that stall deals instead of moving them forward? Frustrated by sales cycles that take forever to close, or feel like discounting is your only lever at the finish line? Looking for actionable strategies to help your team become both faster and more effective in closing cybersecurity deals? This episode brings you proven frameworks from a leader who faced (and fixed) these very challenges.
In this conversation we discuss
👉 Compressing lengthy sales cycles by restructuring discovery approaches
👉 Motivating and aligning sales teams for aggressive growth
👉 Leveraging AI and tools to enhance call coaching, follow-ups, and pipeline management
About our guest
John Chiappetta is the Chief Revenue Officer (CRO) at Xona, having joined as Head of North America Sales before recently earning his promotion. With firsthand experience scaling OT at cybersecurity startups, he brings insights into transforming sales effectiveness and team performance.
Summary
Listen in as John shares how he shortened discovery calls for better engagement, eliminated discounting as the only closing tool, and led his sales team to significant growth. If you want to transform your cyber sales results, this episode is packed with actionable takeaways—tune in now!
Connect with John on LinkedIn, learn more about Zona Systems, or book a meeting with Andrew Monaghan to accelerate your sales success.
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Ever feel like your cybersecurity marketing just isn’t landing with CISOs? Wondering why, despite tons of spending, cybercrime is still on the rise? Or maybe you’re looking for real ways to build trust and stand out in a crowded, AI-fueled marketplace? This episode dives straight into those questions, with honest takes and actionable ideas you can start using today.
In this conversation we discuss:
👉 How fast-changing tech, and especially AI, is making go-to-market harder and more complex
👉 Why the cybersecurity industry keeps repeating old mistakes and what actually needs to change
👉 Tips for standing out, building trust, and having real conversations with skeptical buyers
About our guest
Karl Van den Bergh is the CMO at Illumio, with previous CMO gigs at Gigamon and DataStax. He’s got a super varied background (not your standard career marketer) and brings a fresh, global perspective to tackling tough industry challenges. And he is also the 2024 Cybersecurity Marketer of the Year!
Summary
You’ll hear why Karl Van den Bergh believes “cyber is broken,” what back-to-basics marketing really looks like, and how authenticity can cut through the noise and spark real sales conversations. Give this episode a listen—you’ll walk away with new ideas you can use right away!
Links & Resources:
- Karl Van den Bergh on LinkedIn
- Illumio website
- Book a 30-minute chat with Andrew Monaghan
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you struggling to sell the “unsellable” in cybersecurity? Wondering how to create or lead a brand-new product category? Curious about how to maintain a winning sales culture and scale your team when you’re growing fast? This episode offers actionable insights for sales and marketing leaders looking to accelerate growth and navigate the changing cybersecurity landscape.
In this conversation we discuss:
👉 Building market category leadership: how Island tackled the challenge of selling a paid enterprise browser against established free products
👉 Evolving sales hiring strategies to fit different growth phases, including missionary selling and scaling to larger deals
👉 Establishing strong company culture and early investments to drive sustained success even during rapid expansion
About our guest:
Eric Appel is the Chief Revenue Officer (CRO) at Island, the enterprise browser company. With 25 years of cybersecurity sales and leadership experience, Eric has overseen Island’s growth from stealth mode to 900+ customers in just a few years. He previously held leadership roles at companies like Yahoo and McAfee.
Summary:
Tune in as Eric Appel shares lessons in creating category-defining success, hiring for high-growth sales teams, and ensuring an unbeatable company culture. This episode is packed with real-world examples and strategies to inspire your next go-to-market move. Don’t miss this milestone conversation—listen now!
Connect with Eric Appel on LinkedIn, explore Island at island.io, and book a 30-minute meeting with Andrew Monaghan.
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you struggling to navigate strategic partnerships with hyperscalers like AWS? Wondering when and how to build your company's platform story to stand out in a crowded cyber market? Curious about the real value of industry relationships and communities for sales growth? This episode tackles these challenges head-on, drawing insights from a leader who's been at the heart of cybersecurity’s evolving ecosystem.
In this conversation we discuss:
👉 Lessons on building and resourcing valuable hyperscaler relationships—forging two-way partnerships with AWS and more
👉 Balancing feature innovation versus platform strategy, and when to make each move as a go-to-market leader
👉 How to prioritize industry partnerships, tech alliances, and communities for short- and long-term sales success
About our guest
Anna Sarnek recently joined Terra Security after leading cybersecurity startup business development at AWS. Her expertise spans building partnerships with strategic investors, founders, and hyperscalers, giving her a panoramic view of what drives repeatable growth in the sector.
Summary
Dive into Anna’s firsthand insights as she unpacks partnership roadmaps, product positioning strategies, and the power of authentic tech alliances to accelerate cybersecurity sales. If you’re a marketing or sales leader aiming to grow pipeline, close deals, and future-proof your go-to-market strategy, don’t miss this episode—tune in now!
Links and Resources
- Connect with Anna Sarnek on LinkedIn
- Visit Terra Security
- Book a 30-minute meeting with the host
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you struggling to make your cybersecurity startup's message stand out in a crowded market? Ever wondered how to get analysts like Gartner to notice your company before hitting $20M ARR? Do you face challenges aligning sales and marketing to target multiple buyer personas effectively? This episode dives deep into these critical issues, offering strategies and actionable insights tailored for cybersecurity sales and marketing leaders.
In this conversation we discuss:
👉 Creating a new cybersecurity category by building real relationships with analysts
👉 Aligning marketing and sales teams for consistent messaging and go-to-market success
👉 Navigating and engaging with multiple buyer personas within large organizations
About our guest:
Dan Lowden is the Chief Marketing Officer at BLACKBIRD.AI, a pioneer in narrative intelligence and protection against narrative attacks, disinformation, and deepfakes. With a track record of 12 startups, Dan brings vast experience in launching, marketing, and growing innovative cybersecurity companies by defining new market segments and partnering closely with both industry analysts and sales teams.
Summary:
Learn how to break away from rail-thin differentiation, earn industry analyst credibility, and align your entire go-to-market team, even when selling to vastly different personas. Dan’s experience and tactical advice will help you grow revenue faster in a competitive landscape. Don’t miss this episode. Tune in now for practical strategies you can apply immediately!
Connect with Dan and more:
- Dan Lowden on LinkedIn
- Blackbird.AI Company Website
- Book a 30-minute meeting with Andrew Monaghan
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you finding it hard to build a united sales culture as your cybersecurity startup scales? Struggling to keep urgency and momentum going in long, complex enterprise deals? Wondering how top teams navigate hiring, collaboration, and multi-threaded sales cycles, especially as new technologies and markets emerge? This episode of the Cybersecurity Go-To-Market Podcast delivers actionable insights to help sales and marketing leaders create stronger, more effective teams while driving revenue growth.
In this conversation we discuss:
👉 Building and maintaining a “one team” culture from early-stage startup to rapid scale
👉 Effective hiring and team formation for high-performance cybersecurity sales organizations
👉 How to create urgency, maintain momentum, and drive next steps, especially during drawn-out enterprise sales cycles
About our guest
Josh Kriss is an experienced cybersecurity sales leader, now helping shape go-to-market strategy and culture at Geordie, a fast-growing AI security startup. With a track record at Darktrace and hands-on experience scaling from founding team to rapid growth, Josh brings practical advice for building high-performing teams that sell complex technology into demanding enterprises.
Summary
If you’re looking for hands-on strategies to elevate your team’s culture, drive collaboration, and overcome sales inertia, this episode is for you. Learn how to hire for “one team” mindset, spot hidden deal blockers, and apply leadership lessons from fast-growing cybersecurity innovators. Listen now for powerful tips you can put into practice right away!
Connect & resources:
- Josh Kriss on LinkedIn
- Geordie website
- Book a meeting with Andrew Monaghan
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you struggling to stand out in the crowded cybersecurity marketplace? Wondering how to build unique marketing or sales assets without a dedicated engineering team? Curious how other leaders are leveraging AI-driven “vibe coding” to create real value, not gimmicks? This episode is packed with proven, creative ways cybersecurity sales and marketing pros are innovating faster than ever.
In this conversation we discuss:
👉 How “vibe coding” tears down traditional barriers to building tools and experiences for buyers. No developer background required
👉 Real-world examples of internal and external tools that drive sales and engagement, from pricing calculators to viral, satirical content sites
👉 The practical steps, mindsets, and pitfalls for teams who want to experiment and win more attention in their market
About our guest:
Joseph Barringhaus is the VP of Marketing at Maze, a high-impact leader in the cybersecurity world. Known for his high-energy approach and relentless creativity, Joseph specializes in hands-on marketing innovation.
Summary:
Tune in as Joseph Barringhaus shares his team’s journey in bringing “vibe coding” from experiment to game-changing practice. Learn how to build powerful marketing and sales assets, get buy-in for creative risks, and inspire your organization to try new things. Listen now and spark your own ideas for RSA or your next big campaign!
Links:
- Connect with Joseph Barringhaus on LinkedIn
- Learn more about Maze
- Book a 30-minute strategy call with Andrew Monaghan
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you struggling to build a channel sales program that actually produces meaningful revenue? Wondering why bigger isn't always better when choosing channel partners? Frustrated by the constant pressure to sign as many partners as possible, only to see limited results? This episode dives deep into the strategic and tactical mistakes cybersecurity startups make with channel go-to-market, and reveals how to build a scalable, effective partner ecosystem.
In this conversation we discuss:
- 👉 Why focusing on a few right-sized, ICP-aligned partners beats boiling the ocean with major national VARs
- 👉 How to design a lean, high-impact starter partner program, and the must-have elements for early success
- 👉 Common pitfalls: from partner economics to mindshare, and creative ways to drive mutual traction
About our guest:
This episode features Konnor Andersen, Vice President and Head of Global Go-To-Market at Acuvity, who has successfully built cybersecurity channel sales programs from scratch three times across network, email, identity, and AI security segments.
Summary:
Join Andrew Monaghan as he interviews Konnor Andersen to uncover actionable strategies for cybersecurity sales and marketing teams looking to accelerate their channel-driven growth. If you want practical advice, real-world examples, and creative tactics to boost your channel program, this episode is a must-listen!
Connect with our guest and resources:
- Konnor Andersen on LinkedIn
- Acuity (Company Website)
- Book time with Andrew Monaghan
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you navigating the challenge of landing enterprise deals before you even have market traction? Wondering how to build pipeline without SDRs and endless cold emails? Curious if targeting Fortune 500 clients from day one is smart, or suicidal? This episode dives into a truly unconventional path to cybersecurity startup success that defies industry norms.
In this conversation we discuss:
👉 Incubating a cybersecurity startup inside KPMG and the unique advantages (and hurdles) it brought
👉 Strategies for securing lighthouse enterprise customers and building trust-driven communities
👉 Lessons on managing founder-led sales, lean teams, and prioritizing scalable product development
About our guest:
Felix Knoll is the Co-Founder, COO, and CRO of Cranium, which was spun out from KPMG’s incubator. Felix blended enterprise sales expertise with startup agility to pioneer a new category in AI governance.
Summary:
This episode reveals how Cranium went from a consulting giant’s incubator to closing six-figure deals with leading global banks by leveraging relationships, rapid product pivots, and building industry "Trust Hubs." If you're ready to rethink your go-to-market playbook for faster growth and better enterprise engagement, tune in now!
Links:
Connect with Felix Knoll on LinkedIn.
Learn more about Cranium at their website.
Book a 30-minute meeting with host Andrew Monaghan here.
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you a sales or marketing leader at a cybersecurity company trying to accelerate your growth but hitting roadblocks with your ICP, pipeline generation, or scalability? Ever wondered how moving from a big company to a startup changes your playbook, and career mindset? Are you struggling to get your team focused on the right opportunities versus burning out on dead-end deals? This episode holds actionable insights for you.
In this conversation we discuss:
👉 Making the leap from a big company to a startup and building a sales function from scratch
👉 Practical, low-tech strategies for early pipeline generation and deal qualification in stealth mode
👉 How to identify, test, and rally the whole company behind your change in Ideal Customer Profile (ICP)
About our guest:
Kevin Bayly is the VP of Sales at Material Security. He transitioned from a successful career at Okta to become the first non-engineering hires at Material Security, where he helped shape and scale the go-to-market organization from the ground up.
Summary:
Tune in to hear Kevin Bayly share real-world tactics for pipeline generation, lessons from early-stage startup hustle, and the transformative power of rigorous ICP focus. Discover how Material Security achieved 80% meeting-to-opportunity conversion and reshaped its strategy to drive sustainable growth. Don’t miss practical advice you can apply to your sales motion right now—listen to the full episode!
Links:
- Connect with Kevin Bayly on LinkedIn
- Material Security website
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you struggling to transition from founder-led sales to a scalable sales-led model in your cybersecurity startup? Wondering if hiring a team of reps is really the fastest way to drive growth, or if there’s a better approach? Curious how senior sales leadership involvement early on might speed up your journey to true product-market fit? If so, this episode is packed with insights for you.
In this conversation, we discuss:
👉 Why early-stage sales are all about precision and defining your ideal customer profile (ICP)
👉 How bringing on an experienced founding CRO can optimize growth and quicken feedback loops
👉 The impact of thoughtful, targeted marketing and third-party attestation in launching into new or mature markets
About our guest
Abigail Maines is a seasoned cybersecurity sales leader, former CRO at Hidden Layer, and current Go-To-Market Advisor at YL Ventures. She’s worked with industry innovators at companies like Cylance and Checkpoint, and is the co-founder of FIERCE, an advocacy group focused on empowering women in tech and sales.
Summary
Tune in for Abigail’s contrarian approach to building an early-stage sales team—why precision trumps volume, and how the right sales leader can supercharge your trajectory. If you’re ready to rethink your sales strategy and learn actionable tactics from someone currently advising top cybersecurity founders, don’t miss this episode!
Connect & Learn More:
- Abigail Maines on LinkedIn
- YL Ventures
- Book a 30-Minute Meeting with Andrew Monaghan
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you tired of sales negotiations feeling like a hostile game of poker against procurement pros who seem to hold all the cards? Wondering if there’s a way to maintain your deal’s value without relying on outdated, adversarial tactics? Struggling with year-end deals where buyers expect last-minute discounts and you’re anxious about giving away too much? This episode is for cybersecurity sales and marketing leaders seeking a transparent, effective, and less stressful way to close deals.
In this conversation, we discuss:
👉 Why traditional and commonly taught sales negotiation techniques no longer fit today’s buyer-seller dynamic
👉 Todd Caponi’s “Four Levers Negotiating” framework to build trust and keep more margin
👉 Practical, actionable ways to position pricing and negotiations, especially at year-end, so both parties win
About our guest:
Todd Caponi is a multiple-time sales executive and author with experience leading revenue organizations through two successful exits. He now advises, teaches, and speaks to sales teams about transparency and behavioral science in negotiation. Todd’s upcoming book, "Four Levers Negotiating," outlines a straightforward approach that’s transforming how sales teams manage deal-making conversations.
Summary:
Listen in as Andrew Monaghan and Todd Caponi unpack how cybersecurity sellers can escape the cycle of adversarial negotiations by embracing a transparent, lever-based approach. Discover how to reframe value conversations, negotiate with confidence, and earn buyer trust—so you close deals faster with less discounting. Tune in and rethink your negotiation mindset!
Connect with Todd Caponi on LinkedIn and visit toddcaponi.com.
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you struggling to scale your cybersecurity sales team without ramping up headcount or getting drowned in technical complexity? Wondering if AI can really move the needle for high-value, complex sales cycles? Curious how leading founders are reimagining go-to-market operations to win in today’s fast-paced, AI-driven environment? This episode of the Cybersecurity Go-To-Market Podcast dives right into these pressing questions.
In this conversation we discuss:
👉 The ground-breaking approach of building a $30m ARR SaaS company with only 3 founders and a suite of AI agents and no additional employees.
👉 How AI-driven agentic workflows can help sales teams focus on high-value tasks, remove technical complexity, and iterate at the speed of thought.
👉 Practical strategies for cybersecurity companies to integrate AI into their GTM motion, while building trust and adapting to their unique sales cycles and ACVs.
About our guest:
Amos Bar-Joseph is the co-founder of Swan, an innovative SaaS platform that enables human-AI co-selling at scale. Drawing from two previous B2B startup journeys, Amos is on a mission to rewrite the go-to-market playbook, making businesses radically more efficient by scaling intelligence, not headcount.
Summary
If you want to understand how AI agents can help you work smarter, not harder, and what it would take to scale your cybersecurity sales function without more bodies, you can’t miss this episode. Tune in to discover actionable insights from founders who are paving the way with new GTM models that are designed for speed, adaptability, and intelligent automation. Listen now!
Links & Resources
- Connect with Amos Bar-Joseph on LinkedIn
- Learn more about Swan
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you grappling with when, and who, to hire as your first sales leader in your cybersecurity startup? Wondering why sales leadership churn is so high, or if founders should keep selling longer? If you’ve debated hiring account executives versus a VP of Sales, and wrestled with investor pressure on scaling your sales team, this episode is for you.
In this conversation, we discuss:
👉 The crucial distinction between sellers and sales leaders at different company stages
👉 Why timing, founder credibility, and expectations can make or break your first sales hire
👉 The importance of trust and alignment at the C-suite level for long-term go-to-market success
About our guest:
Eyal Worthalter, a multi-time cybersecurity sales leader, shares hard-won lessons from the frontline; including insights from his widely-read article on why most first VP of Sales hires fail. He’s contributed to Ross Haliliuk’s Venture In Security blog and works closely with founders and sales teams to help improve their approach to building go-to-market strategy.
Summary:
Listen in as Eyal Worthalter and Andrew Monaghan dig into the messy reality behind hiring the first sales leader, founder-led selling, investor pressure, and practical frameworks for scaling sales teams. If you want to avoid costly mistakes and build your sales org the right way, this episode will challenge your assumptions—don’t miss it!
Connect and Learn More:
Find Eyal Worthalter on LinkedIn.
Ready to discuss your own sales challenges? Book time with Andrew Monaghan for a strategy session.
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you struggling to differentiate your cybersecurity startup in a crowded market? Wondering how to build trust with buyers who have been burned by legacy DLP solutions? Debating whether to invest in brand early or focus on lead generation? In this episode, we dig into these challenges and explore how fresh thinking in DLP and brand strategy can accelerate growth for cybersecurity vendors.
In this conversation we discuss:
👉 How legacy DLP lost trust—and how modern approaches are rebuilding it
👉 Why brand investment from day one matters for early-stage cybersecurity companies
👉 The marketing journey from technical differentiation to emotional resonance with buyers
About our guest:
Jimmy Tsang is the Chief Marketing Officer at MIND, bringing years of cybersecurity and marketing leadership experience, including innovative roles at IBM Security and high-growth startups. He has helped launch and scale multiple cybersecurity brands, always at the intersection of technology, trust, and storytelling.
Summary
Listen in as Andrew Monaghan and Jimmy Tsang unpack the evolution of DLP, the critical role of branding for startups, and how messaging can shift buyer perceptions. If you want actionable insights to grow your sales and stand out in today's noisy market, this episode is a must!
Connect and Learn More:
- Jimmy Tsang on LinkedIn
- MIND Company Website
- Book time with Andrew Monaghan
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
The DataTribe Challenge is the headline event in the afternoon at Cyber Innovation Day 2025, where five exceptional startups will take the stage after weeks of hands-on coaching.
This is a short showcase episode featuring Evercoast and their Co-Founder and CEO Ben Nunez.
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
The DataTribe Challenge is the headline event in the afternoon at Cyber Innovation Day 2025, where five exceptional startups will take the stage after weeks of hands-on coaching.
This is a short showcase episode featuring Cytadel and their Founder and CEO Manit Sahib.
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
The DataTribe Challenge is the headline event in the afternoon at Cyber Innovation Day 2025, where five exceptional startups will take the stage after weeks of hands-on coaching.
This is a short showcase episode featuring Ackuity.ai and their Co-Founder and CEO Rajat Mohanty.
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
The DataTribe Challenge is the headline event in the afternoon at Cyber Innovation Day 2025, where five exceptional startups will take the stage after weeks of hands-on coaching.
This is a short showcase episode featuring Starseer and their Co-Founder and CEO Tim Schulz.
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
The DataTribe Challenge is the headline event in the afternoon at Cyber Innovation Day 2025, where five exceptional startups will take the stage after weeks of hands-on coaching.
This is a short showcase episode featuring Tensor Machines and their Co-Founder and CEO Muneeb Rasool.
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you struggling to generate enough top-of-funnel opportunities in today’s noisy cybersecurity sales landscape? Are your deals getting stuck or taking forever to close, despite your best efforts? Have you tapped into the real power of your customer advocates—not just for references late in the sales cycle, but to accelerate pipeline growth from the very top? If these challenges sound familiar, this episode will give you a fresh perspective.
In this conversation, we discuss:
👉 The overwhelming noise and fatigue facing buyers in cybersecurity sales, and how traditional outreach is losing effectiveness
👉 Innovative strategies for leveraging customer advocates at the top of the funnel to build trust and drive engagement
👉 Tactical approaches for matching prospects with peers, using advocacy to both convert and accelerate deals
About our guest:
Braydan Young is the co-founder and CEO of SlashExperts, a cutting-edge platform that connects prospects with customer advocates, partners, and experts. Previously, he co-founded Sendoso, the well-known gifting platform used by countless sales teams to connect with buyers. Braydan brings unique, first-hand expertise in building sales motions and advocacy programs that work for cybersecurity sellers.
Summary:
Braydan and Andrew dive into why the classic demo-driven sales funnel is breaking down—and how enabling genuine peer conversations can ignite pipeline growth and move deals forward faster. Discover practical ways to use your advocates not just as late-stage references, but as top-of-funnel champions. If you’re ready to rethink how you activate your best customers and improve revenue results, listen now!
Links:
- Connect with Braydan Young on LinkedIn
- Learn more about SlashExperts
- Book a meeting with Andrew: 30-Minute Meeting
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you wrestling with the decision of when to bring on your first sales leader? Wondering if your startup has achieved enough product-market fit before scaling the sales team? Curious about common pitfalls and best practices in building a sales function that can take you from zero to millions in ARR? This episode tackles the pivotal transitions every cybersecurity startup faces when growing its go-to-market engine.
In this conversation, we discuss:
👉 How and when to hire your first sales leader, and whether founders should lead sales for as long as possible
👉 Building a sales team for scale: transitioning from a few “hunters” to team structures and leadership as you reach new growth stages
👉 Essential onboarding, metrics, and operational insights for minimizing risk and accelerating sales velocity
About our guest
Tony Surak is the Partner focused on GTM at DataTribe, a unique cyber startup foundry where he invests in and co-builds cybersecurity companies aiming to deliver generational leaps in the field. Drawing from his experience as a multi-time sales leader, operator, and go-to-market advisor, Tony has deep expertise in guiding early-stage companies through formative sales and marketing transformations.
Summary
Listen in to tap into Tony Surak’s battle-tested advice on founder-led sales, strategic sales leadership hires, and building a revenue machine in cybersecurity startups. Whether you’re debating your first sales hire or scaling beyond your founding team, Tony shares actionable frameworks and candid lessons learned. Don’t miss this episode if you’re serious about accelerating your go-to-market motion!
Connect & Resources
- Tony Surak on LinkedIn
- DataTribe Website
- DataTribe Challenge 2025
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you wondering how to leverage unconventional go-to-market strategies to accelerate growth in cybersecurity? Curious about integrating cyber insurance into your offer to stand out in a crowded landscape? This episode provides answers by spotlighting a company bucking the traditional playbook—and winning.
In this conversation we discuss:
👉 Targeting SMBs in Europe by simplifying security products and services and tailoring to unique buyer needs
👉 Building a true partner-first approach with IT service providers and insurance brokers to create trusted channels
👉 Bundling cyber insurance and cybersecurity to remove buying friction and drive faster sales cycles
About our guest:
Christian Werling is the Chief Revenue Officer at Eye Security, one of today's fastest-growing cybersecurity companies. Christian brings extensive experience in sales leadership and a sharp focus on innovation in go-to-market models and partnership strategies.
Summary
If you want to rethink your sales tactics and learn how Eye Security became a top-15 fastest-growing cybersecurity company by targeting SMBs in Europe, this is a must-listen episode. Discover how partnering with insurance brokers, simplifying product onboarding, and bundling cyber insurance with cybersecurity can help your company scale faster and differentiate in any market.
Connect and learn more:
- Christian Werling on LinkedIn
- Eye Security website: https://www.eye.security
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you wrestling with how to scale your sales team without losing focus on what truly matters? Do you wonder how to maintain a customer-centric approach as your company experiences hypergrowth? Or maybe you’re trying to figure out the right time and way to segment your go-to-market organization. This episode offers deep, practical insights on these pressing challenges, straight from one of cybersecurity’s fastest-growing companies.
In this conversation, we discuss:
👉 Chainguard’s unique approach to building scalable, segmented go-to-market teams early and the risks and rewards involved
👉 The art of shifting from product-led to value-led sales, and why the customer’s “aha” moment matters
👉 Lessons on integrating sales, marketing, and customer success for synchronized, fast, and sustainable growth
About our guest:
Ryan Carlson is President of Go-To-Market at Chainguard, a cybersecurity company that’s seen exponential growth, rising from under 10 employees to nearly 500 in just a few years. Formerly a key leader at Okta, Ryan brings a wealth of experience in building teams, scaling revenue, and cultivating customer trust in the enterprise software world.
Summary
Ryan Carlson shares tactical learnings from “inside the rocket ship” at Chainguard—how to scale people, structure, and strategy while keeping real value for customers at the heart of everything. If you’re determined to grow sales and marketing without sacrificing fundamentals, don’t miss this candid, actionable episode. Tune in for proven strategies you can implement right now!
Links:
- Ryan Carlson on LinkedIn
- Chainguard Website
- Book a 30-minute meeting with Andrew Monaghan
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you struggling to keep up with the rapid pace of growth in cybersecurity sales? Wondering how to build a high-performing go-to-market team without sacrificing consistency or culture? Curious about what it takes to lead and enable teams through hypergrowth while navigating constant change? If so, you’ll find answers and inspiration in this episode focused on Sierra, one of the fastest-growing cybersecurity firms on the market.
In this conversation we discuss:
👉 The essential building blocks and mindset behind scaling sales organizations in high-growth environments—balancing speed with strategic hiring and enablement
👉 How modern DSPM (Data Security Posture Management) is changing the data protection conversation, including new business drivers, buyer personas, and technical advances
👉 The importance of world-class enablement for sales and first-line managers—and why investing in internal growth and leadership is critical for sustained success
About our guest:
Steve Rog is the VP of Sales at Cyera, a trailblazing and rapidly scaling DSPM company. With a background in both technology and sales across industry leaders like F5, ForeScout, and Foundry, Steve has deep expertise in building elite sales teams and driving hypergrowth. At Cyera, he brings a disciplined yet people-first approach to organization building, sales excellence, and leadership development.
Summary:
Steve Rog shares firsthand lessons from Sierra’s exponential rise, detailing how intentional hiring, robust enablement, and cross-functional collaboration fuel sales success in cybersecurity. If you want to understand how to sustain momentum, empower your frontline managers, and scale responsibly, this is a must-listen episode. Don’t miss out—tune in to accelerate your own sales growth journey!
Connect & Learn More:
- Connect with Steve Rog on LinkedIn
- Learn more about Cyera here!
- Book time with Andrew Monaghan: Book here
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you struggling to turn small niche security products into strategic, high-value revenue streams? Curious how to elevate your sales approach from feature dumping to genuine value conversations? Ever wonder why comp plans always seem so complicated—or how real sales leaders attract and keep A-players? This episode has got you covered.
In this conversation we discuss:
👉 How uncovering real business value can turn “unsexy” products into multi-million dollar revenue drivers
👉 Why “curiosity” and effective questioning often separates sellers from true sales leaders
👉 Navigating comp plan chaos, hiring pitfalls, and the future human/AI sales landscape in cybersecurity
About our guest
This week’s guest is Rob Amezcua, SVP of Worldwide Sales at Forescout. Rob’s leadership journey includes building and scaling cybersecurity sales teams, finding value in unexpected places, and sharing battle-tested wisdom from over two decades in the industry.
Summary
Rob Amezcua joins us for a candid, insight-packed discussion on building revenue engines in cybersecurity, from rethinking your product’s value to hiring and motivating great teams. Whether you’re struggling with transactional selling, comp plan confusion, or finding and keeping elite talent, Rob’s stories and strategies are a must-listen for modern leaders. Tune in and transform your sales approach today!
Links
- Rob Amezcua on LinkedIn
- Forescout website
- Book a 30-minute meeting with Andrew
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you leading a cybersecurity sales team aiming for responsible, accelerated growth—but unsure how to scale without just adding headcount? Do you struggle to shift your messaging above the noise and communicate true business outcomes? Are you balancing highly technical sales cycles with the need to engage business buyers? If any of this sounds familiar, this episode is for you.
In this conversation we discuss:
👉 Lessons learned from taking a cybersecurity startup from zero to a high-performing sales team and crossing key revenue milestones
👉 How to navigate the balance between technical product details and selling on business value and outcomes
👉 The importance (and timing) of scaling enablement and repeatable messaging as your go-to-market team grows
About our guest:
Nick LaBuz, VP of Sales at Endor Labs, is a seasoned cybersecurity go-to-market leader. He was the first sales hire at Endor, where he helped scale the team and drive rapid yet measured growth, building on prior success at Redlock.
Summary:
In this episode, Nick shares actionable insights on building high-growth sales organizations in cybersecurity, from defining your ICP and landing those crucial first deals to establishing effective enablement before your growth spirals out of control. Expect tactical advice on technical-to-business messaging and real examples from Endor Labs’ journey. Listen now and learn how to build a sales machine that drives meaningful, sustainable growth.
Find Nick LaBuz on LinkedIn, explore Endor Labs, and if you want actionable advice on your cybersecurity go-to-market strategy, book a 30-minute call with Andrew.
Support the show
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you struggling to build a high-velocity partner program that actually drives revenue? Wondering how to structure channel margins and opportunity registrations to attract—and keep—great cybersecurity resellers? Curious about how emerging technologies and evolving needs are shaping the next generation of vendor-reseller partnerships? This episode, recorded live at RSA Conference 2025, dives deep into these questions with actionable insights from a top industry leader.
In this conversation we discuss: 👉 How Valence Security has rapidly iterated its SaaS platform, focusing on remediation beyond just visibility
👉 Strategies for recruiting, enabling, and incentivizing top-tier security VAR partners in a crowded market
👉 Real-world feedback loops between product, partnerships, and sales to reduce friction and accelerate deals
About our guest
Jake Alosco is the VP of Global Partnerships at Valence Security, bringing nearly two decades of experience in channel sales, ecosystem building, and go-to-market strategy for cybersecurity vendors. Jake shares lessons from scaling Valence's partnership program and insights into what it takes to succeed with today’s partners.
Summary
Tune in to discover how Valence Security reimagines the reseller experience, advances its product based on partner feedback, and structures its GTM for win-win partnerships. Whether you’re running a partner program or trying to crack the channel code, this episode is a practical guide to amplifying your cybersecurity sales. Don’t miss these expert strategies—listen now!
Connect & Learn More:
- Jake Alosco on LinkedIn
- Valence Security Website
- Book a 30-Minute Meeting with Andrew Monaghan
Support the show
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you struggling to identify the most lucrative customer segments for your cybersecurity solution? Wondering how new regulations are shaping buying behavior among OEMs and enterprises? Curious about how innovative technologies and partnerships can accelerate your go-to-market and revenue growth? This episode is packed with insights tailored for sales and marketing leaders at cybersecurity companies who are eager to drive faster and smarter sales outcomes.
In this conversation we discuss:👉 Evolving the Ideal Customer Profile (ICP) for NetRise and adapting to changing buyer motivations
👉 The growing impact of global regulations and software supply chain transparency on the cybersecurity sales landscape
👉 How ecosystem and technology partnerships unlock new growth channels, especially through innovative data integrations
About our guest:Robbie Robbins is the VP of Business Development and Partners at NetRise. With a rich background in cybersecurity sales, BD, and partnerships, Robbie brings firsthand insight into scaling go-to-market efforts in one of the industry’s most dynamic segments.
Summary:Tune in as Robbie Robbins shares how NetRise is adapting its GTM strategy, leveraging partnerships, and responding to regulatory headwinds to build awareness and accelerate sales. You'll hear actionable advice and real-world examples that can inform your own sales and marketing initiatives in the cybersecurity sector. Don’t miss this opportunity to learn what’s working from industry practitioners—listen now!
Links:
- Connect with Robbie Robbins on LinkedIn
- Learn more about NetRise
- Book time with Andrew Monaghan: 30-minute meeting
Support the show
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Are you a cybersecurity sales or marketing leader seeking new ways to stand out in a crowded market? Do you struggle with demonstrating real value to CISOs who have “seen it all” and are wary of generic pitches? Wondering how to engage technical buyers who know the ins and outs of your product’s shortcomings? This episode with Joe Silva, co-founder and CEO of Spektion, is packed with fresh perspectives on tackling these challenges head-on.
In this conversation we discuss:
👉 The pitfalls and advantages of moving from practitioner to cybersecurity founder, and its impact on product-market fit
👉 How Spektion approaches runtime vulnerability analysis to address long-standing pain points in vulnerability management
👉 Lessons learned from launching a startup out of stealth, and go-to-market strategies for early-stage cybersecurity companies
About our guest:
Joe Silva is the co-founder and CEO of Spektion, bringing a unique blend of experience as a former CISO at JLL and cybersecurity leader at TransUnion. With a background in military intelligence and product leadership at Symantec, Joe’s journey from practitioner to founder offers valuable insights for anyone looking to build, market, or sell innovative security solutions.
Summary:
This episode dives deep into building cybersecurity products that solve persistent enterprise pain points, understanding practitioner mindsets, and crafting messages that resonate with buyers. If you’re aiming to refine your go-to-market strategy or better connect with technical decision-makers, this conversation is a must-listen. Tune in for actionable advice and behind-the-scenes stories from one of the industry’s most interesting new CEOs.
Connect with Joe Silva on LinkedIn, explore Spektion and book a 1:1 strategy call with host Andrew Monaghan here.
Support the show
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
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Are you struggling to differentiate your cybersecurity company in a sea of similar-sounding competitors? Wondering how to effectively position your solution in a market flooded with acronyms and overlapping technologies? Or are you trying to scale growth while navigating the complexities of partnership-driven sales? If so, this episode has some actionable insights to help you accelerate your go-to-market strategy and revenue growth.
In this conversation we discuss: 👉 The challenge of defining and positioning “ASPM” in the crowded application security market
👉 Legit Security’s partner-first, value-driven channel strategy for scaling growth
👉 Real-world use of AI in sales and marketing to prioritize accounts and scale content
About our guest:
Dave Howell is the Chief Marketing Officer at Legit Security, a leader in Application Security Posture Management (ASPM). Dave brings a wealth of experience in cybersecurity marketing and sales, and is passionate about building partner-led growth and leveraging AI to drive smarter go-to-market motions.
Summary:
In this episode, Dave Howell shares how Legit Security navigates the noisy ASPM market, crafts compelling messaging, and executes a channel-first strategy to engage enterprise customers. He delves into partnering best practices and the practical use of AI for go-to-market teams. Don’t miss this episode if you’re looking for strategic sales and marketing ideas that deliver results—tune in now!
Connect with Dave Howell on LinkedIn, learn more about Legit Security, or book a meeting with Andrew Monaghan to level up your cybersecurity GTM strategy.
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Are you struggling to build a customer success function in an early-stage cybersecurity startup? Wondering how to prove real value and drive renewals in a crowded threat intelligence market? Or are you curious about innovative approaches to proactive cyber defense that could give your GTM strategy an edge? This episode goes deep into these pressing questions and more, offering actionable insights for sales and marketing leaders looking to accelerate revenue growth.
In this conversation we discuss:
👉 The crucial role of customer success in young cybersecurity companies and how it impacts product adoption and renewals
👉 Silent Push’s unique “indicator of future attack” approach and how educating the market on proactive threat intelligence challenges traditional thinking
👉 Leveraging AI in customer success to deliver value, support onboarding, and help customers realize faster outcomes
About our guest:
Brad Arnold is the Chief Customer Officer at Silent Push, a fast-growing cybersecurity company focused on proactive threat intelligence. With a strong background in both technology and customer relationships, Brad leads CS, solutions engineering, and partner engagement to ensure clients derive maximum value and remain rabid fans.
Summary:
If your team wants to turn customers into your best sales force, cultivate durable renewals, and harness the power of proactive threat intelligence, don’t miss this episode. Hear firsthand how Silent Push prioritizes customer needs, delivers true value, and leans into AI to smooth onboarding and maximize impact. Tune in now and take your cybersecurity GTM strategy to the next level!
Links:
Connect with Brad Arnold on LinkedIn
Silent Push website
Book a meeting with host Andrew Monaghan
Support the show
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Are you struggling to differentiate your channel program in a crowded cybersecurity market? Wondering how to speed up your sales cycle and create more value for partners? Curious about what it takes to scale globally with varying partner expectations? If these questions hit home, this episode offers field-tested answers and bold new strategies.
In this conversation we discuss:
👉 The innovation behind Airlock Digital’s modern approach to application control and channel strategy
👉 Tactics for increasing partner engagement and equipping channels for global success
👉 The impact of AI and enablement tools for frictionless selling and channel growth
About our guest:
Patrick Dillon is the Chief Revenue Officer at Airlock Digital, a channel-first cybersecurity company founded in Australia. With over 20 years in Atlanta and international experience, Patrick is reshaping how Airlock’s technology and partner programs accelerate growth in global markets.
Summary:
Discover how Airlock Digital evolved its channel-first model to stand out in cybersecurity, enabling faster, more scalable deals with high win rates and robust partner margins. Patrick reveals actionable insights on enablement, incentives, and breaking into new regions—making this a must-listen for sales and marketing leaders aiming to grow sales and revenue. Tune in for the strategies that can help your team win faster!
Learn more:
Connect with Patrick Dillon on LinkedIn.
Explore Airlock Digital
Book a 30-minute meeting with host Andrew Monaghan here.
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Are you struggling to scale your cybersecurity sales from mid-market to enterprise? Wondering how to build a high-performance sales team that consistently generates pipeline? Curious about what it really takes to win enterprise clients—and keep them? This episode of the Cybersecurity Go-To-Market Podcast dives deep into those challenges and offers candid, tactical advice from someone who’s done it.
Mike Ferrari is the SVP Worldwide Sales at Doppel, the social engineering defense platform, and the fastest growing cybersecurity company in the A16Z portfolio.
In this conversation we discuss: 👉 Strategic pivots in go-to-market for scaling from $5M to $10M+ ARR and addressing enterprise customers
👉 Creating a high-performance sales culture with clear non-negotiables and regional field engagement
👉 Leveraging channel partnerships as a force multiplier and delivering real value during the sales cycle
About our guest:
Mike Ferrari is Head of Sales at Doppel, a fast-growing cybersecurity startup specializing in social engineering defense. Having recently transitioned from a leadership role at a larger organization (BigID), Mike brings hands-on experience scaling sales functions through rapid company growth phases, with an emphasis on building talented teams and operational excellence in go-to-market execution.
Summary:
Mike Ferrari shares practical strategies for scaling sales in a cybersecurity startup, from segmenting sales teams for enterprise versus mid-market, to driving pipeline generation and building robust channel partnerships. Listen to learn how Doppel turns market demand into rapid growth—and what it really takes to achieve enterprise sales execution in a shifting threat landscape. Don’t miss the actionable insights for taking your team and revenue to the next level.
Connect & Learn More:
- Mike Ferrari on LinkedIn
- Doppel Company Website
- Book a 30-Minute Meeting with Andrew Monaghan
Support the show
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Are you struggling to scale your cybersecurity sales team effectively while launching a disruptive new product? Wondering how to build a winning go-to-market culture, especially when working channel-first? Trying to figure out how to attract and enable the right channel partners to drive real revenue growth?
This episode dives deep into the practical strategies for sales and marketing leaders navigating these exact questions.
In this conversation we discuss:
👉 Building a collaborative and competitive sales culture for transformative product launches
👉 How to hire and empower the right “archetype” of sellers for complex, multi-stakeholder sales cycles
👉 Channel-first go-to-market strategies—partner enablement, compensation, and driving adoption with the right partners
About our guest:
Scott O'Rourke is the Chief Revenue Officer at Contrast Security, bringing a hands-on approach to building high-performing sales teams from the ground up. With a legacy of success scaling sales organizations at ZeroFox and beyond, Scott is now focused on launching Contrast’s Application Detection and Response (ADR) product to disrupt the application security market.
Summary:
Tune in as Scott shares his experience transforming sales teams, shifting to a channel-first strategy, and offering actionable insights on partner enablement, compensation models, and sales enablement—especially for cybersecurity companies with innovative offerings. If you’re leading sales or marketing in a fast-growing cybersecurity firm, don’t miss these hard-earned lessons and proven playbook. Listen now to unlock growth.
Connect with Scott and Learn More:
Scott O'Rourke on LinkedIn
Visit Contrast Security
Book time with the host: 30-minute meeting
Support the show
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Are your sales reps struggling to implement the playbook you’ve invested so much in? Do you wish you could drive higher conversion rates without simply adding more headcount? Wondering how to use modern sales enablement to make your team smarter, faster, and more adaptive in every single call? This episode delivers practical answers for cybersecurity sales leaders striving for dramatic revenue growth.
In this conversation we discuss:
👉 How to eliminate non-selling work and enforce playbook adherence using just-in-time enablement
👉 Making enablement a real force multiplier through real-time role playing and AI-driven call prep
👉 Why content delivery, not just content storage, is the new frontier for improving sales performance
About our guest:
Ron Baden, Head of Sales at GTM Buddy, brings to the table decades of sales leadership experience and deep expertise in sales enablement. Having led teams at multiple enablement software companies, Ron specializes in scaling go-to-market teams and driving real behavioral change for revenue results.
Summary:
Ron shares actionable insights on bridging the execution gap in cybersecurity sales teams by refocusing on in-the-moment coaching, smarter sales enablement tech, and eliminating time-wasting tactics. Whether you’re chasing $10M ARR—or just maximum impact—this episode is packed with candid advice. Don’t miss it: listen now and accelerate your path to hitting ambitious revenue targets!
Connect with Ron Baden on LinkedIn and explore GTM Buddy at GTMBuddy.ai. Want to dig deeper? Book a 30-minute meeting with host Andrew Monaghan.
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Are you struggling to convince enterprise buyers to trust your early-stage cybersecurity startup? Wondering how to differentiate technical innovation in a crowded market? Curious about how device identity and hardware-bound credentials can change the sales conversation? In this exciting episode, we dive deep into device identity and discuss what it takes to build trust and credibility for a new security standard—directly from a finalist of the RSA Conference Innovation Sandbox.
In this conversation we discuss:
👉 The challenges and opportunities of tying access controls to hardware for higher security and easier enterprise adoption
👉 How Smallstep’s collaboration with Google led to a new security standard that major vendors like Apple are adopting
👉 Lessons for founders on selling to Fortune 500s and scaling enterprise relationships from the ground up
About our guest:
Mike Malone is the CEO and founder of Smallstep, a device identity platform company. With a background in engineering and extensive experience in standards development (including collaborations with Google, Apple, and more), Mike shares real go-to-market stories and hard-earned lessons from building in cybersecurity.
Summary:
Don’t miss this episode if you want actionable insights on enterprise go-to-market, security innovation, and emerging standards. Mike Malone reveals both the promise and pain points of championing a new protocol in cybersecurity—and how to “celebrate the wins” as your startup drives adoption with the largest enterprises. Tune in now to hear how Smallstep is paving the way for hardware-bound device identity!
Learn more and connect:
- Mike Malone on LinkedIn
- Smallstep Website
- Book a strategy session with Andrew Monaghan
Support the show
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Want to grow your revenue faster? Check out my consulting and training
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Are you struggling to help SOC teams move beyond alert fatigue and scale investigations effectively? Curious how innovative startups are transforming security operations by empowering analysts, not just automating them? Wondering what truly sets apart the next wave of cybersecurity platforms—and what you can learn from their go-to-market approach? This episode delivers deep insight and practical lessons from the cutting edge of security operations.
In this conversation we discuss:
👉 How codifying decades of incident response expertise, automation, and AI creates a new paradigm for security operations platforms
👉 Why UI/UX excellence is now a market differentiator and critical for both adoption and user satisfaction
👉 Lessons learned on going to market stealth versus out-loud—and why transparency and thought leadership are Command Zero’s strategic pillars
About our guest
Dov Yoran is the CEO and co-founder of Command Zero, a finalist for the 2025 RSA Innovation Sandbox and a multi-time cybersecurity founder. With over 30 years in the industry, Dov brings extensive leadership and operational insight from building and scaling cybersecurity startups. His track record includes pioneering new approaches to combining human expertise, automation, and AI for SOC teams.
Summary
Join us as Dov Yoran shares how Command Zero is reimagining security operations for overworked, tool-fatigued SOC analysts, and why UX is becoming a competitive edge in enterprise cybersecurity. Get actionable insights on stealth launches, market validation, and why company culture and openness win. Listen now for strategies to drive go-to-market growth in your own cybersecurity offering!
Connect with Dov Yoran on LinkedIn and learn more about Command Zero at commandzero.ai. Book a meeting with host Andrew Monaghan here.
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Are you confident your organization’s data is secure as employees rapidly adopt new AI tools? Are current security gateways truly enough to protect sensitive information in the age of AI? How can visibility into AI app usage transform your go-to-market efforts in cybersecurity sales? If these questions hit home, this episode is for you.
In this conversation we discuss:
👉 The growing gap between traditional security measures and the reality of employee AI tool adoption
👉 Aurascape’s innovative approach to “AI security” using intelligent agent-based technology
👉 How showing true AI usage visibility creates ‘aha’ moments for CISOs and jumpstarts the sales process
About our guest:
Moinul Khan is the CEO and co-founder of Aurascape, a fast-growing cybersecurity startup. With over 25 years of experience, including roles at Netskope and a visionary background in AI-native defense, Moinul has led Aurascape to be a 2025 RSA Innovation Sandbox finalist.
Summary:
Tune in to hear Moinul Khan share how Aurascape delivers the visibility, control, and speed enterprises need to stay ahead of the AI security curve—and why sales teams should rethink the conversation about AI risk. Learn what triggers CISOs to act and how to leverage these insights to create faster sales momentum. Don’t miss this chance to hear firsthand what innovation looks like for security go-to-market.
Links:
- Connect with Moinul Khan on Linkedin
- Explore Aurascape: Company Website
- Interested in discussing your go-to-market strategy? Book a meeting with Andrew Monaghan
Support the show
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Are you struggling with defining your ideal customer profile (ICP) while ensuring successful pipeline generation? How can you effectively balance investments in brand and pipeline to maximize ROI? Curious about strategies to differentiate your product in a crowded cybersecurity market? Dive into this episode for insights on these common challenges and learn actionable strategies to enhance your sales and marketing efforts.
In this conversation we discuss: 👉 The importance of defining and evolving your ICP for effective pipeline generation. 👉 Strategies for balancing brand and pipeline investments for broader company growth. 👉 Differentiation techniques to stand out in the competitive cybersecurity space.
Join Sri Sundaralingam as he delves deep into effective pipeline generation strategies, the significance of precise ICPs, and investment optimization for cybersecurity companies. Gain actionable insights on how to position your brand distinctly in the market, ensuring sustainable growth. Tune in to this episode and take your cybersecurity sales strategies to the next level!
Connect with Sri Sundaralingam on LinkedIn and visit his Xage Security. To discuss these strategies further, book a time with me here.
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🤔 How can you ramp up new sales hires to deliver revenue within six months when your sales cycle is approximately the same length?
🤔 What are the essential components of an effective new hire onboarding program in the cybersecurity industry?
🤔 How does focusing on prospects and their challenges create context for new hires before introducing product details?
In this episode, I discuss:
👉 Strategies to transition new hires into productive team members within four weeks.
👉 The importance of understanding prospects and their problems in early onboarding stages.
👉 Aligning onboarding goals with measurable objectives like prospecting ability and handling first meetings.
Summary
In this episode, Andrew Monaghan tackles the crucial topic of new hire onboarding for cybersecurity sales teams. Learn how to develop a program that turns fresh recruits into seasoned sales professionals capable of driving revenue. Delve into strategic steps designed to meet challenging goals and ensure your team is equipped for rapid growth. Tune in to discover how to build a robust onboarding framework that positions your team for immediate impact.
Connect with Andrew Monaghan on LinkedIn, visit Unstoppable.do, or book a meeting for a personalized consultation.
Support the show
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
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Are your seasoned sales reps struggling to adapt to new strategies? Have you ever invested heavily in sales training only to see minimal changes? How can you ensure training leads to real behavior change and improved sales performance?
In this conversation we discuss:
👉 Why traditional sales training often fails and how to overcome these challenges 👉 The role of deliberate practice in achieving behavior change 👉 Practical exercises to foster curiosity and deeper discovery among your sales team
About our guest
Jonathan Mahan is a former cybersecurity seller who now runs the Practice Lab, a business dedicated to bridging the gap between knowing and doing in sales teams. Jonathan has spent years learning how to apply principles of deliberate practice to sales, making him an expert in transforming knowledge into effective action during live sales calls.
Summary
In this episode, Andrew Monaghan and Jonathan Mahan delve into the nuances of sales training and why traditional methods often fall short. They explore how deliberate practice can drive genuine behavior change and offer practical exercises to enhance critical skills like curiosity and empathy. If you're a sales leader looking to make your training stick, this episode is a must-listen! Tune in now.
Links
- Jonathan Mahan on LinkedIn
- The Practice Lab Website
- Book a 30-minute meeting with Andrew Monaghan
Support the show
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Are you struggling to increase your ASP and conversion rates? Does your sales team lack a unified approach to handling prospect questions? Are you eager to scale your ARR significantly in 2025?
In this conversation, we discuss:👉 How Cyber Donut achieved significant ARR growth from 2023 to 2024.
👉 The importance of value-based selling over feature-based selling, and techniques to implement it.
👉 Strategic plans for increasing Average Selling Price (ASP) and conversion rates heading into 2025.
Andrew Monaghan, the host of the Cybersecurity Go-To-Market Podcast, discusses insights and strategies for Cyber Donut from his expertise in the cybersecurity sales domain.
SummaryJoin Andrew Monaghan as he breaks down how Cyber Donut plans to hit $10 million ARR in 2025, the critical sales strategies for boosting ASP, and key improvements needed for conversion rates. Whether you’re facing challenges in sales execution or looking for actionable insights, this episode offers a comprehensive game plan. Don’t miss it! Listen now to drive your sales and revenue growth faster.
Links and Resources
Andrew Monaghan on LinkedIn
Unstoppable DO
Book time with Andrew Monaghan
Tune in, learn, and boost your sales performance!
Support the show
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Are you struggling to get media attention for your cybersecurity startup? Wondering how to make your PR strategy stand out in a crowded market? Curious about the secrets behind successful media campaigns in cybersecurity?
In this conversation we discuss: 👉 Original analysis and data vs. product promotion in PR 👉 Utilizing events and awards to boost brand visibility 👉 Effective analyst relations without breaking the bank
About our guest: Leron Kornreich is a seasoned public relations expert specializing in tech vendors. Starting her career in cybersecurity PR, Leron has orchestrated highly successful media campaigns and now runs a PR company renowned for its insights and strategic acumen.
Summary: Dive into this episode of the Cybersecurity Go-To-Market Podcast as Leron Kornreich and Andrew Monaghan uncover essential PR strategies that can elevate your brand’s media presence. Learn how to leverage original analysis, industry events, and strategic analyst relationships to boost your company’s visibility and credibility. Tune in now and supercharge your PR game!
Useful Links:
- Connect with Leron Kornreich on LinkedIn:
LinkedIn - Visit Leron's Company Website:
si14global.com - Book a Meeting with Andrew Monaghan:
30-Minute Meeting
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Are you struggling to convert your Proof of Value (POV) to sales? Do your POV periods often extend beyond reasonable timelines? How can you involve multiple evaluators while keeping the process efficient and engaging?
In this episode of Cybersecurity Go-To-Market Podcast, Alexei Rubinstein joins Andrew Monaghan to tackle these challenges head-on.
🛑 Framework design for leading customers through POVs
🛑 Handling POV extensions and ensuring ease of customer evaluation
🛑 Maintaining engagement and alignment during the POV period
About our guest: Alexei Rubinstein is the VP of Sales, Engineering, and Customer Success at Morphisec. With over 12 years of experience building successful POV processes at five companies, Rubinstein brings invaluable insights into optimizing POV to sales conversion rates.
Summary: Discover how Alexei Rubinstein's expert framework can transform your POV process, ensuring timely, engaging, and successful evaluations. This episode is packed with actionable strategies to increase your conversions and grow your revenue. Tune in to unlock these insights now!
Connect with Alexei Rubinstein:
- Morphisec
Book a 30-minute meeting with Andrew Monaghan: Schedule here
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Are you struggling to expand your cybersecurity company's market reach? Finding it challenging to get potential customers to notice your brand? Wondering if rebranding could be the silver bullet to boost your company's awareness? In this episode, Robert Sobers, CMO at Varonis, shares his expert advice on go-to-market strategies specifically designed for B2B cybersecurity companies.
In this conversation we discuss:
👉 Why rebranding isn't the solution to Cyber Donut’s awareness problem.
👉 Identifying and targeting your Ideal Customer Profile (ICP) for more effective marketing.
👉 Leveraging proprietary data and privacy considerations for impactful content marketing.
About our guest: Rob Sobers is the CMO at Varonis, where he directs marketing efforts to protect organizations from cybersecurity threats. With over 10 years of experience, his insights are crafted from a background in both technical and marketing roles, bringing a unique perspective on effectively growing and positioning cybersecurity companies.
Summary: In this engaging episode, Rob Sobers advises on achieving rapid growth while avoiding common pitfalls like unnecessary rebranding. With practical tips on targeting the right audience and creating valuable content, this episode is a must-listen for cybersecurity marketing leaders. Don’t miss these essential strategies—tune in now!
Connect with Rob Sobers on LinkedIn and learn more about Varonis on their website. Interested in discussing tailored go-to-market strategies? Book a meeting with me here.
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Are you struggling to boost engagement during demos? Facing challenges in customizing sales conversations to resonate with prospects? Wondering how to improve your conversion rates from initial discussions to closed deals?
In this episode of the Cybersecurity Go-To-Market Podcast, Damian Tommasino shares insights and actionable strategies on transforming your sales demos and processes to drive higher engagement and conversion rates.
In this conversation we discuss:
👉 The power of personalized and problem-focused demos
👉 The importance of combining discovery and demo in one conversation
👉 Practical approaches to scaling your sales team and managing costs
About our guest: Damian Tommasino is a seasoned cybersecurity sales advisor with extensive experience in driving growth and scaling startup operations. Currently advising Cybr Donut, Damian is an advocate for innovative sales methodologies that focus on deeply understanding and addressing customer pain points.
Summary: Join Andrew Monaghan and Damian Tommasino as they dive deep into effective sales strategies for cybersecurity companies. Damian shares his rich experience and unique approaches to improving demo engagement, customizing sales conversations, and navigating the challenges of scaling a startup. Tune in to gain practical insights and actionable tips to elevate your sales performance.
Connect with Damian Tomasino on LinkedIn and explore Cybr Donut's innovations here. For a personal consultation with Andrew Monaghan, book a meeting here.
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Are you curious about the ideal timing for bringing in a senior sales or marketing leader? Not sure the right profile to hire? Need insights on avoiding decision paralysis in hiring? Have you ever faced the dilemma of hiring in industry or someone from another one?
In this conversation we discuss: 👉 The benefits and challenges of hiring from competitors. 👉 The importance of a charismatic, proven leader in recruitment. 👉 Strategies for balancing thoroughness and timeliness in hiring decisions.
About our guest: Josh White is the Senior Vice President of North America for Intaso and a trusted advisor in the recruitment domain, particularly for cybersecurity startups. He brings extensive experience in hiring top sales and marketing talent to drive revenue growth.
Summary: Join Andrew Monaghan and guest Josh White as they delve into essential recruitment strategies for cybersecurity companies, specifically for Cybr Donut. Learn about optimizing hiring timelines, identifying the right leadership qualities, and aligning company needs with hiring decisions. Tune in to understand how Cybr Donut can achieve its ambitious growth targets through strategic hires. Listen now for actionable insights!
Connect with Josh White:
- Josh White on LinkedIn
- Intaso's Website
Book a 30-Minute Meeting with Andrew Monaghan
Cybr Donut Website
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Like the go-to-market team at Cybr Donut, are you struggling to build a strong sales pipeline and wondering how to utilize events effectively? Do you want to know why your customers choose your products and leverage that to boost sales? Join us in this episode as we explore practical strategies that can help your sales and marketing teams hit your revenue targets faster.
In this conversation we discuss:
👉 Building a culture around champions rather than traditional customer advisory boards.
👉 Strategies for collecting and leveraging customer discovery data to guide marketing investments.
👉 Proactive event strategies to enhance face-to-face interactions and follow-up engagements.
About our guest
Joseph Barringhaus is the VP of Marketing at Sonrai Security. With an unconventional career transition from working in a church to cybersecurity, Joseph brings a wealth of experience in field and event marketing and is known for his innovative approach to pipeline generation and customer engagement strategies.
Summary
Join us as Joseph Barringhaus shares actionable insights into improving your sales and marketing alignment, optimizing event strategies, and utilizing customer data effectively. From leveraging social proof to creative out-of-home advertising, Joseph's expertise provides a roadmap for scaling your cybersecurity business. Don't miss out on strategies that can propel your company towards the $10 million ARR milestone. Listen now!
Links
- Joseph Barringhaus on LinkedIn
- Sonrai Security Website
- Book a 30-minute meeting with Andrew Monaghan
Support the show
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
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Are you leveraging your customers' insights effectively, or are you relying too much on analysts for messaging recommendations? How can sales teams genuinely connect with cybersecurity buyers? How can sellers foster real, human relationships in their professional connections? If these questions resonate with you, this episode is a must-listen!
In this conversation, we discuss:
👉 The pitfalls of overlooking customer insights in favor of analyst advice.
👉 Practical strategies for building trust and authentic connections in cybersecurity sales.
👉 The importance of continuous qualitative customer research for more actionable go-to-market strategies.
About our guest:
Dani Woolf, CEO of Audience 1st, brings extensive experience in cybersecurity marketing and a passion for customer-centric approaches. With hundreds of customer and buyer interviews, she provides invaluable insights into understanding and connecting with security buyers on a deeper level.
Summary:
Join Andrew Monaghan and Dani Woolf as they delve into the nuances of building trust in cybersecurity sales. Learn why skipping customer insights can be detrimental and discover tactics for fostering genuine connections with buyers. Dani offers actionable advice and personal anecdotes that illustrate the power of curiosity, empathy, and authentic engagement. Don't miss this enlightening conversation—tune in now!
Links:
-
Connect with Dani Woolf on LinkedIn
-
Visit Audience 1st
-
Let's connect! Book some time with me here
Support the Show.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
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Are you a technical founder struggling to navigate sales in your cybersecurity startup? Do you find it challenging to balance technology discussions with business outcomes? Are you curious when to bring in sales professionals for a consistent approach?
In this conversation, we discuss:
👉 The journey of a technical founder learning sales through trial and error.
👉 How he learned the sales fundamentals and grew his company.
👉 How creating content and expressing viewpoints can attract the right customers.
About our guest:
Vincent Berk is a seasoned cybersecurity expert with a PhD in AI and a background in machine learning. He founded Flowtraq, served as CTO & CSA at Riverbed, and is currently part of the leadership team at Quantum Xchange. Vince brings deep insight from his extensive career, blending technical expertise with practical sales experience.
Summary:
Join us as Vince Berk shares his invaluable experience and advice on selling cybersecurity products as a technical founder. Learn the importance of balancing technical discussions with demonstrating business outcomes, the role of vertical markets, and when to bring on sales professionals. This episode is packed with actionable insights, so don't miss out—tune in now to accelerate your sales and revenue growth!
Connect with Vincent Berk:
LinkedIn: Vincent Berk
Quantum Exchange: Company Website
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Are your pipeline generation efforts falling flat? Is your team struggling with pipeline consistency and conversion rates? How aligned are your sales and marketing teams? How about SDRs?
In this episode of the Cybersecurity Go-To-Market Podcast, Dave Breshears sits down with host Andrew Monaghan to discuss proven strategies for boosting sales development performance, optimizing account engagement, and enhancing cross-functional team alignment.
In this conversation, we discuss:
👉 Strategies for consistent and effective outbound efforts in early-stage companies.
👉 The crucial role of phone competence and sustained pursuits in successful sales development.
👉 The importance of leaving voicemails to establish identity and engage potential customers.
About our guest:
Dave Breshears, known as the "revenue mechanic," specializes in identifying and fixing misalignments and inefficiencies within companies' revenue engines. With experience as both an SDR and enterprise sales professional, he brings practical insights into creating data-driven, programmatic sales development strategies.
Summary:
Join us as Dave Breshears shares invaluable advice on optimizing sales development efforts, aligning marketing and sales teams, and the pivotal role of phone calls in driving pipeline success. Tune in to learn how to apply these strategies to grow your cybersecurity business and ensure scalable success. Listen to the full episode now!
Links:
Connect with Dave Breshears on LinkedIn
OneView Labs's Website
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Follow me on LinkedIn for regular posts about growing your cybersecurity startup
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Are you struggling to generate high-quality opportunities for your cybersecurity solutions? Do you find it challenging to decide between insourcing and outsourcing your sales development functions? How prepared are your sales development representatives (SDRs) to engage in meaningful business conversations and make great cold calls?
These questions are at the heart of our discussion in this episode of the Cybersecurity Go-To-Market Podcast.
In this conversation we discuss:
👉 The "conversation first" prospecting methodology.
👉 Outsourcing vs. insourcing sales development for early-stage cybersecurity companies.
👉 The impact and future of AI in sales development and customer service.
About our guest:
Kevin Hopp is a seasoned expert in cold calling with over 600,000 cold calls made in the past five years. He specializes in training and consulting to help businesses optimize their sales development efforts. Kevin is highly regarded for his innovative approach to prospecting and deep understanding of sales dynamics in the cybersecurity industry.
Links and contact details:
Connect with Kevin Hopp on LinkedIn.
Visit his consulting group's website
Support the Show.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
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Are you seeing results from your efforts to find warm leads for your business development reps in the first half of 2024? How are your authentic marketing messages driving trust and engagement in these recent months? Are you re-evaluating the role of SDRs and BDRs in an AI-driven landscape right now?
This episode addresses these current challenges and more, providing valuable insights for sales and marketing leaders looking to accelerate their revenue growth in 2024.
In this conversation we discuss:
👉 The challenges and successes in finding warm leads and leveraging market intelligence in 2024.
👉 How authenticity and trust in marketing and leadership are impacting sales effectiveness this year.
👉 The evolving role and current effectiveness of SDRs/BDRs in outbound marketing amid technological shifts.
About our guest:
Patrick Sheehan is a seasoned sales leader and the Chief Revenue Officer (CRO) and Founder at RevelUp and CRO at Network to Code. With extensive experience in cybersecurity sales, Patrick brings invaluable insights into pipeline management, deal qualification, and the importance of customer-centric strategies in marketing and sales, especially in the evolving market of 2024.
Summary:
Join us for an enlightening episode with Patrick Sheehan, where we dive into practical steps and recent successes in improving cybersecurity sales strategies, the importance of authenticity in marketing, and the evolving role of SDRs and BDRs in 2024. Don't miss out on actionable insights that can help you refine your strategies and drive your business forward this year. Listen to this episode now and start transforming your sales approach.
Connect with Patrick Sheehan:
Patrick Sheehan's LinkedIn
Support the Show.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
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How would you use a $1.5 million marketing budget after securing $20m in Series A funding? Curious about strategies to triple your revenue in the cybersecurity space? Seeking insights on balancing short-term and long-term marketing tactics?
In this episode, Andrew Monaghan tackles these pressing questions with Manny Ataebi a cybersecurity CMO, offering expert advice on optimizing your marketing spend to catalyze substantial growth.
In this conversation we discuss:
👉 How to allocate a $1.5 million marketing budget to drive revenue growth.
👉 The balance between short-term SDR activities and long-term brand-building efforts.
👉 Strategies to creatively differentiate your brand at major events like RSA.
About our guest:
Manny Ataebi's career began at the age of 14, managing the bookings for a car service business, which developed his analytical skills and responsibility. With a strong background in development and technical marketing, Manny has transitioned into a distinguished marketing strategist in the cybersecurity industry, known for his innovative and bold approaches to marketing and event planning.
Summary:
Join Andrew Monaghan and Manny Ataebi as they explore how to strategically spend a $1.5 million marketing budget to triple revenue post-Series A funding. With a focus on scalable strategies and creative differentiation, Manny provides a roadmap for cybersecurity companies to maximize their growth potential. Don't miss out on these vital insights—tune in now to transform your marketing efforts and achieve unprecedented success.
Connect with Manny Ataebi:
- Manny Ataebi on LinkedIn
Support the Show.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
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Are your cybersecurity solutions truly addressing the market’s top concerns? Can early-stage startups convincingly meet the security demands of large enterprises? How does cultural background influence a cybersecurity leader’s success?
In this conversation, we discuss:
- Challenges faced by early-stage startups in aligning their products to market needs.
- Understanding the role and impact of diverse cultural backgrounds in cybersecurity.
- The significance of practical experience in founding successful security operations.
About our guest:
Ross Haleliuk, head of product at Lima Charlie and author of "Cyber for Builders", is a distinguished figure in cybersecurity, known for his profound insights into start-up ecosystems and operational challenges. His background and thoughtful opinions make him a valuable voice in the industry discussion.
Summary:
Join our host, Andrew Monaghan, as he explores with Ross Haleliuk the complexities and strategies driving today's cybersecurity market. Ross offers essential advice for startups and established companies aiming to succeed in this dynamic field. Tune in for invaluable perspectives that could revolutionize your go-to-market strategies!
Connect with Ross and explore more:
-
Ross Haleliuk on LinkedIn
-
Lima Charlie
Support the Show.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
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In this conversation, we discuss:
-
👉 The challenges of scaling enterprise data security effectively.
-
👉 Bedrock Security's innovative AI-driven solutions for cybersecurity.
-
👉 Bedrock's plans for a successful go-to-market year in 2024.
About our guest:
Pranava Adduri is the CEO and Co-Founder of Bedrock Security. With a dynamic background in data protection and storage systems, Pranava brings an innovative edge to tackling today's cybersecurity challenges.
Connect with Pranava and explore Bedrock Security further:
-
Pranava's LinkedIn
-
Bedrock Security's Website
Support the Show.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
In this conversation, we discuss:
👉 How Mitiga addresses security gaps in cloud environments
👉 The importance of simplifying complex security operations data for faster response times
👉 Emerging trends in cybersecurity threats for 2024 and how companies should prepare
About our guest:
Ofer Maor, the CTO and co-founder of Mitiga, brings his extensive expertise in cybersecurity to the table. With a rich background that includes founding multiple successful companies and deep research into cloud security threats, Maor provides invaluable insights into developing effective security solutions in today's rapidly evolving digital landscape.
Connect with our guest:
Ofer Maor's LinkedIn
-Mitiga's Website
Support the Show.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
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In this conversation, we discuss:
👉 Brooke’s adventurous start from lemonade stands to leading a cutting-edge cybersecurity firm.
👉 The unique approach RAD Security employs to identify security threats before they emerge.
👉 Plans for Rad Security's growth and expansion in the coming year.
About our guest:
Brooke Motta is the co-founder and CEO of RAD Security, a company recently recognized among the top ten at the 2024 RSA Conference Innovation Sandbox. She brings a robust mix of go-to-market strategy and deep cybersecurity expertise to the table.
-
Brooke Motta's LinkedIn
-
Rad Security Website
Support the Show.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
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In this conversation we discuss:
🤞 How P0 Security uniquely integrates security without hindering developer workflows.
🤞 The challenges of securing cloud-native technologies and non-human identities.
🤞 P0 Security’s innovative approach to identity governance and administration.
About our guest:
Shashwat Sehgal is the CEO and co-founder of P0 Security, a company that streamlines security practices to enhance operational efficiency without impeding the productivity of development teams. With previous stints at Splunk and leadership roles in multiple tech enterprises, Shashwat brings expertise in cloud security and enterprise software development.
Summary:
Join us as Shashwat Sehgal delves into the complexities of securing cloud-native technologies, highlighting how P0 Security’s innovative solutions help bridge the gap between security demands and developer efficiency. Tune in to gain insights that can transform your go-to-market strategies and fuel your company's growth. Don't miss this episode!
Resources:
Connect with Shashwat Sehgal on LinkedIn
Visit P0 Security's website
Support the Show.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
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In this conversation we discuss:
👉 The inception and innovative mission behind Harmonic Security-
👉 How AI technologies are shaping data protection in cybersecurity.
About our guest:
Alastair Paterson is the co-founder and CEO of Harmonic Security and a seasoned entrepreneur in the cybersecurity arena. Having previously co-founded and led Digital Shadows, a company successfully sold to ReliaQuest, Alastair brings a wealth of experience and a pioneering approach to integrating AI with cybersecurity.
**For more insights:
- Connect with Alastair Paterson on [LinkedIn (https://linkedin.com/in/alastairpaterson
Support the Show.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
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In this conversation, we discuss:
👉 The unique approach VulnCheck takes to solve cybersecurity issues using less manpower.
👉 The role of machine consumable data in accelerating threat response times.
👉 How VulnCheck’s innovation has made them a finalist at the RSA conference Innovation Sandbox.
About our guest:
Jay Wallace, the VP of Global Sales at Vulncheck, brings a rich history of experience in cybersecurity. Jay's expertise is in leading teams that innovate at the forefront of the cybersecurity industry.
Connect with our guest:
- Jay Wallace on LinkedIn
- www.vulncheck.com
Support the Show.
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Are you struggling to align your cybersecurity product with the market's demands? Do day-to-day disagreements in your team hinder overall progress? Are you pondering how to grow sales without diluting your company's focus or overspending?
These common issues can be pivotal in either propelling a cybersecurity startup to success or leading it to an untimely plateau. This episode of the Cybersecurity Go-To-M Podcast, featuring Roland Siebelink, dives into the nuanced strategies of scaling a tech business effectively.
In this conversation, we discuss:
👉 The critical balance between growth and cost-efficient scaling in tech startups.
👉 Prioritizing core business and customer satisfaction over rapid diversification.
👉 Different perspectives on making team decisions.
About our guest
Roland Siebelink, founder, and CEO of the Mid Stage Institute, is a seasoned entrepreneur, having scaled three companies to unicorn status. His expertise lies in guiding tech companies from the delicate stage of finding product-market fit to scaling effectively and sustainably. With his extensive background in market testing and building competitive sales teams, Roland offers invaluable insights to cybersecurity startups looking to leap from Series A to market dominance.
Summary
In this episode, Roland Siebelink shares his wisdom on fostering strong team dynamics, investing in go-to-market strategies, and scaling with precision. He discusses the crucial aspects of sales, marketing, and customer success vital to cybersecurity startups. Stay until the end for Roland's personal journey anecdotes that shaped his approach to business. Make sure to listen in for actionable advice that can drive your company's revenue growth.
Connect with Roland Siebelink:
-
On LinkedIn
-
Mid Stage Institute
Book a time to talk with me: 30-Minute Meeting
Support the show
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Have you ever felt that hyperbolic language in your cybersecurity messaging might be doing more harm than good? Are you looking for ways to improve your marketing approach to resonate with today's savvy buyers? How can your company's messaging inspire trust rather than skepticism in a crowded cybersecurity marketplace?
In this conversation, we discuss:
👉 The pitfalls of using hyperbolic language in cybersecurity marketing and its effect on customer trust.
👉 Effective marketing approaches like those of Panther and Lacework, focused on clarity and customer-centric benefits.
👉 Brinqa's nuanced use of emotional language and storytelling avoiding direct competitive bashing.
About our guest:
Scott Taschler shares his wealth of experience in cybersecurity, his transition from a technical sales background to product marketing, and his current dedication to helping companies with positioning and product marketing. His insights stem from past roles at industry heavyweights such as McAfee and Crowdstrike.
Summary:
Today's episode with Scott Taschler delves into creating customer trust through genuine marketing, avoiding hyperbolic pitfalls, and the art of differentiating products in a dynamic market. Tune in for a masterclass on cybersecurity marketing with actionable takeaways.
To connect with Scott Taschler, visit his LinkedIn profile.
Scott Taschler on LinkedIn
Book a 30-minute meeting with Andrew
Support the show
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
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Are you struggling to set your cybersecurity company apart in a crowded market? Do you find it challenging to communicate your product's unique value to the right audience? Are you curious how storytelling and personality can revolutionize your brand's image?
In this conversation, we discuss:
👉 Crafting a competitive edge and message in saturated cybersecurity markets.
👉 Leveraging CEO personality and company narrative to stand out.
👉 Importance of targeting and tailoring strategies to customer needs.
About our guest:
Shlomi Ashkenazy, a renaissance man with a vibrant past as a musician, has leveraged his diverse talents to become a trailblazer in cybersecurity positioning. With hands-on experience in repositioning over 60 VC-backed startups and forming 38 new market categories, Shlomi's expertise has become invaluable for companies like Cyber Donut seeking to sharpen their sales and marketing edge.
Summary:
Join us as Shlomi Ashkenazy delves into the nuances of cybersecurity marketing, emphasizing niche carving and emotional resonance with customers. Learn how to align your CEO’s energies with your brand and why nailing your narrative could be the key to accelerating growth. Don't miss out on this insightful conversation — tune in now!
Links for more insights:
Connect with Shlomi Ashkenazy on LinkedIn
Explore Cybellum's approach to cybersecurity
Book a session with me to dive deeper into your cybersecurity startup's potential.
Support the show
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
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Are you leveraging your personal brand to boost company revenue? How effective is your intent data in driving targeted marketing efforts? And are you fully capitalizing on opportunities at trade shows like RSA to enhance sales and networking potential?
In this conversation, we discuss:
👉 The underestimated power of personal branding in sales success.
👉 Making the most out of trade shows without blowing the budget.
👉 Leveraging intent data efficiently to align sales and marketing.
About our guest:
Gianna Whitver is a thought leader in cybersecurity marketing, co-founder of the Cybersecurity Marketing Society, and host of the "Breaking Through in Cybersecurity Marketing" podcast on the Cyberwire network. With the remarkable growth in her Slack community and successfully bridging the gap from real estate to cybersecurity marketing, Gianna offers a unique perspective on brand building and revenue generation strategies.
Summary:
Join us as we discuss the strategic role of branding, the powerful use of intent data, and the dynamic approaches for trade show success with Gianna Whitver. Her insights promise valuable takeaways for enhancing your cybersecurity sales and marketing efforts. Tune in now and transform these strategies into revenue!
Connect with Gianna:
- Gianna's LinkedIn
- Cybersecurity Marketing Society
Book a meeting with Andrew
Support the show
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
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SummaryIn this episode, Andrew interviews Alan Sanderson, a fractional sales leader with over 25 years of experience in software sales and sales leadership. They discuss the changing buyer's journey in the cybersecurity industry and the importance of an online presence. They also explore strategies for building personal pipelines, crafting value-based messages, and capturing and communicating business value. Additionally, they highlight the need for collaboration between sales and marketing teams and discuss how cybersecurity startups can stand out in a crowded market. The conversation explores various aspects of sales and marketing in the cybersecurity industry. It discusses the importance of getting attention in the market, the evolution of the market, the impact on sales teams, the changing buyer's journey, qualification and discovery, the emotional side of buying, and being disruptive in sales.
Takeaways
- Having someone in the organization who can be a loud and compelling voice is crucial for getting attention in the market.
- The success of a new approach or service often relies on the initial customers and evangelists who can vouch for its value.
- Sales teams need to adapt to the changing buyer's journey and the increased scrutiny on deals.
- Qualification and discovery are essential in understanding the customer's pain points and desired outcomes.
- Understanding the emotional impact of a solution and asking impactful questions can differentiate a seller and build credibility.
- Being disruptive in sales means asking tough questions and being different from other vendors.
Support the show
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
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Thought-Provoking Questions:
-
How can investing in your employees during challenging times impact your company's long-term success?
-
What key decisions have shaped your company's direction, and how have they contributed to your revenue growth?
-
Are you prioritizing long-term partnerships in building your sales channels, and what challenges have you faced in doing so?
In this conversation, we discuss:
👉 Investing in employees during challenging times to foster loyalty and ownership.
👉 Key decisions that shaped Silverfort's direction, including their unique approach to the market.
👉 The importance of long-term partnership strategies in building sales channels.
About our guest:
Hed Kovetz is the CEO and co-founder of Silverfort, a cybersecurity company. He emphasizes the significance of investing in employees and shares insights into the key decisions that have shaped Silverfort's direction, contributing to its revenue growth.
Summary:
In this episode, Hed Kovetz, CEO of Silverfort, discusses the impact of investing in employees, key decisions shaping the company's direction, and the importance of long-term partnership strategies. Gain valuable insights into nurturing company culture and strategic decision-making. Tune in and learn how to grow your cybersecurity sales and revenue faster.
Connect with Hed Kovetz on LinkedIn and learn more about Silverfort on their company webpage(Silverfort).
Book some time to further discuss cybersecurity sales strategies here.
Support the show
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
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Are you a founder, CEO, leader, or salesperson in the cybersecurity industry? Are you looking to grow your sales and revenue faster? In this episode of the Cybersecurity Startup Revenue Podcast, we dive into one way to avoid having your deals stalled out.
👉 What risks can derail your software development and revenue growth?
👉 How can you optimize the role of a field CISO in your organization?
👉 Why is building trust and managing risk essential for successful sales cycles?
Our guest, Kayne McGladrey, a Field CISO at Hyperproof.io, brings his expertise and unique perspective as a CISO to discuss these critical topics and more. He shares his insights on the challenges faced by cybersecurity startups and how organizations can effectively communicate and address risk.
Don't miss out on this valuable conversation that can help you navigate the cybersecurity landscape and accelerate your company's growth. Tune in now to gain actionable strategies and hear from industry experts.
🔗 Connect with Kayne McGladrey on [LinkedIn] and learn more about Hyperproof.io on their website.
📣 Remember to book a 30-minute meeting with Andrew Monaghan to discuss your cybersecurity startup revenue goals.
Support the show
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Episode Summary: Ricky Martinez @ DigitalEra
🤔 Are you a cybersecurity startup looking to accelerate your sales and revenue growth? How can you effectively evaluate new vendors and establish mutually beneficial partnerships? Are delighted customers and partners crucial for your success in the early stages? Tune in to this episode of the Cybersecurity Startup Revenue Podcast to gain practical insights from Ricky Martinez, the Chief Strategy Officer at Digital Era Group.
In this conversation, we discuss:
👉 Evaluating new cybersecurity vendors and finding the right fit
👉 The importance of establishing delighted customers and partners in the early stages
👉 Building strong relationships and replicating success with new vendors
About our guest:
Ricky Martinez is the Chief Strategy Officer at Digital Era Group, a regional cybersecurity VAR. With decades of experience in the cybersecurity channel, Ricky has worked on both the vendor and partner sides. Digital Era Group works with about 60 vendors, including startups and established players, focusing on finding the right technology solutions for their customers.
Summary:
Discover how to evaluate new cybersecurity vendors, establish delighted customers and partners, and replicate success with new vendors. Join us as Ricky Martinez, the Chief Strategy Officer at Digital Era Group, shares valuable insights and strategies to accelerate sales and revenue growth in the cybersecurity industry. Don't miss out on this episode of the Cybersecurity Startup Revenue Podcast! 🔥
🔗 Connect with Ricky Martinez:
LinkedIn: Ricky Martinez on LinkedIn
Company Link: Digital Era Group
🗓️ Book a 30-minute meeting with Andrew Monaghan
Support the show
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
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🤔 How can you ensure that prospects truly understand your company's unique value proposition and differentiation?
🤔 What are some common reasons why buyers struggle to understand the differences between cybersecurity vendors in the marketplace?
🤔 How can you engineer "wow moments" in your demos or meetings to make a lasting impression on prospects?
In this episode, I discuss:
👉 The importance of communication and clarity in conveying your company's uniqueness.
👉 Common challenges in differentiating cybersecurity solutions in a crowded marketplace.
👉 Strategies for creating "wow moments" in demos or sales pitches to capture prospects' attention and highlight your distinct value.
Summary: Discover how to effectively communicate your cybersecurity company's unique value proposition and stand out in a crowded marketplace. Learn about common challenges in conveying differentiation and practical strategies for engineering "wow moments" in your demos and sales pitches. Don't miss out on valuable insights and techniques that can help you grow your sales and revenue faster. Tune in to this episode of the Cybersecurity Startup Revenue Podcast today!
Find more valuable content from Andrew Monaghan on LinkedIn
To learn more about Andrew and his company, visit Unstoppable.do
Book a 30-minute meeting with Andrew to discuss your cybersecurity sales and revenue growth
Support the show
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Episode Summary:
🤔 Are you struggling to introduce new technologies to satisfied clients? 📈 Want to simplify your channel program for sales reps? 💼 Curious about balancing partner revenue and innovation? Tune in to this episode of the Cybersecurity Startup Revenue Podcast.
👉 In this conversation, Kimber Garrett, a seasoned channel strategist, shares valuable insights on:
👉 Understanding client needs and pain points
👉 Building a simple and effective channel program
👉 Balancing partner revenue streams with innovation
About Our Guest:
Kimber Garrett is an experienced channel strategist with a successful track record of building channel programs. With a focus on consulting and advising clients, Kimber has observed both good and bad behavior from vendors and channel representatives. Kimber's expertise in navigating the complexities of the cybersecurity industry makes this episode a must-listen for founders, CEOs, leaders, and salespeople in the field.
Summary:
Join host Andrew Monaghan as he delves into the world of cybersecurity channel programs with guest Kimber Garrett. Discover the importance of understanding client needs, leveraging innovation, and simplifying channel programs to drive revenue growth. Don't miss out on valuable insights from Kimber's wealth of experience in building successful channel strategies. Tune in now and gain actionable takeaways for accelerating sales and revenue in the cybersecurity industry.
🔗 [Connect with Kimber Garrett on LinkedIn]
🌐 Visit J&K SOLUTIONS
📅 Interested in discussing your cybersecurity startup's revenue growth? Book a 30-minute meeting with Andrew Monaghan
Support the show
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🤔 Are you struggling to onboard new hires effectively in your cybersecurity startup?
🤔 Do you want to learn how to ramp up new sales reps quickly and make them productive?
🤔 Are you looking for tips to improve your onboarding process and drive revenue growth?
👉 In this conversation with EJ Easton, we dive into best practices for onboarding in cybersecurity startups. We discuss the advantage of new hires, the importance of asking great questions and setting specific short-term goals for success.
👉 During this episode, we explore:
👉 The importance of being prescriptive in onboarding
👉 Certifying individuals for key tasks in their first meetings
👉 The significance of understanding the buyer during onboarding
About our guest:
EJ Easton is multi-time sales leader at cybersecurity startups. EJ offers valuable insights on what he has learned in how to accelerate the productivity of new sales reps.
Summary:
In this episode of the Cybersecurity Startup Revenue Podcast, EJ Easton shares three key ideas for improving onboarding in cybersecurity startups. From being prescriptive in key areas to understanding the buyer, EJ's expertise will help you optimize your onboarding process and drive revenue growth. Tune in now to gain valuable insights and take your onboarding to the next level!
🔗 Connect with EJ Easton:
LinkedIn: EJ Easton
📅 Book a meeting with Andrew
Support the show
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🤔 Are you struggling to effectively sell your cybersecurity products or services? 🤔 Do you want to learn how to identify champions within organizations and align your offerings with their goals? 🤔 Are you curious about the war on ROI in sales? If so, this episode is for you!
👉 In this conversation, we discuss:
👉 The importance of identifying champions and aligning with key decision-makers' goals.
👉 Building trust and understanding through storytelling and addressing common struggles.
👉 The three dimensions of value and the role of emotions in B2B sales.
🎙️ Our guests, Calum Kilgour, and John Bissett share their expertise in sales and revenue growth for cybersecurity startups. Calum is an expert in crafting compelling stories and narratives to engage potential customers, while John brings his deep understanding of the three dimensions of value and the different modalities of thinking.
📝 In summary, this episode provides valuable insights into the art of selling cybersecurity solutions. Learn how to identify champions, align your offerings with the organization's goals, and tap into emotions to drive decision-making. Don't miss out on this opportunity to accelerate your sales and revenue growth in the cybersecurity sector.
🔗 Connect with Calum Kilgour on LinkedIn
🔗 Connect with John Bissett on Linkedin
🔗 Visit their company's webpage: Slingshot Edge
🔗 Book some time with Andrew Monaghan
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups. If this is intriguing, get in touch at andrew@unstoppable.do
Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
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Are you a cybersecurity company looking to grow your sales and revenue faster? In this episode, we dive into the keys to success with Steve Kazan, founder of Inner Onion. How can you stand out and improve your commitment to your partners? How can you navigate the partner process and achieve quarterly success? And what strategies can be employed to secure partnerships and investments? Tune in for valuable insights and actionable tips from an industry expert.
In this conversation, we discuss:
👉 The importance of commitment to partners and standing out
👉 Strategies for navigating the partner process and achieving success
👉 How to secure partnerships and investments for your cybersecurity company
About our guest:
Steve Kazan is the founder of Inner Onion, a cybersecurity consulting firm. With years of experience in the industry, Steve has a wealth of knowledge in sales and revenue growth strategies for cybersecurity startups. He shares his insights and expertise to help companies thrive in the competitive cybersecurity market.
Summary:
Don't miss this episode of the Cybersecurity Startup Revenue Podcast, where we chat with Steve Kazan from Inner Onion. Learn how to improve commitment to partners, navigate the partner process, and secure partnerships and investments for your cybersecurity company. Tune in for valuable insights and actionable tips to accelerate your sales and revenue growth. Listen now!
Connect with 👉 Steve Kazan on LinkeIn
Learn more about 👉 Inner Onion
Book some time with Andrew Monaghan 👉 Schedule a Meeting
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups. If this is intriguing, get in touch at andrew@unstoppable.do
Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
🤔 Questions for the Audience:
- How can mastering the art of being philosophical in your communication make you more persuasive in sales?
- What are the three different levels of thinking about problems and how can you use them to connect better with prospects?
- How can using philosophical phrases and raising the level of conversation help in getting people to join your movement?
💁🏼♂️ In this episode, I discuss:
👉 Applying philosophy in sales communication
👉 The three levels of thinking about problems in cybersecurity
👉 Using powerful philosophical words to connect with prospects
Summary: Learn how applying philosophy in sales communication can make you more persuasive. Discover the three levels of thinking about problems and how to use them to connect better with prospects. Find out how to incorporate powerful philosophical words to elevate your conversations and join the movement towards better cybersecurity solutions. Tune in now to gain valuable insights and improve your sales strategies.
✨ Connect with Andrew Monaghan on LinkedIn and visit Unstoppable.do for more cybersecurity startup revenue resources. Book some time with Andrew using this link: [https://tidycal.com/1w8xxe1/30-minute-meeting].
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups. If this is intriguing, get in touch at andrew@unstoppable.do
Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
🤔 Questions for the Audience:
- Have you experienced a slowdown in sales growth after scaling your sales team?
- Are your sales reps consistently delivering the results you expected?
- Do you struggle with maintaining a consistent sales process as your team expands?
💁♂️ In this episode, I discuss:
👉 The impact of go-to-market dispersion on sales growth and scaling.
👉 The importance of top-level leadership in establishing consistent messaging and positioning.
👉 How conversation intelligence tools can be used to coach and correct sales team behaviors.
📝 Summary: In this episode, Andrew Monaghan explores the challenges that arise as sales teams scale and the importance of maintaining a consistent go-to-market strategy. He shares a story about go-to-market dispersion at McAfee and provides three actionable ideas for addressing this issue. To learn more about how to overcome sales slowdowns during scaling, tune in to this episode of the Cybersecurity Startup Revenue Podcast.
🔗 Connect with Andrew Monaghan on LinkedIn and learn more about his company, Unstoppable. Book some time with him.
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups. If this is intriguing, get in touch at andrew@unstoppable.do
Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Episode Summary: Omri Weinberg @ DoControl - Growing Sales and Revenue in the Cybersecurity Industry
Are you a founder, CEO, or sales professional in the cybersecurity industry who wants to accelerate sales and revenue growth? In this episode of the Cybersecurity Startup Revenue Podcast, we dive into key strategies and insights from Omri Weinberg, Chief Revenue Officer at DoControl. Get ready to explore effective sales approaches, overcoming challenges in a noisy market, and the importance of trust in building relationships with clients. Don't miss out on this valuable conversation that could transform your approach to sales and revenue generation in the cybersecurity space.
👉 Key Talking Points:
- Overcoming challenges in a crowded market and connecting with your target audience.
- Leveraging events, partnerships, and platforms to drive conversations and generate traffic.
- The importance of adapting to the changing technological landscape and problem-solving in cybersecurity.
About our Guest:
Omri Weinberg is the Chief Revenue Officer and co-founder at DoControl, a cybersecurity startup focused on securing data stored in various SaaS applications. With his extensive experience in the industry, Omri offers valuable insights into driving revenue growth and building successful sales strategies in the cybersecurity space.
Summary:
In this episode, Omri Weinberg shares his expertise in growing sales and revenue for cybersecurity startups. He provides valuable insights on navigating challenges in a noisy market, leveraging industry events and partnerships to drive conversations and the importance of trust in building client relationships. Whether you're a founder, CEO, or sales professional, this conversation offers actionable strategies to accelerate your sales and revenue growth. Tune in now to gain valuable insights from a seasoned professional in the cybersecurity industry.
🔗 Connect with Omri Weinberg on LinkedIn and learn more about DoControl on their website.
📅 Book some time with Andrew Monaghan to discuss your sales and revenue growth strategies in the cybersecurity industry.
Hey, it’s Andrew here … before we get going… if you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively....the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model which makes sense for startups. If this is intriguing, get in touch with me at andrew@unstoppable.do … now let’s get going with the episode.
Music start and then me asking for a share with a friend and rate/review
Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startup
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In today's episode, Andrew dives into the first inhibitor to growth in the cybersecurity marketplace: playing it too safe. With over 3,400 vendors competing for attention, many companies are falling into the trap of blending in rather than standing out. But fear not, Andrew has gathered insights from interviews and consulting work to share the innovative approaches that can set companies apart. From bold messaging to daring marketing campaigns, Andrew explores how cybersecurity startups can break free from the generic and mundane and make a lasting impact. Tune in as Andrew shares inspiring examples and challenges leaders and founders to question their approach, with the hope of igniting a spark of boldness in the industry. So grab your headphones and get ready to learn from the best in the business on the Cybersecurity Startup Revenue Podcast!
Andrew Monaghan on Linkedin
Hey, it’s Andrew here … before we get going… if you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively....the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model which makes sense for startups. If this is intriguing, get in touch with me at andrew@unstoppable.do … now let’s get going with the episode.
Music start and then me asking for a share with a friend and rate/review
Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
In today's episode, we have a special guest joining us: Dharmendra Mohan, the founder of Sonet.io. Dharmendra shares with us his insights and experiences in the world of cybersecurity and remote work solutions. He highlights the challenges faced by both large enterprises and end users when it comes to network security. As remote work and distributed applications become the norm, Dharmendra explains the need for a new approach to architecture and problem-solving. He dives deep into Sonet.io's agentless architecture, which allows for the seamless onboarding of users and access to servers through browsers. Dharmendra also delves into the evolving landscape of sales strategies, discussing the concept of "near bound" and the effectiveness of content-based engagement. Join us as we explore Dharmendra's journey in building Sonet.io, the importance of customer feedback, and the company's mission to solve remote work challenges. This episode is packed with valuable insights for CISOs, CIOs, and IT leaders looking to create a secure and hassle-free environment for their remote workforce. Let's dive in!
Sonet.io
Dharmendra Mohan on LinkedIn
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Today we have a very exciting guest joining us: David Klein, from Kentik. In this episode, we'll be diving into the world of marketing and branding in the cybersecurity startup industry, with a particular focus on the success of Kentik's unique and engaging video adverts. David will share his insights on creating content that resonates with their target audience, the importance of being both funny and sensitive, and the challenges of defining a brand identity in a rapidly evolving marketplace. We'll also discuss the role of comedy in marketing, the impact of creative sessions on campaign development, and how to effectively reach and engage technical audiences. So, sit back, relax, and let's dive into another fascinating episode of the Cybersecurity Startup Revenue Podcast!
Anchor text: The infomercial
Anchor text: The Perfume Advert
Kentik
David Klein on LinkedIn
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In today's episode, we have the pleasure of being joined by Baber Amin, the Chief Product & Operating Officer at Veridium. Baber brings a wealth of knowledge and experience to the table, and in this conversation, he delves into the importance of building partnerships that go beyond mere reselling opportunities. We'll explore the significance of investing in training for consultants to provide top-notch service to customers and how being a true partner means embedding into the partner's existing ecosystem.
But that's not all! We'll also dive into the concept of Product Market Fit and how it's a gradual process rather than an instant transition. Baber uses the analogy of traveling from San Francisco to New York to illustrate the journey of finding Product Market Fit, emphasizing the need for continuous learning and adaptation along the way. Additionally, we'll discover the evolving messaging around passwordless authentication and the importance of clearly communicating its benefits to customers.
Hold on tight as Baber takes us through Veridium's innovative approach to deploying phishing-resistant multifactor authentication, their new product developments to enhance biometrics, and the role of channel partners in expanding their reach. We'll explore how Veridium is staying current with industry trends and customer demands, and how they're bridging the gap between technical details and outcomes to drive success.
So, whether you're a cybersecurity enthusiast, a startup founder, or just curious about the latest industry insights, this episode is for you. Get ready to gain valuable perspectives on revenue generation, scaling a company, and elevating cybersecurity discussions to a business level. Let's dive in!
Veridium
Baber Amin on LinkedIn
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In today's episode, our host, Andrew Monaghan, sits down with Dhiraj Khare from Pingsafe, a leading cloud security platform company. Dhiraj shares some fascinating insights about their journey in the cybersecurity space and the strategies they've employed to drive revenue for their startup.
From their memorable first day at Pingsafe, coming from a similar cloud security platform company to handling a significant transaction with a nonprofit organization backed by prestigious foundations, Dhiraj takes us through their experiences in securing meaningful deals.
We also delve into Pingsafe's innovative approach of looking at cloud infrastructure from an attacker's perspective, its unique CNAP platform, and the challenges they face in a crowded market with over 3400 cybersecurity vendors.
Dhiraj offers valuable advice on differentiation, building a strong customer base, and the importance of localization in the Indian and Southeast Asian markets. They highlight their commitment to providing unparalleled customer success and discuss the potential of the Indian market for startups.
Tune in to this episode to learn how Pingsafe's revolutionary platform is transforming the cybersecurity landscape and how they are navigating the challenges of scaling and expanding globally. Get ready for an enlightening conversation with Dhiraj Khare at Pingsafe!
Pingsafe
Dhiraj Khare on LinkedIn
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Welcome to another episode of the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest: Tim Eades, entrepreneur and the CEO of Anetac. But that's not all - Tim also co-founded the Cyber Mentor Fund, a seed fund dedicated to supporting early-stage cybersecurity companies.
In this insightful conversation, Tim shares his experiences and offers valuable advice for startup founders and entrepreneurs. He discusses the importance of seeking advice from successful mentors, validating ideas through customer interviews, and building strong relationships with customers.
Tim dives into the world of sales and emphasizes the need for a customer success person before a salesperson, highlighting the significance of proactive technical support. He draws inspiration from successful models in the security industry, such as Tanium Founder Orion's technical account management, and shares his thoughts on building and maintaining happy customers.
But it's not just about sales, as Tim also delves into the importance of building a strong network of advisors and mentors as a company grows. He provides practical tips on finding the right advisors who can make introductions and offer guidance in specific verticals.
Join us as Tim Eades brings us his wealth of knowledge and shares his unique perspectives on building, selling, and funding cybersecurity startups. Get ready to gain valuable insights from a seasoned entrepreneur, right here on the Cybersecurity Startup Revenue Podcast!
Cyber Mentor Fund
Timothy Eades on Linkedin
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Welcome back to the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest, Bob Wright, from Firebrick Consulting. Bob is a seasoned expert in cybersecurity positioning and strategy, and he's here to share his insights on how startups can drive revenue through effective positioning in the crowded cybersecurity market.
In this conversation, Bob discusses the importance of positioning in today's tighter buying climates and how CEOs are realizing the need to be actively involved in the process. We delve into why proper positioning is crucial in cybersecurity, especially in a market with over 3,400 vendors. Bob also reflects on the industry's transformation, from limited resources and hardware-based products to the current era of endless possibilities.
Bob emphasizes the excitement and innovation in the cybersecurity industry, urging startups to take advantage of this unique opportunity to become future category leaders.
Throughout the episode, Bob shares practical advice on defining and understanding the target market, avoiding buzzwords, and creating narratives that resonate with executive buyers. He stresses the importance of making the customer the hero and aligning the entire company around the positioning strategy.
So, whether you're a cybersecurity startup looking to differentiate yourself in the market or simply interested in the industry's evolving landscape, this episode is packed with valuable insights and actionable strategies to drive your revenue. Stay tuned as we dive into the world of cybersecurity positioning with Bob Wright from Firebrick Consulting.
Firebrick Consulting
Bob Wright on LinkedIn
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Welcome back to the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest joining us, Seth Robbins, the CEO of Cycode. Seth is known for challenging the status quo, and today he will be sharing his thoughts on the topic of marketing qualified leads (MQLs) and their relevance in measuring marketing effectiveness. Seth believes that the MQL is dead and proposes a different approach to evaluating marketing success based solely on revenue generation. He will discuss the pitfalls of relying on MQLs and share valuable insights from his experience in the cybersecurity sales industry. Join us as Seth challenges conventional wisdom and uncovers the key elements necessary for driving revenue growth in early-stage startups. This is an episode you won't want to miss! So, without further ado, let's dive into the conversation with Seth Robbins at Cycode.
[00:02:18] Start early, assess market, simplify message, adapt.
[00:06:14] Sales reps should be like cats, not dogs.
[00:08:56] Controversial MQL is a useless marketing metric.
[00:12:14] MQLs are dead; focus on revenue generation.
[00:16:59] Focus BDRs on ICP, measure demo requests.
[00:21:58] Proper process is key to scaling sales.
[00:24:14] Startups face a game of inches.
[00:28:18] Exciting progress, breaking records, non-fragile stage. Looking for trailblazers who drive industry forward. Seeking four key traits: drive, empathy, intellect, adaptability. No compromise.
[00:32:13] Drive, empathy, and value in business relationships.
[00:37:41] Empathy and intellect are important in hiring.
[00:40:54] Adaptability is crucial in startup success. [7 words]
[00:43:32] Special Forces salesperson and CEO discuss adaptability.
[00:47:11] Good conversation about optimizing marketing and sales.
Seth on LinkedIn
Cycode
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On this episode of Sales Bluebird, our guest Mike Barker, Chief Commercial Officer of HYAS shares insights on the importance of aligning sales and marketing strategy in a company. He talks about how his company identified target areas and sectors where they are successful based on data and aligned their messaging and marketing organization towards those target areas.
Mike also highlights the importance of understanding the buying team within an organization and using referrals to generate pipeline. The discussion delves into the role of a Chief Commercial Officer and the changing dynamics within the cybersecurity industry.
Hit play to learn more about the importance of alignment between sales and marketing in a company's success.
[00:05:04] "How I went from Sales to Internal CIO"
[00:07:46] "Global Sales Transformation Success with CRO Mentor"
[00:10:00] "Hyacinth: Protecting Businesses with Intelligence and Detection"
[00:13:13] "Startup's Unique Threat Intel Portfolio Explained"
[00:24:47] "Creating a Marketing Plumb Line for Success"
[00:29:21] "Direct and Partner Teams Drive Sales Growth"
[00:31:37] "Pipeline Generation: The Bane of Salespeople's Existence"
[00:35:12] "Training and Enabling Go-to-Market Organization"
[00:37:29] "Standing Out in Cybersecurity: A Challenge Explained"
[00:43:45] "Product-focussed HYAS announces new PLG initiatives"
Mike Barker on Linkedin
HYAS Website
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215: Attention all sales leaders who want to build a cohesive team! Have you been misled by these popular myths about building a cohesive sales team through communication and collaboration? Myth #1: A team that agrees on everything is the most cohesive. Myth #2: Communication alone is enough to build a cohesive team. Myth #3: Collaboration should be done solely within the sales team. But don't worry, Nick Degnan is here to set the record straight and reveal the truth about building a truly cohesive sales team.
In this episode, you will be able to:
- Unearth the significant impact of a thriving company culture on sales triumph.
- Delve into the art of assembling a unified sales team with clear communication and teamwork.
- Understand the significance of adopting a long-term outlook in crafting a winning sales career.
- Realize why ethics and respectful treatment of customers are essential in the sales world.
- Conquer the obstacles of accelerated company expansion and develop organizational resilience.
My special guest is Nick Degnan, a seasoned sales leader with a wealth of experience in building and managing successful sales teams. Throughout his 17-year career, Nick has worked with tech giants like EMC, Pure Storage, and Tanium, honing his sales strategy and team management expertise. As the current SVP of Global Sales at Axonius, Nick is deeply committed to fostering a collaborative and communicative environment to support a high-performing sales team. His insights on building cohesiveness and driving results have made him a go-to resource for sales managers
The resources mentioned in this episode are:
- Visit salesbluebird.com/research to learn more about the IT Harvest cybersecurity platform.
- Check out Axonius for world-class technology that solves real-world problems.
- Join the team at Axonius, surrounded by good people who work hard and value excellence.
- Connect with Nick Degnan on LinkedIn to stay up-to-date on his latest insights and experiences.
- Subscribe to the Sales Bluebird podcast for more tips and strategies on growing sales in the cybersecurity industry.
Nick Degnan on LinkedIn
Axonius website
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214: On this episode of Sales Bluebird we talk with Moty Jacob, the CEO of Surf Security, and we dive into the world of enterprise security, company differentiation, and the rise of browser-based solutions. We begin by exploring an open onboarding process tailored to employees' needs and how important it is for new employees to understand the company's capabilities. We also discuss building successful channel partnerships, reducing attack surfaces, and finding talent with strong networks and trusted reputations. Our guest shares insights on enterprise security and how finding a buzz around the industry can attract senior security leaders. Furthermore, we hear a personal story about the Venice Carnival and the challenges of attracting CISOs. Finally, we learn about Surf Security, a browser-based zero-trust solution for enterprise-level security, and how it can collapse all security tools into one power control point for improved agility and reduced security risks.
[00:03:15] "CISO Creates Revolutionary Browser-based Cybersecurity Solution"
[00:08:47] "Chrome-based app offers unbreakable security solution"
[00:10:31] "Surf: The Innovative Browser Combining Security and Accessibility"
[00:15:33] Revolutionary Endpoint Security Solution Streamlines Cloud Access.
[00:19:01] "Stealth tech startup Surf facilitates security stacks"
[00:20:16] "Venice Carnival: The Winter Tradition You're Missing."
[00:22:56] "Claiming and Climbing Mountains Across Italy"
[00:25:10] "Web Platform Revolutionizes Security Market Capabilities"
[00:29:02] "Scaling a Company: Evolution from Founders to Salespeople"
[00:30:43] "Open Onboarding Process for Dynamic Success"
Moty Jacob on LinkedIn
Surf Security website
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On this episode of the Cybersecurity Startup Revenue podcast, we talk with Colin Jones the CRO of Wiz, about their incredible journey as the fastest company to reach $100 million in ARR within 18 months.
We explore what has been happening behind the scenes at Wiz, particularly within the sales team. Including the mentality of learning and figuring things out quickly, the importance of being equitable, and the loyalty and resiliency created among employees. Additionally, we delve into creating company values and hiring the right people to contribute to growing the business successfully through customers. We also touch on the importance of communication in a hypergrowth environment and the negative consequences of neglecting it.
[00:08:32] Leadership Challenges in Corporate Acquisition Success
[00:12:16] "Inflection Point Reached: Reflecting on Career Goals"
[00:16:05] "Leaving Duo Cisco with a Winning Mentality"
[00:18:17] "Customer Feedback at Wiz: The True Value of Products"
[00:22:10] "Success through People, Not Numbers: Hiring Strategies"
[00:24:07] "Creating Fair and Loyal Workplace Culture"
[00:25:40] "The Importance of Effective Communication in Hypergrowth"
[00:29:24] "Palo's Prisma Suite Sets Foundation for Cloud Security"
[00:32:36] "Aligning Vision and Customer Needs for Success"
[00:38:37] "Team-led exercise: The Origin of Our Values"
Colin Jones on LinkedIn
Wiz website
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212: In this episode of Sales Bluebird, we dive into the world of software supply chain security and the challenges it presents. Rubi Arbel, co-founder and CEO of Scribe Security, sheds light on the limitations of traditional application security solutions and introduces Scribe's innovative approach to software security using evidence collectors.
We examine the importance of boldly positioning oneself in the market and engaging with the developer community through evangelists, open-source projects, and attending conferences. Additionally, we explore new US regulations coming into effect in 2023 and the impact they will have on the software security landscape.
Tune in to this episode for a comprehensive overview of software supply chain security and how companies are taking steps to ensure trustworthy code.
[00:05:05] "Startup Solves Software Supply Chain Trust Issues"
[00:08:33] "Revolutionizing Software Security: An Evidence-Based Approach"
[00:13:17] "Creating Secure Coding Policies for Production Success"
[00:15:16] "Focus on Attestations and Provenance technology development"
[00:16:16] "Securing Scribe: Responsibility and Collaboration Across Teams"
[00:18:42] "Scribe: A Unique Software Supply Chain Platform"
[00:20:09] "2023 Regulation Sparks Software Supply Chain Revolution"
[00:25:02] "Software Supply Chain Security: The Future Standard"
[00:34:19] "Scaling up Sales at the Right Time"
[00:43:35] "Importance of Developer Engagement for Swipe"
Scribe Security website
Rubi Arbel on LinkedIn
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211: On this episode of Sales Bluebird, Abhi Sharma shares their experience in building Relyance, a privacy platform that uses machine learning and natural language processing to extract rules and apply them against operational reality. They discuss the impact of privacy on the world, his journey in building Relyance, and how the platform allows for quick delivery and provides value to every team. Abhi also shares his pivotal experiences building a startup at University and working on a project for ALS patients. Tune in to learn more about their go-to-market approach, the AHA moment in their deployment, and the importance of privacy by design.
[00:04:09] Passion project spawns successful startup career
[00:06:06] "Pivotal Moments Lead Entrepreneur to Life's Work"
[00:08:11] "Revolutionizing Accessibility: Eyeball Joystick Controls for ALS Patients"
[00:10:09] "Pizza Conversation Leads to Privacy Platform Success"
[00:17:55] Maximizing Data Security: Beyond DLP Scanning Solutions
[00:21:24] "Privacy Challenges and Cross-Functional Solutions Spotlighted"
[00:23:36] "Visualize Your Data Flow in Minutes: Relyance Platform"
[00:29:33] Unforgettable Deployment: The Magic of Lemonade Moments.
[00:32:35] "Scaling a startup: Timing is everything"
[00:36:39] Partnerships Likely to Dominate Privacy Solutions Market
Relyance website
Abhi Sharma on LinkedIn
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210: In this episode of Sales Bluebird, Andrew speaks with Victor Fang, the founder of Anchain, a Web3 security company. Victor shares his background in data science and discusses the challenges of working with Web3's decentralized model.
Anchain is a finalist in next week's RSA Conference Innovation Sandbox competition.
Anchain's machine learning and AI technology have found a market position with regulators, law enforcement, and the private sector. The company has targeted four markets, each with different security requirements, and has developed a framework to help with counterparty risk in web3 transactions.
Andrew and Victor also discuss the lack of workers in the Web3 cybersecurity market, the growing concern of cryptocurrency hacks, and the potential for Web3 security solutions.
[00:05:48] "Music and Math: The CEO's Unplugged Escape"
[00:07:33] "Blockchain Security Startup Traces Hackers with Smart Contracts"
[00:12:50] "AI-powered Security Solutions for Government and Crypto"
[00:16:16] Revolutionizing Web3 Security with New Framework
[00:21:09] "Barriers to Entry and Security Issues in Cryptocurrency Security"
[00:23:26] "New Framework Developed to Secure Cryptocurrency Transactions"
[00:25:49] "Improvising Security Solutions in Rapidly Shaping Market"
[00:27:53] "Blockchain Security Training Fills Critical Job Gap"
Anchain website
Victor Fang on LinkedIn
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209: On this episode of Sales Bluebird, we dive into the world of Hidden Layer, a company bridging the gap between security and data science teams to protect machine learning models. CEO Chris Sestito discusses hiring the right people for a startup rather than worrying about specific job titles. Chris shares insights about their innovative work in security and ML and how they are making strides in the ML AI world. Additionally, we learn about the company's world-first machine learning security platform, which has two products geared towards detecting malware and protecting models in real time.
[00:05:01] "Cybersecurity founders go all in together"
[00:09:37] "Adversarial Machine Learning Attack Inspires Hidden Layer"
[00:13:20] "World's first ML security platform detects malware"
[00:15:22] "Model Lifespan Variations Based on Use Cases"
[00:17:03] "Empowering Data Scientists and Security Operators Together"
[00:19:38] "Data Science and Security: Bridging the Gap"
[00:21:24] "Covert Cyber Threats Require Proactive Investigation: Experts"
[00:29:08] "Building Generic Solutions to Protect Machine Learning"
[00:31:19] "Why Abigail Maines was the perfect hire"
[00:34:21] "Success Determined by Who You Hire"
Hidden Layer website
Chris Sestito on LinkedIn
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208: In this episode of Sales Bluebird, Andrew explores the world of B2B vendor onboarding, discussing an innovative platform called SafeBase. SafeBase has revolutionized the cumbersome questionnaire process by providing upfront information that can reduce the resources required by up to 90%. More than 400 customers already use SafeBase as their security review facilitator.
The episode also delves into SafeBase's marketing strategies, including their K Factor approach, which measures how many new customers a current customer brings in. Additionally, the episode explores how Safe Base built a mini-project to hire the right salespeople and focuses on team and culture fit.
The guest on this episode is Macy Mody, the VP of Revenue and Operations at Safe Base, who explains how the company values getting to know employees on both personal and professional levels to build trust.
Finally, the episode touches on Safe Base's approach to automation, driving adoption, and the company's commitment to employee success.
[00:05:58] "Proactive Trust Communication for Sales Success"
[00:08:26] "Revolutionary Solution to Streamline Vendor Onboarding"
[00:15:59] "SafeBase's Wow Moment: Automation"
[00:19:44] "Innovative Virality and Seamless Automation in Tech"
[00:24:35] "Lean go-to-market strategy drives success for startup"
[00:26:08] "Balancing Outbound Messaging for Successful Marketing Mix"
[00:27:23] "Finding Balance: Success Without Overwhelming Customers"
[00:31:43] "New hires and inbound leads: Top concerns"
[00:33:29] "Testing Sales Candidates' Understanding Through Outbound Exercise"
[00:36:35] Building Trust in Remote Work Environments
SafeBase website
Macy Mody on LinkedIn
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207: On this episode of Sales Bluebird, the guest being interviewed is Oliver Friedrichs, founder and CEO of Pangaea.
Oliver shares his history as a five-time founder, selling his first four companies to larger players in the industry such as McAfee and Splunk. He talks about the need for building trust during the acquisition process, and shares how the success of acquisitions depends on the acquiring company's mature leadership team and repeatable processes.
Oliver is passionate about solving cybersecurity problems through starting companies and creating valuable solutions. Additionally, he discusses how his current company, Pangaea, offers authentication, authorization, audit, logging, secrets management, and file scanning for malware, and recently launched a partnership with Digital Element. They're expecting to have 24 services by the end of the year, which they believe will accelerate growth. Pangaea is also recognized as innovative and unique for creating a new category called "Security Platform as a service". Oliver believes that equipping developers to secure their code will solve the problem all the way down the development lifecycle.
The conversation covers various topics such as the importance of partnerships, setting ground rules during the acquisition process, and building trust for continued success.
[00:03:56] "Key Incentives for Retaining Talent in Tech"
[00:06:41] "Wild Valley: Learning from the Dot-Com Boom"
[00:08:03] "Acquisition by Splunk: An Exceptional Experience"
[00:09:31] "Keys to Successful Acquisition: Ground Rules and Trust"
[00:11:43] "Revolutionizing Security for Developers with API Integration"
[00:14:37] "Trustworthy Pangaea Framework: Revolutionizing Security Economics"
[00:18:51] Scaling PLG-led Companies: The Role of Sales
[00:21:41] "Revolutionizing Security with Platform as a Service"
[00:26:41] "Startup's Cryptographic Audit Trail Proves Successful"
[00:28:11] "Partnerships bring world-class threat intelligence to developers"
Pangea Website
Oliver Friedrichs on LinkedIn
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206: In this episode of Sales Bluebird, we dive into the complexities of SaaS security concerns and the challenges of getting attention and building pipelein. This episode features Yoni Shohet, co-founder and CEO of Valence Security who talks about their company's solution to clean up security issues and offers insights for salespeople to maximize their meetings.
Yoni also sheds light on the challenges faced by CASBs while discussing their company's product, Valence, which combines time to value and remediation in a compelling value proposition. Furthermore, they shed light on the challenges that organizations face in getting responses from their prospects and suggest a solution for decreasing unnecessary emails and calls. Tune in to learn more about the cybersecurity market, the challenges of sales pipeline drought, and the importance of creativity and differentiation.
[00:03:49] "IDF Captain turned Cybersecurity Entrepreneur co-founds SCADAfense"
[00:07:27] "Startup founders identify security loophole post-SolarWinds attack"
[00:10:45] "Maximizing SaaS Capabilities: Overcoming Security Concerns"
[00:13:10] "SaaS security platform delivers instant risk analysis"
[00:15:28] "Automated Collaboration: The Key to SaaS Security"
[00:17:58] "CASBs fall short in protecting SaaS applications"
[00:20:44] Uncovering Hidden Risks of Data Sharing
[00:23:15] "Creating Market Value: The Importance of Thought Leadership in Cybersecurity"
[00:36:44] "Sales Approach Shift: Building versus Account Executives"
[00:41:37] "Overcoming the challenge of communication in sales"
Valence Website
Yoni Shohet LinkedIn
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On this episode of Sales Bluebird, Alisdair, co-founder of Darwinium, shares the challenges of protecting vulnerable customers and how their company is solving those problems. From digital identity technology to automated remediation, Darwinium's unique platform provides complete visibility across user journeys. They discuss the importance of good customer recognition, solving tangible business problems, and the convergence of cybercrime and cybersecurity in financial services and e-commerce. They also touch on the significance of fresh perspectives, hiring people you trust, and getting your go-to-market strategy right before bringing in a VP of Sales.
[00:04:16] Why Downturns Are the Best Time for Startups
[00:06:15] Cybersecurity expert moves to Australia after successful acquisition.
[00:09:33] Darwinium: Protecting Customers with Collective Intelligence and Edge Computing
[00:16:51] Converging Cybercrime and Cybersecurity: The Intersection
[00:19:47] Uncovering Customer's Hierarchy of Risk Detection Needs
[00:26:27] Building a Startup with a Higher Purpose
[00:28:06] Darwinium Solves Business Problems with Cybersecurity Solution
[00:31:25] Darwinium: Born Global & Hiring Strategically Worldwide
[00:35:04] Sales success through fresh perspectives and validation
[00:38:08] Buying Pressure Points: Ecommerce & Financial Services
Darwinium
Alisdair on LinkedIn
This episode is brought to you by IT-Harvest, the most comprehensive research tool for the cybersecurity industry.
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On this episode of Sales Bluebird, we hear from Tom Pace, the co-founder, and CEO of NetRise, a company focused on providing visibility into firmware and devices that operate under minimal functions.
Tom shares how they started the company during the COVID-19 pandemic and how they are not following the traditional approaches to sales and marketing in the cybersecurity industry. They also discuss the importance of targeted outreach, evangelizing the problem, and utilizing networks and introductions rather than relying on cold call tactics.
Episode Highlights
- Introduction of the company: targets device manufacturers to offer a security platform
- Different customers' use cases and value propositions
- Platform as a painkiller for device manufacturers and end-users
- The company benefits consulting companies by providing more work and value
- A former CISO started a company, and bold claims are needed in the industry
- Targeted outreach using specific information is essential, rather than mass emails/phone calls
- Co-founders have complementary skills: one is focused on product building, and the other on operations and go-to-market.
- Netrise specializes in analyzing firmware in devices
- Reverse engineering firmware is historically done through expensive consulting engagements
- Netrise automatically analyzes firmware and generates an S-bomb for enriched information
- Bigger booths and swag do not matter in cybersecurity marketing
- The venture capital landscape is changing; growth at all costs is no longer the norm
- Different and bold approaches are essential for companies to stand out in the market
- The host has a background in tech and cybersecurity roles
Links:
Netrise website
Tom's LinkedIn
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Dor Zvi, cybersecurity entrepreneur and co-founder of Red Access, joins host Andrew Monaghan to share his journey in the secure enterprise browsing market. With a strong background in the cybersecurity industry, Dor and his long-time friend and partner, Tal, identified challenges in the market and developed an innovative agentless platform to protect devices and browsing sessions. Their passion for addressing the needs of a hybrid workforce and their drive to make security more simple, agnostic, and comprehensive have been key to their success.
In this episode, Dor talks about how to:
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start building a winning sales team in the cybersecurity arena with expert tips on strategy and staffing.
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strike the perfect balance between productivity, security, and user experience in today's fast-paced cybersecurity industry.
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Fortify your remote workforce with cutting-edge, agentless cybersecurity methods.
24 Unleash the potential of Red Access's revolutionary cloud platform to boost security and performance.
My special guest is Dor Zvi
Developing the MVP & Validation
One essential step in building a cybersecurity startup is the development of a Minimum Viable Product (MVP) and its validation. This involves creating a product or service that addresses a specific market need, while only offering the core features necessary for initial users to provide feedback for further improvement. For cybersecurity startups, ensuring that the MVP provides adequate security while also maintaining user experience and performance is crucial. The validation process involves testing the product with real users, collecting their feedback, and making necessary adjustments to ensure it meets their needs and expectations. In the case of Dor Zvi, Red Access's MVP focused on providing an agentless approach to secured browsing that doesn't compromise user experience or performance. Through a series of tests and iterations, the company was able to arrive at a product that could be used by their first customers. Dor shared that the validation process helped his team overcome setbacks and build a product that ultimately generates interest from potential investors due to its unique architecture and capabilities.
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Armed with his MBA and mechanical engineering degree, Colin Dunn was determined to solve the critical issue of maintaining aging infrastructure. Little did he know, his journey would take an unexpected turn into the world of cybersecurity and lead to the creation of a revolutionary one-way check valve for data. How will this innovative solution protect customers from cyber threats and revolutionize the industry?
In this episode, you will be able to: 1. Fortify your critical infrastructure using Fend's innovative hardware and software technologies. 2. Enhance customer relationships by comprehending their purchasing behaviors and strategies. 3. Stay ahead of cyber threats by adapting and implementing robust compensating controls. 4. Collaborate effectively with resellers while retaining a strong ethical business foundation. 5. Foster employee motivation and unity by emphasizing a larger, shared mission.
My special guest is Colin Dunn, CEO of Fend
Colin Dunn, a visionary entrepreneur and seasoned mechanical engineer, has successfully navigated the challenges of bringing a hardware product to market in the cybersecurity realm. With an innovative mindset and a keen understanding of the critical infrastructure landscape, Colin has developed a groundbreaking solution that addresses the pressing need for secure and reliable communication in operational technology environments. Drawing from his extensive experience in product development and business strategy, Colin's expertise lies in creating unique solutions to complex problems and empowering teams to excel in the ever-evolving world of cybersecurity.
The topics covered in this episode are:
- Consider Fend as a solution for securing critical infrastructure and operational technology, as it allows one-way communication, mitigating the risk of outside attacks while still enabling monitoring and alerts.
- Explore the benefits of Fendcloud, which combines Fend's hardware with cloud-based analytics to provide comprehensive visibility and control over legacy industrial systems.
- Look into federal funding and startup accelerators for support in developing and launching hardware-based cybersecurity solutions.
- Research the importance of creating a sustainable business model when developing novel cybersecurity technology solutions.
- Recognize the value of targeting a niche market, such as critical infrastructure cybersecurity, where the demand for unique and secure solutions is high.
- Consider focusing on hardware-based cybersecurity solutions that are made in the U.S. to address concerns about foreign-made technology in critical infrastructure.
Tinkering and Progress: Creating simple, scalable, and affordable hardware innovation for data protection.
Cybersecurity has long been a focus for technology researchers and businesses alike. With the rapid digitalization of the world we live in, the need for data protection has never been more important. Traditional software solutions have limitations and with evolving threats, cybersecurity experts are turning to hardware-focused innovations. By creating simple, scalable, and affordable hardware solutions, a demographic that often struggles with the costs and complexities associated with security can be reached more effectively. Colin Dunn exemplifies this approach through his work on data diodes. By identifying an opportunity to improve the usability and affordability of data diodes, which had previously been too expensive and complex for most potential customers, Colin has contributed to the growth of hardware innovation in cybersecurity. Ensuring that these solutions are scalable allows businesses of all sizes to protect their data while also meeting the continuous evolution of cybersecurity challenges.
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Varun Badhwar is the CEO of Endor Labs, his third startup. He previously founded CipherCloud and RedLock, which were acquired by Lookout and Palo Alto Networks respectively.
After the SolarWinds attack, Varun recognized the vulnerability of open-source software and set out to find a solution. He founded Endor Labs to help developers understand the risks of using open-source software, enabling them to make informed decisions.
In this episode, you will learn the following:
1. Why Varun sets expectations of his new hire sales team to become certified on both the demo and also the pitch within 2 weeks
2. Varun’s brilliant reframing of the SBOM (software bill of materials) concept
3. The importance of building a brand and creating content to engage audiences
Resources:Varun Badhwar
Endor Labs
Sponsor:This episode was brought to you by IT-Harvest.
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research.
Other episodes you'll enjoy:Top 8 reasons why great sales people leave
5 steps to ramp new sellers when you have no enablement and no time
Unlocking Data Protection with Paul Lewis, CEO of Calamu
Action:
If you enjoyed this episode, please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally, and it would help grow the podcast.
Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan
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It's hard to believe, but this is episode 200!
If you'd told me after the first couple of episodes I'd get to #200, I'd say you'd clearly been smoking a little too much of Colorado's finest homegrown!
But here we are. 200... wow. Thank you for listening, for your encouragement and for suggesting great guests.
As I look back on all the previous episodes, I picked out a few that stood out for me. It's a bit like choosing your favorite child, as every (ok, almost every!) episode was special in its own way.
Take a listen!
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In this episode, Maxime Lamothe-Brassard, Co-founder and CEO of LimaCharlie, embarks on a bold mission to revolutionize the cybersecurity industry by creating an "AWS-like" model for cybersecurity tools and infrastructure, juxtaposing the old-school approach that has dominated the industry.
In this episode, you will learn the following:
1. LimaCharlie’s unique approach and who it is for
2. How a business model of using what you need now pays off
3. Maxime’s driver for hiring a CRO
Resources:
Maxime Lamothe-Brassard
LimaCharlie
Sponsor:
This episode was brought to you by IT-Harvest.
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research
Other episodes you'll enjoy:
How to help your prospect understand that you have the solution to their problem
What I would do differently at the beginning of my sales career
How to use strategic narrative to engage with prospects with Andy Raskin
Action:
If you enjoyed this episode please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.
Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan
Support the show
Moving from being an employee to founding your first company is a big step for anyone to take. In this episode, Jori VanAntwerp, CEO & Co-Founder at SynSaber, talks about how he did that and more.
In this episode, you will learn the following:
-
The big impact SynSaber is making in the operations technology space
-
The people who guided Jori along the way
-
Why his first sales hire was a VP
Resources:Jori VanAntwerp
Synsaber
Sponsor:This episode was brought to you by IT-Harvest.
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research
Other episodes you'll enjoy:
Bob Kruse, CEO and co-founder of Revelstoke Security, on how a sales leader becomes CEO of a cybersecurity company
Dan Parelskin, VP WW Sales @ Axis Security on getting the first customers and intentionally creating a sales culture
Mike Baker, CRO at Noname, talks about leading a sales team through hyper-growth
Action:If you enjoyed this episode please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.
Connect with me:YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan
Support the show
Michael Gwynn's career took him from the army, to Johnson and Johnson, to working in cybersecurity. After years of working in cybersecurity, Michael was introduced to the world of startups and IDmelon.
After seeing the potential in the company and the product, Michael took a leap of faith and joined the team as their VP of Sales. With their cutting-edge technology and Michael's industry experience, IDmelon is now leading the industry in passwordless authentication and overnight deployment.
In this episode, you will learn the following:1. An approach to right-sizing a sales team
2. IDmelon’s potential and their partner lift from Microsoft
3. Why you give prospects dessert first (or do the magic trick before explaining how you did it.
Resources:Michael Gwynn LinkedInMichael@idmelon.comIDMelon
Sponsor:This episode was brought to you by IT-Harvest.
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research.
Other episodes you'll enjoy:How to get first meetings using VC programs, CISO networks, resellers & sales networks
Serve dessert first ... it will make you more successful in B2B sales
Should you add more sellers to your sales team?
Action:If you enjoyed this episode please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.
Connect with me:YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan
Support the show
Starting a cybersecurity startup may seem daunting and complex, but with the right team and resources, it can be done.
In this episode of the Sales Bluebird podcast, I chat with Liat Hayun, the co-founder and CEO of Eureka Security, about her journey of leaving a secure corporate job to create a successful cloud security startup.
In this episode, you will learn the following:
- The decision to come out of stealth and hire their marketing leader first.
- Differentiation by protecting data itself as opposed to all the things around it.
- The learning culture at Eureka. For them, it’s all about trying things, experimenting, and thinking about different ways to approach people.
Resources:Eureka Security
Liat Hayun
Asaf Weiss
Sponsor:This episode was brought to you by IT-Harvest.
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research
Other episodes you'll enjoy:How to use your sales deck effectivelyBrian Gumbel, CRO At Armis Shares His Tips on Scaling Cyber Security Sales Teams3 tips to help your team build 1st meeting connections
Action:You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you! If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.
Connect with me:YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan
Support the show
Eric Olden, CEO and co-founder of Strata Identity, joined us to share his journey from building a security software company in a garage, to taking a leap of faith to join Oracle, and then finally founding Strata Identity.
Tune in to hear his story and the tips, tricks, and experiences he has learned along the way.
In this episode, you will learn the following:1. Why Strata didn’t do any outbound in early days; instead honed in on a long-term, thoughtful content strategy approach
2. Why you need to hire people willing to do the work
3. Why grit is important for founders & early employees
Sponsor:This episode was brought to you by IT-Harvest.
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research
Resources:Strata IdentityEric Olden
Other episodes you'll enjoy:Why your team may be "losing" prospects and ONE drastic way to stop itOne tip to avoid sounding stupid in conversations with your prospectsOutbound is broken
Action:You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you! If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.
Connect with me:YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan
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Cybersecurity startups do best when their prospects are innovators. People and companies who are able to buy from and work with startups and less mature technology. But how do you know if your prospects are innovators?
This episode covers one way to qualify prospects by just asking a few simple questions.
Here's what I cover:
1. Example questions to ask your prospect to determine if they are innovators and able to work with you without wasting time and effort
2. Tips on when and how to ask those questions
3. Strategies for being upfront with buyers to show you are someone they can trust
SponsorThis episode was brought to you by IT-Harvest.
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research
Other episodes you'll enjoy:
6 reasons security leaders buy from startups
Denise Hayman, CRO at Sonrai Security talks journey in cyber security and her biggest learnings
Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team
Action:You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you! If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.
Connect with me:YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan
Support the show
This week on Sales Bluebird, we sat down with Ted Miracco, CEO of Approov Mobile Security. Hear what he has to say about the future of mobile security and why his company is so well-positioned to make an impact.
In this episode, you will learn the following:
-
Why Approov is so well positioned
-
Ted’s main focus as the new CEO for the next few quarters
-
The challenge Approov faces with reaching application developers and getting noticed in a very noisy market
Resources:
https://approov.io/
https://www.linkedin.com/in/tedmiracco/
Sponsor
This episode was brought to you by IT-Harvest.
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research
Other episodes you'll enjoy:
72: Top 8 reasons why great sales people leave
71: Why you should hire lines not dots (and what the heck that means!)
192: How to transform a boring case study into a compelling story
Action:
You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you! If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.
Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan
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Telling great stories is a powerful tool to convert more first meetings into second meetings, and more second meetings into demos, and demos into POCs. We are often given case studies and told to “use them with customers”. But how do you do that? How do you turn a case study into a great story?
In this episode, I’ll walk you through an example of how to take a 4-page case study and turn it into a powerful story you can tell live to a prospect.
In this episode, you will learn the following:
- How to tell a compelling customer story in 90 seconds or less
- How to use the hero's journey story structure to create a powerful narrative
- How to transform a case study into a compelling story
Sponsor
This episode was brought to you by IT-Harvest.
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research
Other episodes you'll enjoy:
Chris Beall, CEO at ConnectAndSell, on how to make a great cold call (and he improves mine!)
Mike Rogers, CRO at Noetic Cyber, breaks down why Ionic Security was not a financial success
Simple framework for value-oriented discovery
Action:
You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you! If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.
Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan
Support the show
Mirza Asrar Baig, Founder and CEO of CTM360, shared his story of starting a cybersecurity company from Bahrain in the Middle East. Contrary to the usual way, Mirza didn’t take VC funding, didn’t launch a point product, and didn’t immediately try to sell in Europe and North America. Find out why he took this different approach and how it is working.
Listen to his episode to hear about:
- Mirza’s multi-capability approach
- How he differentiates IT Security, Information Security, and Cybersecurity
- Why a person called Charlie was important to the founding of CTM360
Resources:
Contact Arsalan Iqbal at CTM 360 by email: arsalan@ctm360.com
Other episodes you'll enjoy:
Dave Phelps, RSM at Crowdstrike - Make your territory, your franchise
Vladi Sandler, Co-Founder and CEO at Lightspin talks about protecting cloud and Kubernetes environments from unknown risks
The power of asking short questions like Barbara Walters
Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan
Support the show
Cybersecurity startups must balance selling their product's current capabilities with their powerful, inspiring vision without misleading prospects.
When you get it right, you will inspire the right people to want to work with you, with complete transparency about what you can deliver for them right now.
In this episode, you will learn the following:
-
How can you get the balance right between selling what your product can do right now and what your big vision is
-
How can you inspire early adopters to join you on your journey without being misleading
-
How can you use philosophical conversations and starting use cases to attract the right people to your product
Other episodes you'll enjoy:
How to get first meetings using VC programs, CISO networks, resellers & sales networks
Marketing messaging is not sales messaging
How to use a company podcast to get more exposure with Lindsay Tjepkema of Casted
Action:
Loved this episode? Leave us a review and rating here: https://ratethispodcast.com/bluebird
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Paul Lewis is a highly accomplished entrepreneur and founder dedicated to creating solutions to better protect data. As the CEO of Calamu, he is pioneering a novel way to approach data protection. His diverse experiences have laid the foundation for his success, including interning with AT&T, founding six companies, and selling two. He's passionate about turning the tables on the bad guys and making the cyber world safer. Paul's story is an inspiring one for any aspiring entrepreneur or founder.
"I always believed in the mission. I always believed in the outcome. I'm 100% committed to solving this problem and trying to make the cyber world safer, which is desperately needed."
In this episode, you will learn the following:
-
How does Calamu protect data in a way that no other product can?
-
What is the difference between protecting systems and protecting data?
-
How does one balance starting a business to solve a problem and making a profit?
Resources:
Calamu
Paul Lewis's LinkedIn
Other episodes you'll enjoy:
Interview with Denise Hayman, CRO at Sonrai Security
Differentiate so your prospect remembers
Make the biggest impact by giving your prospect dessert first
Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/andrewmonaghan
Loved this episode? Leave us a review and rating here: https://ratethispodcast.com/bluebird
Support the show
“Brute forcing first meetings is just not working anymore.”
Every cybersecurity startup wants to get more first meetings with prospects, but with 3000+ vendors vying for the same attention, brute-forcing by sending more emails and making more cold calls won't work -- so here are four compelling resources to get out of this daunting dilemma.
Here's what I cover:
-
How to leverage VCs programs to get first meetings with ideal prospects
-
How to use CISO groups and how they charge for access
-
Why some resellers might help you and 2 tricks to getting traction with them
-
What tips to consider when hiring salespeople who can bring a Rolodex of contacts?
“What we really want to be doing is talking with prospects who are more likely to at least be open to our new approach.”
You might also like the following:
Ayal Yogev, CEO and Co-founder of Anjuna to discuss confidential computing and what's more important product or distribution (sales)?
3 pipeline generation tips with Jason Prindle, the Senior Director of Global Sales Development at Big ID.
How to break into EMEA with Paul Ayers, CEO of Noetic Cyber
One action for you:
If you enjoy the podcast, please give a review by going to www.salesbluebird/r. It would mean a lot to me personally and it helps grow the podcast.
sJvl4prV8yZoNOcYPDwg
Support the show
Russell Coleman truly epitomizes cybersecurity value selling. It's just in his blood. It's how he operates. And he joined me to share his insight on the importance of value selling frameworks, especially for cybersecurity start-ups.
Learn in this episode:
- The importance of 1st level managers' support and driving the adaptation and discipline to stick to the framework
- The idea of value selling, being a framework, not a piece of content
- How frameworks lead to major efficiencies
Russell Coleman on LinkedIn
SponsorThis week’s newsletter is sponsored by Unstoppable. You know how difficult it can be to get consistent traction and grow revenues at a startup? For example, it’s often a struggle to get the attention of security leaders. And once you talk to them, it is frustrating that more first meetings don’t turn into opportunities. It feels like these valuable meetings are being wasted.
Unstoppable only works with cybersecurity startups and helps you build your own playbooks. These are based on frameworks that have been proven over many years at companies similar to yours. You will find you are guessing much less, converting through the funnel much better, and feeling more confident in reaching your goals. You will grow sales faster.
Schedule a strategy call now
Action:
If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to salesbluebird.com/r
You might also like the following:
155: Evangelize the problem, not your product
137: Ian Bramson, Global Head of Industrial Cybersecurity at ABS Group, talks about the 3 shifts coming in industrial and operational tech security
119: Rick Hill, VP of Sales at Ava Security, on the process of being acquired (and how it feels)
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Everyone can create a sales deck to use in early-stage meetings with prospects. But sometimes they are awesome and sometimes they are awful. In this episode, I find 2 sales decks I used approximately 1014 years ago while selling at McAfee and break them down.
Spoiler: one is very much NOT good and the other, well...is the opposite
You will see differences in:
- Length
- Tone
- Focus
- Level of conversation
- Organization
- And lots more...
Watch the video on YouTube to see the actual slides
You might also like the following:
184: One way to maximize a first meeting
171: Outbound is Broken
163: How to onboard new sellers yourself
Support the show
Lots of people, maybe even you, are looking for jobs right now. But finding the right opportunities at the right companies can be incredibly challenging. There are 3,000 companies in our space which makes it tough to figure it all out.
So I created a job board. Just for cybersecurity sales jobs. And just at startups.
There are tons of job boards out there, so how is this one different?
- It is curated - I give my commentary on the job/company
- It is only cybersecurity companies
- It is only for jobs at startups
How to use it as a seeker:
- Subscribe to the SBB newsletter to get a weekly digest
- Podcast episodes released weekly with commentary on jobs
- Go to cybersalesjobs.com to check it out and get alerts
If you are hiring:
- Get in front of the only community dedicated to cybersecurity startup sales. Hundreds read the newsletter, and the podcast gets thousands of downloads.
- It is free to post a small number of jobs
- There are two paid options if you want to get more exposure
- Packages are priced right now for early adopters
- Go to cybersalesjobs.com and you’ll see a button “post a job,” and then you are off to the races.
Action:Please share cybersalesjobs.com with anyone looking for a new opportunity or looking to hire great cybersecurity sales talent.
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First meetings are hard to get so it is crucial we maximize them! One way we often let ourselves down is by not getting a good understanding of why our prospect wants to put resources and money into working on the problem we solve.
In this episode learn:
- Why most questions we ask are situational and why that’s not good
- The most impactful types of questions to ask
- An exercise to take your sales team through to change your habits with questions
- How to feel better that you have a real opportunity
Action:If you enjoy the podcast, please could you give a review by going to salesbluebird.com
You might also like the following:165: One powerful tool to improve how you sell and how you get better
109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture Partners
105: Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team
Support the show
Ironscales has grown remarkably since its founding in 2014 (they have 7,000 customers!). After years of success in the mid-market, it is now taking on the dominant player in the enterprise segment. This is not easy to do!!!
Learn in this episode:
- How the whole company needs to be ready to move up to enterprise
- How to support the sales team focused on the new segment
- And that outbound can work (and how!)
- Suite at the Four Seasons or a cabin in the woods?
SponsorThis week’s newsletter is sponsored by the Security, Funded newsletter.
Are you interested in staying on top of the latest developments in the global business of cybersecurity funding? If so, check out the Security, Funded newsletter from Mike Privette.
Each week, Mike cover's the latest news and insights on cybersecurity funding, including investment trends, funding rounds, new startup launches, as well as analysis and commentary from a career cybersecurity person. By subscribing to the newsletter, you'll gain valuable insights and perspectives that you won't find anywhere else.
Whether you're an entrepreneur, investor, or just someone who wants to stay informed about this rapidly-evolving industry, the Security newsletter has something for you." Sign up now.
Action:If you enjoy the podcast, please could you give a review by going to salesbluebird.com
You might also like the following:182: Being “me” focused during sales calls is slowly killing our connection with prospects
167: 2 approaches to bringing on your first sales team
123: Scott McCrady, CEO of SolCyber Managed Security Services, talks about the important role MSSP plays in today's cyber security market
Support the show
Talking about ourselves too often is a scourge of cyber security sales teams and their output in cyber security. It is slowly killing the connection they are trying to make with their prospects.
In this episode learn:
- Why it is natural to be thinking that way
- Examples of websites that are “me” focused
- Examples of websites where they are focused on the prospect
- How you can change your mindset
Action:If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to RateThisPodcast.com/bluebird?
You might also like the following:179: 13 sales mistakes founders make
171: Outbound is broken
161: 5 ways to reduce the chaos in startup selling
SponsorThis week’s newsletter is sponsored by the Security, Funded newsletter.
Are you interested in staying on top of the latest developments in the global business of cybersecurity funding? If so, check out the Security, Funded newsletter from Mike Privette.
Each week, Mike cover's the latest news and insights on cybersecurity funding, including investment trends, funding rounds, new startup launches, as well as analysis and commentary from a career cybersecurity person. By subscribing to the newsletter, you'll gain valuable insights and perspectives that you won't find anywhere else.
Whether you're an entrepreneur, investor, or just someone who wants to stay informed about this rapidly-evolving industry, the Security newsletter has something for you."
Sign up now.
Support the show
You know how you wish more people knew about your company and products, but they don’t?!
One way to fix this is to start a podcast for your company. But it can seem so daunting. Where do you start?
Lindsay Tjepkema, co-founder and CEO of Casted explains all this in this weeks episode. Listen in to learn:
- What could a podcast do for a company
- What results to expect
- As you grow, why the podcast should be at the center of your content strategy
- And, importantly, does she prefer a dive bar or cocktail bar
You might also like the following:
180: Learn how an SMB sales team is being successful with Brian Penney, VP of Sales at Blumira
174: How to make sure you are paid with Dan Goodman, CEO of TruCommish
165: One powerful tool to improve how you sell and how you get better
Sponsor
This week’s newsletter is sponsored by the Security, Funded newsletter.
Are you interested in staying on top of the latest developments in the global business of cybersecurity funding? If so, check out the Security, Funded newsletter from Mike Privette.
Each week, Mike cover's the latest news and insights on cybersecurity funding, including investment trends, funding rounds, new startup launches, as well as analysis and commentary from a career cybersecurity person. By subscribing to the newsletter, you'll gain valuable insights and perspectives that you won't find anywhere else.
Whether you're an entrepreneur, investor, or just someone who wants to stay informed about this rapidly-evolving industry, the Security newsletter has something for you."
Sign up now.
Support the show
Blumira is targeting an underserved part of the market; SMBs. Brian, the VP of Sales at Blumira, joins us to discuss how he is successfully running the sales team and growing revenue. His background is in Enterprise selling and he highlights what is similar and also what is different with selling to SMBs.
In this episode, you’ll learn:
- The average length of a sales cycle working with SMBs and what we can learn from that on the enterprise side
- Advantages of having a rigorous POC process while also being flexible when needed
- Importance of having enough discipline to say no to some deals
Blumira: www.blumira.com
Brian: On LinkedIn or bpenney@blumira.com
You might also like the following:
162: Eric Appel, CRO @ Island: why stealth is sexy and the different way Island has built the sales team
143: How to answer the “What does your company do?” question without being boring or using buzzwords
109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture Partners
Support the show
Cybersecurity company founders rarely have much experience selling and are suddenly asked to pick up this skill without any training in a high-stakes environment. They don’t want to waste valuable time with prospects!
In this episode, learn 13 mistakes founders make when selling, including…
- Not asking GREAT questions
- Trying to convince prospects to buy
- Thinking only about technical capabilities
- Don’t have a plan for what they want a prospect to remember
You might also like the following:178 - How to be valuable on a sales call with Amanda Carvahlo, Sales Director at Gytpol
169: Differentiate your product so prospects remember
105: Jay Wallace, VP of Worldwide Sales at Rumble, talks building a sales team
Support the show
Sellers are often told to prepare for the first call with a prospect, but rarely are they taught how to do it properly.
Amanda Carvalho has been doing in-depth prep for her calls for years, focusing on the value she and her solution can bring to the prospect.
In this episode, you will learn:
- where to start doing the research
- how to think about representing the business value you might bring to the prospect based on the prospect's business and situation
- how to avoid making a mistake and sounding stupid
- the value structure to use when representing the impact you might have
You might also like the following:
156: Dave Phelps, RSM at Crowdstrike - Make your territory your franchise
149: A breakdown of two more companies’ answers to “What We Do” and how they could improve them
103: How to use your sales deck effectively
Support the show
Security leaders believe that many security products are pretty much the same. They do the demos, listen to the pitch deck, and watch the videos, and often their conclusion is, "meh, pretty much like these other guys."
In this episode, I talk about why we need to think bigger, be bolder and be clearer in our differentiation. We cover:
- how many companies end up thinking too small
- the trap that many vendors fall into
- real, live examples from cybersecurity company websites
Websites covered:
Crowdstrike
Blackberry
Dazz
Aqua Security
Tines
Torq
Revelstoke
You might also like the following:
176: Corey White, CEO @ Cyvatar: how to create a compelling cybersecurity product for SMBs
173: Increase your close rate by working with mobilizers and innovators (and who these people are!)
76: 3 ways to use ancient philosophy to run your sales team more effectively
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Many cybersecurity companies skip over SMBs as a target market. But that's NOT what Corey White did when he founded Cyvatar. He took everything he learned from being in the business for over 20 years to create a compelling value prop for SMBs.
In this episode, learn:
- how Corey took his learnings from 20 years of security assessments, pen tests, and incident response to create Cyvatar
- why SMBs can't afford to be attacked
- why SMBs need to be cyber-ready to do business with big companies
- what it takes to educate SMBs on what they need to do for cybersecurity
- how he is moving the industry away from charging customers to tell them what is wrong
Cyvatar: www.cyvatar.ai
Corey: On LinkedIn
You might also like the following:
160: Anurag Gurtu, Chief Product Officer at StrikeReady: How to sell a platform
154: Ashley Leonard, CEO of Syxsense - How to go after the mid-market
98: One tip to avoid sounding stupid in conversations with your prospects
Support the show
Too often companies spend a lot of time and resources on figuring out how to describe what they do on their website. The straplines, tag lines, and cute sayings. That may work for websites and email blasts but it doesn’t work for the sales team.
The difference is marketing does one-to-many and one-way communication.
Sales does one-to-one and two-way communications. Sales messaging needs to be deeper, more nuanced, more natural, and more of a conversation.
Too often people confuse marketing messaging and sales messaging.
You'll learn why marketing and sales messaging are different:
- One-to-many vs One-to-one
- Generalized vs Personalized
- Lead with message vs Lead towards message
- Superficial vs In-depth conversation
Support the show
Comp plans can be so complex these days, it is nuts!! Often it is hard to work out exactly what you WILL be paid on a deal and what you HAVE been paid.
In this episode learn:
- The mission Dan Goodman is on to help reps get paid
- Common mistakes in calculating commission
- Examples of reps who have found tens of thousands of dollars in unpaid commissions
- How to quickly check your commission payments
- How managers and leaders can reduce mistakes by working with Dan
Support the show
It takes someone special to buy from an early startup. There are at least 55 reasons why a person and a company shouldn’t take the risk! But many do because they have innovators and mobilizers.
In this episode, learn:
- What are a innovators and mobilizers
- Why do we need them in every deal
- How to test if the people you are working with are either of them
- How to have the conversation early in the sales cycle so you don’t waste time on a deal that will never happen
Support the show
Sometimes the boring and slow growing area of cyber security are most in need of innovation. Hardware tokens are a classic example of that.
In this episode learn all about:
- The Token ring and how it is revolutionizing MFA
- The engineering challenges of unique form factor hardware
- The channel that Token has chosen to work with to break out
- How the b2c segment has laid the groundwork for this type of product
Support the show
I have little doubt in my mind that outbound is broken.
It’s not working nearly as well as it used to and the people on receiving end of it, the people that we want to trust us and spend money with us, hate it.
In this episode we go over:
- What’s going on in the market
- What are the causes of outbound being broken
- Examples of exactly how it is not working
- And a rallying call to find new solutions
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Life in startup sales is a little bit easier if there is already trust and a relationship between the sales leader and some of the sellers. Founders should look for a sales leader who is able to do this.
In this episode with Craig Denton, the RVP of Sales at Beyond Trust, you will learn:
- How to build trust with your sellers
- Why you have to take other’s opinions of sellers with a grain of salt
- We know sales leaders should lead from the front, but how do you do that?
- Get a balance of working in the business with on the business
- How to have tough conversations when things aren't going so well
Support the show
With 3,000 vendors in cyber security it can be tough to differentiate your product from all the others.
In this episode we cover:
- 3 different levels of differentiation (2 you probably don’t think about)
- How not to be tactical when comparing against others
- How to get prospects to join your movement
- 3 cyber security examples of powerful differentiation
Support the show
Tom Miller is a multi-time cybersecurity sales leader and currently the Chief Gravity Officer at Human Security. Along the way he has learned a lot about what it takes to bring a product to market successfully.
In this episode you will learn:
- Why value is ephemeral
- The 3 types of value (2 of which are often ignored)
- Using Tiger Woods to understand the layers of value
- The traps that many companies fall into when it comes to understanding their value
- One thing we can learn from Michaelangelo to do with undercovering value
Tom’s book, “Call Your Shots” is available on Amazon
Support the show
You’ve won your first few customer and now you are ready to bring in your first sales team members. There are LOTS of ways to do it, but I have seen 2 models work more often than not.
In this episode:
- I explain each of the 2 models
- Give pros and cons of each
- Explain which model I prefer to see
- What each model means for the CEO/Founder
Support the show
Michelle Torrey-Teunissen, CRO at 6clicks, spent many years working in the traditional security channel with well known resellers.
In this episode you'll learn:
- How to engage with the channel if you are an early stage cyber security startup
- The importance of your product to get channel mindshare
- How she has used an assessment to successfully identify great sales talent
- How 6clicks works with advisory partners as well as resellers
- How Michelle structures comp plans to reduce channel conflict
Support the show
What is your sales team doing right now that needs to be improved, what are your pain points internally? And how could those be transformed if you took away the concept of abundance, and instead imposed constraints that forced your sales reps to go deeper, think more critically, and tighten their questions, pitches, decks, and presentations?
Use constraints!
In this episode, I offer six examples of constraints that startups could embrace to inject creativity into their sales processes and deliver better outcomes with more agile sales teams. What happens when new ways of thinking uncover the biggest innovations, true key differentiators, and most compelling stories?
Let’s find out.
Today you’ll learn:
- How sales thinking is driven to be better when it is constrained
- How to get to clarity more quickly and effectively
- The power of constraints where money, people, and time are not in abundance
- How to harness unleashed creativity to boost sales
- How to manage internal and external constraints to hit more home runs
Support the show
In a shocking turn this week, Joe Sullivan, the ex-CISO of Uber, was convicted of charges related to the cover-up of a 2016 data breach.
This has sent shockwaves through the cyber security community, with many outraged that Joe was left carrying the blame and conviction for this when other executives in the company, including then CEO Travis Kalanick, had approved the approach he was taking to deal with this breach.
Others have taken the view, similar to prosecutors, that there was an attempt to "cover up" the breach from the FTC, and therefore what do you expect?
In this episode, Mike Privette, the CISO at Passport, and Ben Halpert, the CISO at Groupon, talk about what we know about the case from reports and what it might mean for the industry.
Startup life often includes a dialed-down, DIY approach to onboarding. But tighter doesn’t have to mean slighter—you can still create a robust, tailored process that gives new sales hires the orientation and information they need to succeed.
I’ve got six ways you can do it yourself effectively so your sellers can be productive, FAST.
In this episode, we talk about:
● The single most important thing to focus on at the start
● One sales tech tool that is going to be SO important
● Which metrics to focus on to orient your whole onboarding process
● How to filter, focus, and fine-tune your sales team onboarding
Today we welcome Eric Appel, Worldwide Head of Sales for Island, pioneers in the enterprise browser category.
In this episode we talk about
- Why Eric didn’t hire startup sales people
- Why it mattered to work with an exec team that has worked together for a long time
- Why 90% of first meetings convert to 2nd meetings
- How they exited stealth mode with real, live paying customers
- The first deal they closed
“Sometimes when you change one thing, you change everything.” My first thought when I heard this tag line: urgggh, here we go again! Another cyber security company is going to over hype themselves. But when I found out what they were building, my mind changed. It might just be true for Island!
Eric remembers nearly everything about the day Island scored their first order. It was a big moment, and the next 10-11 orders were equally noteworthy, especially when you consider that Island was still in stealth mode. They eventually came out of stealth with a roster of prominent and influential clients where they’d proven their use cases and won over the CISOs.
Coming out of stealth—and growing into that position—meant growing their sales team. Unlike most startups, Island went deep, into their networks. They hired folks they trusted, had worked with, colleagues and friends who had proven sales successes and a network to bring with them. Island also came to depend on the satisfied CISOs they worked with to talk about the product in their underground chat spaces, peer to peer. The rise in interest and confidence was something a sales pitch could never achieve on its own.
Join me for a discussion with Eric Appel—a self-described early bird who likes to wake up to “the promise of the day”—who has helped Island seize that promise as well. “Sometimes when you change one thing, you change everything.” Now I’m a believer.
Selling at early stage startups is chaotic!! So much is still up in the air and the team is constantly looking for ways to crack the code on the sales process. But we shouldn’t just accept the chaos. There are ways to reduce it.
In this episode, we talk about:
- Why a conversational intelligence tool is a must have
- The power of using common sales tools in the team (eg, how to handle top objections)
- The importance of getting the right talent on the team (and what that looks like)
- Why the team needs to be talking with each other all the time
- How to keep iterating
Today we are joined by Anurag Gurtu, Chief Product Officer at StrikeReady. StrikeReady is revolutionizing the way that security people do their jobs by creating CARA, an intelligent system that delivers expert knowledge and completes tasks for the security team. It’s a platform with lots of possible use cases; hard to sell, right? Or is it…
In this episode you will hear how the StrikeReady sales team...
- Tackles an account when there are so many possible use cases you solve with a platform
- Does not target the CISO first and where they start instead
- Makes the platform relevant at all levels of the security organization
- Identifies early adopters in the security market
- Got their first sales hires from their own networks and why that was so important to them
DoControl founder and CEO Adam Gavish joins us today with his take on security policy enforcement and how his company is innovating through a people- and problem-first approach.
Gavish is a firm believer in developing rapport and trust upfront. Creating relationships helps him and his team approach engagements from the client’s perspective—the problem they have and how the product can help them. DoControl’s big innovation? Streamlining with a proprietary workflow engine that delivers high visibility with no-code or low-code.
Listen in for a dialogue on collaboration, remediation, and pain points (including internal politics), and find out the best time to bring others into your startup.
You’ll Learn:
o Why you should treat clients like human beings first and foremost
o How and why to leverage successes, even small ones
o Why it’s a good thing to have competitors
o Why feedback is king
o Why the window seat is less punishing
Digital risk protection is one of the most important pieces of cybersecurity. Expert and Bolster AI CEO Abhishek Dubey joins us today to give us an inside look into this side of the industry and how his company solves digital risk protection problems proactively.
From the importance of accuracy when scaling to how to approach big accounts with sensitivity, Abhishek shares cutting-edge insight on how Bolster does what they do so well. We discuss how they stand out from their competitors, how he scaled his sales team and the impacts of COVID on sales in general.
Tune in for an enlightening conversation on digital risk protection and plenty of tips on how to plan for the future of selling in your company.
You’ll Learn:
- What Bolster AI does, and how it innovates
- Why it’s important to handle every account differently
- How to test out digital risk protection for free
- Abhishek’s top takeaways from his experience
- How to plan for the future of your sales team
Support the show
Erkang Zheng, CEO of Jupiter One, knows all about building a solid foundation and growing from there. He joins us today to discuss how he built his company, scaled its sales team, and uses content and word-of-mouth marketing to develop its reputation.
Tune in to this episode to learn more about what Jupiter One does, how they use context to make their team more efficient, their biggest innovations in the cybersecurity space, and so much more. We’ll talk about why focusing on specific use cases is helpful and how to stand out in a crowded market. At the end of the episode, I share my takeaways from our conversation and how they can apply to your business.
You’ll Learn:
- How to identify problems your service solves
- What granularity of assets can do for you
- How many issues in cybersecurity come down to the fundamentals
- What roles to hire first when scaling
- How to use content marketing and word of mouth
Support the show
Chatting with CEOs and CROs is enlightening and valuable, but sometimes you need practical and actionable tips from someone who’s down in the trenches. Dave Phelps, RSM at Crowdstrike joins us this episode to give us expert advice on owning your territory and knowing your customers.
Dave walks us through his process for planning and working a territory and doing research before meetings. He shares his mindset on approaching a territory like your own franchise, and offers a five-step plan for building an actionable business plan.
Whether you’re a junior seller or an account manager with years experience, tune in for real insight from one of the best in the business, and learn how to take your sales game to the next level.
You’ll Learn:
- What to do when you take over a new territory
- How to develop a meaningful ranking system for your accounts
- Why building your customer profiles matters
- How to approach a 10k
- The emotional vs. logical reasons your customers buy
Support the show
Too many companies are getting it wrong: they’re evangelizing their product, not the problem. When you focus on the problem it solves, you might just revolutionize your approach to the market.
Shifting your sales and marketing tactics to address your clients’ pain points positions you as an empathetic, human-centered company–and draws in more business. In this episode, I’ll discuss how sales teams can translate the excitement for a new product by establishing what problem it solves and figuring out how to evangelize it to prospects.
I’ll walk through an example of how you can put this technique into practice and what kind of language to use. Join me to learn how to differentiate your company as an expert on the industry, not just your product.
You’ll Learn:
- What it means to evangelize the problem
- The key role the sales team plays in this effort
- How not to “vendorsplain”
- Examples of how to put this strategy into practice
- What language to use in a solution-oriented approach
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What’s the first thing that comes to mind when you hear endpoint security? Is it “crowded market, little differentiation?” Syxsense is in that market and building impressive traction. Find out how in today’s episode featuring Ashley Leonard, CEO of Syxsense.
Syxsense has perfected a tool that unifies the security and management of endpoints. It’s the ideal solution for midmarket companies who don’t have a large cyber security team or the budget to buy multiple tools and then learn how to make them work together.
Join us as we explore what Syxsense does, what’s in their secret sauce, and how they’ve invested in their marketing team to help themselves stand out in a crowded market.
You’ll Learn:
- What endpoint security is, and Syxsense’s unique approach for mid-market companies
- The current challenges of patching, even for big companies like Microsoft
- How investing in marketing can help you differentiate yourself in a crowded market
- Tips on how to scale and hire for your sales team
- Why unifying disparate tasks can make you an attractive option for clients
Support the show
In the early stages of a start-up, it’s tempting to keep hiring for your sales team. You might make the assumption that adding more heads and assigning more quota will lead to higher productivity.
But there’s a little more nuance to it than that. Every company is different, which means every company requires its own individualized model. In this episode, I give you the lowdown on deciding when and how to scale your sales team depending on your business. I’ll show you three concrete things to look at to decide whether or not to hire: your calendar, the velocity of deals coming down the pipeline, and your process for setting new hires up for success.
These questions can help you determine if it’s time to add to your sales team or if you should dig deeper for further analysis first. Join me as I demystify this complex and sometimes confusing process.
You’ll Learn:
- Why it’s tempting to expand your sales team early, but why that’s not right for everyone
- Three ways to analyze your company’s current hiring needs
- What your team’s calendar can tell you about hiring
- Ways to make your current team more productive
- How to evaluate the velocity of deals coming down the pipeline
- How you can set a new hire up for success
Support the show
In this episode, Christian Torres, CEO at Kriptos, joins us to talk about all things data classification. He walks us through how he created his business, why and how to classify data, and who needs it.
We dive deep into the challenges of data classification, including where to find the data and how to assess it. Torres also shares Kriptos’ strategy for scaling their business and how they navigate the complicated world of sales. We dig into what it means to rise above the noise in the industry and how to get your business noticed.
Lastly, Torres describes his vision for Kriptos and data classification services in the future. If you’re interested in this exciting branch of cybersecurity and learning how to scale your business, this episode is for you.
You’ll Learn:
- What data classification is, how it works, and who uses it.
- How to generate leads and identify the people who need your cybersecurity services.
- The challenges data classification presents, and how to overcome these challenges.
- How to scale a sales team effectively and communicate the fine details of your services as your team grows.
- What lies in store for the future of data classification.
Support the show
In this episode, I sit down with Ayal Yogev, CEO and Co-founder of Anjuna to discuss confidential computing and their role in creating additional layers of protection in the cloud.
We also dig into how Anjuna were able to look into the market, recognize the gaps in cloud-based security systems and provide one that filled in the blanks and upleveled existing solutions.
Ayal looks at where cloud-based computing is heading, including a vision of a hybridized cloud system where users can work across various cloud platforms at once.
You’ll Learn:
- Why distribution is the key to success in the cybersecurity market, and how to ensure yours is dialed in.
- The problems faced by companies who move their workload into the cloud, and how hardware vendors built a solution to prevent that.
- A security loophole that allowed Apple to turn down the FBI’s request for full access to their data catalog. Hint: They don’t have the data to begin with.
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On today’s episode, I sat down with Wias Issa, CEO and founder of Ubiq Security, to discuss the genesis of his product and how he has tailored both the product itself and its messaging based on listening to what his consumers were asking for.
Wias is a great example of someone who listened to his customers and developed a solution they were asking for in a market that sorely needed it.
When cybersecurity gets technical and complicated, Wias brings it down to earth and simplifies the process, showing you what to focus on, what to ignore, and how to find the best engineers, product developers and team members to make your product the best it can be.
You’ll Learn:
- Why a Killer Story for one group may work for one group but not another, and how to tailor it for the audience you’re targeting.
- How to simplify your messaging to feel more accessible to the average consumer you serve.
- The importance of listening to your consumer in order to tailor your messaging so that they ask less questions and understand quickly what you are about.
- What makes an innovative, in-demand prospective engineer or product developer, where to find them, and how to vet them and hire the best people.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
Two more companies answer the question “What does your company do?” We break down their responses and offer ideas for how they could have answered the question better.
We are asked about it a lot. “What does your company do?” Unfortunately, too many times our answers are less than stellar. Too many times we use buzzwords and bore our audience. Too many times we confuse our prospect and when that happens we miss a prime opportunity to rise above the noise and be memorable.
But, the good news is there is a simple framework to use that works. The other week we went over the framework of answering these questions, and in this episode we are going over real examples to show how effective it can be.
You’ll Learn:
- The critical question your “What I do” statement must answer if you want to hold your audience’s interest.
- Why it’s essential that this statement strikes a balance between the customer problem and solution—and how to do that.
- How to take the question mark out of your customer’s mind when you describe your product, and how this helps conversion and engagement.
- Where to find more emotional words that you can add to your marketing, and why it’s essential that you do.
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Cybersecurity is a notoriously technical and overcrowded arena. You’re solving problems in a way that your average prospect will not always naturally grasp. Not to mention, the competition is stiff.
How do you bridge the gap between your product and its buyers, stand out from the crowd and sound different… even when your product shares similarities with your competitors in the market?
The answer is by leveraging the power of story in your brand narrative, and in this episode I sit down with the man, the myth, the legend Andy Raskin (he’s also a strategic narrative expert!) to discuss how to use it in order to get attention and interest.
You’ll Learn:
- How Zuora Corp exploded their sales by differentiating themselves in the subscription billing solutions market and shifting from a benefits-driven model to a strategic narrative one that answered fundamental questions in their industry.
- The key to bringing more emotion into your marketing that can actually foment a movement among your buyers, changing the industry in which you sell products.
- Why it’s critical that your business shifts from “Listen, we built this great product. It has amazing things” to utilizing narrative, and how to start doing that.
- How to bring narrative into your product even at the development stage so that you create revolutionary products the world needs.
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In this episode, Snir Ben Shimo, CSO at Cider Security, joins us to talk about the progress of Cider Security and how they have built a vehicle for market education and understanding. How do you educate your consumer on threats around them? How do you explain the benefits of what you’re selling if they don’t know why they’re buying it? And, most importantly, how do you understand and solve their pain points?
We talk about identifying opportunities and how to sell into them, segmenting an audience, building up and off of thought leadership, the importance of community in cybersecurity, sales structures, partnerships, and much more. How can you be selling more effectively into your own customers’ unknowns?
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
You’ll Learn:
- The importance of market education
- How to use thought leadership as a marketing tool
- Why and how to segment your audience
- The importance of partnerships and equitable sales structures
Support the show
2 companies answer the question “What does your company do?” We break down their responses and offer ideas for how they could have answered the question better.
We are asked about it a lot. “What does your company do?” Unfortunately too many times our answers are less than stellar. Too many times we use buzzwords and are bored. Too many times we confuse our prospect and when that happens we miss a prime opportunity to rise above the noise and be memorable.
But, the good news is there is a simple framework to use that works. The other week we went over the framework of answering these questions, and in this episode we are going over real examples to show how effective it can be.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
You’ll Learn:
- How NOT to answer “what does your company do?”
- The framework for answering the question and encouraging interaction
- How to leave the door open for more conversations
- Tailoring your response based on your prospect and their needs
Support the show
In this episode, Snehal Antani, CEO at Horizon3, joins us to discuss the journey from business idea to successful business operations. It all begins with identifying a niche enough problem that you can provide a unique solution, yet one that’s widespread enough that enough people need your unique solution. From there, it’s deeply about storytelling. You have to tell a compelling and layered story about your product and build cohesion in brand voice and problem-solving. Once a customer is drawn in by a story, then, they need to be sold on credibility. So the next phase of storytelling involves the right storytellers - brand ambassadors and salespeople with industry cred - and the right audience. Do the people you’re telling these stories fit your criteria?
We also talk about scaling sales and all that entails. You can’t be the only run pitching and driving, or you hit a plateau. So how you set others up in your company to learn the ropes and keep on telling those important stories is going to play a big part in your future growth.
How do you tell your product’s story? How are you getting in front of - and connecting with - the right customers? What are your plans to scale and are you prioritizing consistency? We address all these questions and more in today’s episode.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
You’ll Learn:
- Deciding on a focused solution
- The importance of storytelling and the storyteller
- How to figure out who - and who NOT - to sell to
- How to scale by setting up systems and prioritizing quality
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In this episode, Rajiv Pimplaskar, President and CEO at Dispersive, joins us to discuss why all the fancy features and complicated backend in the world mean nothing if you can’t communicate concisely. What do your customers care about? What is the heart of their struggle that you solve? And how do you scale those solutions to meet multilayer needs? When it comes to building business, you need to look at primary drivers and secondary, tertiary, etc. benefits. What more do you offer and how do those offerings contribute to your customer’s peace of mind?
We also talk through scaling sales, from the sales team (initial hires, strategic expansions) to channel expansion (maximizing leadership, branching out into other adjacent arenas) to increasing offerings (what other benefits customers need, what levels of service). It’s important to hire the right people and place them in specific roles. Beyond industry intelligence, you’re also hiring for and building loyalty.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
You’ll Learn:
- How to communicate your product to a cybersecurity customer
- What to plan for in scaling sales
- Positioning multiple offerings and solutions
- How to rise above the other industry noise
Support the show
We are asked about it a lot. “What does your company do?” Unfortunately too many times our answers are less than stellar. Too many times we use buzzwords and are bored. Too many times we confuse our prospect and when that happens we miss a prime opportunity to rise above the noise and be memorable.
But, the good news is there is a simple framework to use that works. In this episode we go over the framework and use an example or two so show how effective it can be.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
You’ll Learn:
- How NOT to answer “what does your company do?”
- The framework for answering the question and encouraging interaction
- How to leave the door open for more conversations
- Tailoring your response based on your prospect and their needs
Support the show
In this episode, Michael Shieh, founder and CEO at Appaegis, joins us to delve into his own business’s journey from founding to expansion. We talk about the specific cybersecurity solutions his team deploys and how he has been able to recognize holes in the market to meet business needs. We also discuss his philosophy for building a sales team and for nurturing the sales process from prospect through customer.
How do you approach finding new customers? How do you know who to sell to and what they need? Is your own sales team built up for success in this industry? We address all these questions and more in today’s episode.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
You’ll Learn:
- High-concern areas of cybersecurity for businesses
- Planning sales team hires from individual contributors on up
- How to find the right, interested prospects that need your solution
- A breakdown of the sales journey
Support the show
Garret Grajeck hated access reviews when he was running technology teams at companies like Cyland and SecureAuth. They were a pain in the ass, took up valuable resources and seemed to take months to complete. But they needed to be done. Garret founded YouAttest to make access reviews exponentially easier for risk managers.
In this episode, Garret Grajek, the CEO and founder of YouAttest talks about the need for access reviews, the penalties of not doing them and his go-to-market learnings while building the company.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
You’ll Learn:
- Consumer barriers to authentication adoption
- The biggest pain points in deploying authentication technologies
- How the landscape is evolving and cloud-based solutions - and dangers
- Consumer consequences for failing authentication audits
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In this episode, Ismet Geri, CEO at Veridium, joins us to talk in-depth about passwordless security - what it means, the adoption struggles he’s been overcoming from the industry, how it works, enterprise complexities, how Veridium is making data safer for their customers & more!
Find out in this episode where Veridium is in their growth journey, how they have structured their sales team and the plans for the coming year.
You’ll Learn:
- The cybersecurity benefits of passwordless protection
- Why there should be industry-wide adoption
- Overcoming points of reticence to increase adoption
- Extending the seamless customer experience
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
The world of sales is a crowded one where prospects in your pipeline are flooded with pitches. So the challenge for salespeople is to stand out and to make an impression. A great way to do that? Get hyper-personalized.
Hyper-personalization shows attention to detail right from the start. This lets your prospects know that not only is the sales experience likely to be a smooth one, but that you’ve done your research and are only reaching out to them with a solution that they actually need. The question is how do you approach a hyper-personalized strategy?
In this episode, Jason Prindle, the Senior Director of Global Sales Development at Big ID, takes over the podcast to share his company’s experience with hyper-personalization. He discusses his four-pronged approach (personalization, assumption of pain, proof point and call to action), and how to put that strategy into real-life action.
How could hyper-personalization help you reach or exceed your various goals? Where can you make your prospecting materials a little more personalized? How specific can you get on solving customer struggles?
Find out in this episode!
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
You’ll Learn:
- What hyper-personalization is and why it matters
- The four parts of a hyper-personalized approach
- Prospect responses and potential obstacles
- How to frame and present solutions
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Any software that does a lot of work behind the scenes that makes the user’s life simple is going to be attractive as an operational efficiency driver.
In this episode, we have Vladi Sandler, co-founder and CEO at Lightspin joining me to talk about how he does that in his company. Lightspin is a proactive cloud security platform that protects cloud and Kubernetes environments from unknown risks.
Vladi shares that he helps customers focus on what needs to be done and how it can be fixed. At Lightspin, they do root cause analysis to automatically generate the infrastructure, code, right configuration, and ultimately to fix the problem.
Tune in to learn:
- Lightspins approach to protecting customers from unknown risks
- The sales process from finding the problem to being able to fix it
- The magic behind the technology
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Follow Vladi Sandler on LinkedIn: https://www.linkedin.com/in/vladi-cloud-security/?originalSubdomain=il
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Cyber security for operational technology and industrial systems is a hot topic right now. The security of these systems is important to the critical revenue generation parts of companies and also to governments and countries.
In this episode, Ian Bramson, Global Head of Industrial Cybersecurity at ABS Group, talked at RSA about the 3 shifts coming in this space and we are giving you a sneak peak today.
Ian discusses the importance of market drivers, how industrial cyber hygiene will be a competitive advantage, how OT is taking domain priority, and much more.
Tune in to learn:
- What services IT companies should offer
- The difference between buying services and technologies for the customer
- How competition wins over compliance
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Follow Ian Bramson on LinkedIn: https://www.linkedin.com/in/ianbramson
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Peter Prizio, CEO of SnapAttack, part of the early stage expo at RSA this week, joins us to talk about the tools to make operations easier in cybersecurity.
Snap Attack is a product company that has a continuous purple teaming platform. It allows people who work on offensive and defensive cybersecurity to come together and get a new hunt package or deploy alerts to their alerting tools.
Peter tells us that when it comes to describing the problem and pitching the product, it’s all about having coverage and confidence. In a sales conversation, it’s important to show the CISO’s that the attack could happen to anyone, and they can leverage red and blue teams to be able to lower the chances of them having a new threat or breach.
In this episode, Peter talks about his biggest learnings in the cybersecurity industry, what has been working for SnapAttack with their messaging to prospects and how they were able to leverage collaboration to create better results for their companies.
What you’ll learn:
- How to position your product to a prospect who isn’t as mature
- How collaboration can be powerful for cybersecurity businesses
- How SnapAttack product makes operations easier with red teams and blue teams
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
In this episode, Giora Engel, Co-Founder and CEO of Neosec, who is fresh off his selection for the RSA Conference innovation sandbox, joins us to share and expand on the unique ways Neosec tackles API security.
Many businesses operate fully digitally for selling their products and services. The impact of not protecting your API’s is clear, because it is a direct portal to your most sensitive business logic.
When it comes to the actual applications and API's, the security teams are completely blind. Neosec helps security organizations to discover API's to find vulnerabilities, stop abuse, and build more urgency around protecting their API’s which is the ultimate goal.
Giora discusses how Neosec found its problem-solving niche, how they used that approach to solving blind spots in the market, how they helped buyers in security organizations become more aware, and much more.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Follow Giora Engel on LinkedIn: https://www.linkedin.com/in/giorae/
You’ll Learn:
- Different knowledge gaps in API security
- Why protecting API’s are important for businesses
- The process Neosec takes to tackle API security
Support the show
In this episode, Greg Fitzgerald, co-founder and President of Sevco Security, who is fresh off his selection for the RSA Conference innovation sandbox, joins us to share and expand on Sevco’s driving philosophy: “You can’t protect what you don’t know.”
There are lot’s of companies that have worked on this problem, however Greg explains how Sevco’s deep understanding of correlating data enables them to create a compelling single source of truth.
Greg discusses how Sevco found its problem-solving niche, how that approach to solving for blind spots can be translated across companies and much more.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
You’ll Learn:
- Different knowledge gaps in selling to customers
- How to identify problems they may not even be aware of
- What understanding your audience and your solution looks like
- Vetting if a prospect is a good fit
Support the show
In this episode, Brian Lake, COO of Torq, who is fresh off his selection for the RSA Conference innovation sandbox, talks about the role automation plays in cyber security. Many businesses today find themselves stuck in an accidental cycle of handling cybersecurity updates and processes in-house and manually. What that means is not only a lot of confusion as specs change, but also a super high risk for mistakes or things to slip through the cracks.
Brain talks about how important it is to stay focused on the problem you solve. And how getting the right people on board is super important to the success of the company.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
You’ll Learn:
- The gaps in efficiency and the headaches of manual systems
- What business owners need most in cybersecurity and how automations solve those problems
- How you should be differentiating your offering
- The opportunities to sell automated solutions for a hectic and often confusing problem
Support the show
In this episode, Sharon Goldberg, Co-Founder and CEO of BastionZero, who is fresh off her selection for the RSA Conference innovation sandbox, joins us to discuss which targeted areas her company has found opportunities in.
Sharon and Ethan’s (her co-founder) journey over the last decade has taken a few twists and turns but ultimately ended up with the BastionZero team working on something they are passionate about and which customers really love.
Sharon explains their learnings over the last few years and the innovation they have brought to market.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
You’ll Learn:
- Honing in on specific cybersecurity needs
- How businesses may be inefficiently addressing those needs in-house
- What unique offering positions you might take
- How to streamline an often messy and confusing industry and product into a palatable sale
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In this episode, Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, joins us to explain what Talon does and the big innovation they are bringing to the market.
I don't know about you but when I hear of new, groundbreaking technology in cyber security I am a little skeptical! But the simplicity of Talon's new approach is really interesting and Ofer explains its relevance in this episode.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable.
Support the show
In this episode, we chat with Ani Chaudhuri, co-founder and CEO of Dasera, who was selected for the RSA Conference innovation sandbox.
Ani explains what Dasera does, how he is thinking about the business and how to build it as well as some learnings from early prospects and customers.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
“Industrial cybersecurity” is not just an imposing sounding term, it's a multi-billion dollar industry. From monetizing endpoints to breaking apart the systems and structures as a whole, cybersecurity has become something that’s top of every business leader’s mind.
In this episode, Dave Hatchell, long-time cybersecurity sales and business leader joins us to walk us through this subset of cyber security. We take a deep dive into why customers need the software that runs their business to also hold up on the protection side of things. But those are two different selling points. How does the customer vary? From leaning into that question, you can start to determine how your sales approaches should vary.
Where do enterprise and industrial clients differ? With so many particular needs across so many particular industries, there are all kinds of start-ups popping up to address those highly specific industry needs. We touch on how you can be expected, as a salesperson, to solve those problems from industry to industry and from funding size to funding size.
At the end of the day, this is a hot topic and a hot industry. How can you plan to break into it on the sales front? As businesses expand into more verticals, you can be ready to meet them where they need their struggles solved. From automation to political insecurity, the critical infrastructure and OT security industry is only going to grow bigger.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
The ongoing Pipeline Generation series has sales landscape leaders and experts pop by and share their pearls of wisdom on building and growing a sales pipeline.
In this episode, David Dulany, Founder and CEO of Tenbound, shares his introspective insight into looking - really looking - at your past dead leads and examining them with a critical lens. What patterns do you see? What’s missing? Might the company still be having the same problem? A lead audit can be just what you need to set yourself up for success and help create proper customer profiles.
Are your leads and pitch approaches where they need to be? Tune in to this episode to delve into lead organization and planning.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
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At a startup, the founder usually has a big impact on everything to do with the company.
With that being said, it’s not uncommon to have the founder come in and critique the work being done in every department. They are a part of the culture, character, messaging, vision and so much more that will directly affect the success of the company.
So, what intrigues people about joining startups compared to established companies?
Unfortunately, many people are sold a dream when they join a startup. They are attracted by promises of untold riches and IPO’s for joining the rocket ship early, but it’s not always as it seems.
After Andrew’s experience being a part of three different startups, in this episode he is going over how to make the most out of the opportunity to meet the founders, and what two important questions you should ask them.
Tune in to the episode to learn what questions he would ask, and the meaning behind them.
With the right questions you can easily decide whether you should change your life now for the promise of life changing experiences and riches in the future.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
The ongoing Pipeline Generation series has sales landscape leaders and experts pop by and share their pearls of wisdom on building and growing a sales pipeline.
In this episode, Theo Nasser, CEO and Co-Founder of Right-Hand Cybersecurity, draws on his years of experience in creating and scaling businesses to tackle pipeline generation. He dives headfirst into the three biggest areas of focus every business leader should have, and how each branch builds out and supports one another.
Are you focusing your efforts where they’re most needed to grow your pipeline? Tune in to this episode to learn mindset from the master.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
Like in big news interviews, mastering the perfect question in sales can make all the difference.
In this episode, Andrew dives into two interviews by Barbara Walters to glean what we can learn about question length.
Barbara Walters is known for handling the big, tough interviews well and for getting to the core of her interviewees so much so that they often cry.
As sellers, we can learn from the best, especially when it comes to question length.
Tune in to learn:
- The common mistakes we as sellers make when asking questions
- The average number of words Barbara Walters asks in her questions
- How to apply her style to sales situations
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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It’s no secret that the number one challenge for sellers in cyber security is generating pipeline. In this episode, Joe Mara who is a longtime cybersecurity seller and sales leader, responsible for generating over $250 million in revenue in highly competitive markets is giving his pointers on how he strategically created ways to generate new pipeline.
Throughout the past two years with so many people being out of the office and working from home, it brought up new challenges for sellers to get in touch to schedule meetings with prospects and keep their prospects engaged.
With Joe’s unique blend of sales skills, opportunistic vigilance, and keen business acumen, we will learn in this episode what he does to fix this problem and get better results in the process.
Tune in to this episode to learn the top things he implemented to excel in pipeline generation.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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We are in for a treat for today’s episode. Scott McCrady, CEO of SolCyber Managed Security Services, joins me today to talk about his incredible story about how he went from being an engineer to switching careers and working his way up in the cybersecurity sales space.
When he left his engineer job to pursue his passion of working in sales, he started his new career with Symantec. While he was there for an entire decade, he was able to bring businesses from zero to helping them create a solid foundation in their Asia Pacific in Japan and Sydney businesses.
Because of his incredible work, he got asked to come back and run the whole business which at the time, was one of the largest MSSP in the world, with 450 to 500 employees, and six security operations centers around the world.
Later in his career he decided to go somewhere smaller and helped build out FireEye’s MSSP program, both for sales outbound, but also to work with partners and channels.
With years of experience in MSSP, Scott is sharing what he feels like his biggest learnings were, what could be different and what he took from it to make SolCyber Managed Security Services the best in the industry.
Tune into today's episode where we expand more on Scott’s thoughts on how to cut through the noise in a world where everybody can call themselves an MSSP and rise above it by really delivering results and building your reputation.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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Make sure to get in touch with Scott on LinkedIn to get connected: https://www.linkedin.com/in/scottmccrady/
Support the show
This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show.
Kevin Hopp, the Founder of the Hopp Consulting Group and host of the Sales Career podcast has helped over 70 different early-stage SaaS businesses with their sales process and strategy. He advises early-stage companies on how to build a reliable framework for growth.
In this episode, Kevin is telling us the top things he implemented to excel in pipeline generation. Tune in to hear how he does it!
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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On this episode, we sit down with Theo Nassar, CEO at Right-Hand Cybersecurity, to talk about how Theo made a change in his work life and did something a lot of us wish we could or did do.
Theo started out his journey in cyber as an intern with FireEye and then ended up getting an offer to join them as a Sales Development Representative. Now, 8 years later, he has started a business of his own called Right-Hand Cybersecurity.
Starting a company is something that Theo had always wanted to do. What it came down to was a conversation between him and his wife about three things…
1 What were they going to do?
2 Who were they going to do it with?
3 Where were they going to do it?
Once he felt confident in the network he had accumulated combined with the problem he had identified, it felt like the right time to take the plunge.
So what were some of Theo’s first hires? Well, it wasn’t salespeople. He started off with hiring engineers to help build and establish his product. At first, he explains how when making those first hires, whether it was those early engineers or the early people on his go to market team, you’re hiring for a brand that is relatively unknown. Basically, you’re hiring on a vision and you're selling the vision of what you want to do, and the potential you want to unlock.
His #1 advice he’d give to an entrepreneur looking to hire the first members of their team would be to build in public.
As CEO, Theo continues to make cold calls, do outreach for prospects, and has the discipline to take what he learned during his years as an SDR and apply them to his practice and routine today.
Tune in to the episode to learn more about Theo’s journey from intern in cybersecurity to being founder and CEO of his own business.
If you want to get in touch with Theo, the best way is to contact him on LinkedIn or email him at theo@right-hand.ai.com
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show.
Ryan Reisert, the Founder of Phone Ready Leads and host of the Revenue Champions podcast is an accomplished leader in the sales development realm. He's incredibly well versed in the business landscape and fluent in the languages of tech, media, eComm and sales.
Ryan's business: https://www.phonereadyleads.com/
Ryan on LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/
In this episode, Ryan is telling us the top 3 things he implemented to excel in pipeline generation. Tune in to hear how he does it!
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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On this episode, we sit down with Rick Hill, Vice President and General Manager of the Americas at Ava Security.
Rick started his career at Cisco in the Sales Associate Program and ended his 16 year career with them as Director of Sales, Global Enterprise to make the move to Ava Security to become their VP & GM of the Americas.
In his career at Cisco, Rick progressed through the ranks and eventually made the decision to leave the nest. He recalls times where some thought he was crazy for leaving his role in Cisco, but for him it was time to do something different.
Now, the startup world and culture is a different beast altogether, so it’s not for everyone, but for Rick, it was the right time to do something different. It was the right time for him to take all of the skills and talents that he had the chance to grow and accumulate at Cisco and put them to work in a different way.
Rick explains the adjustment from going from a large company like Cisco to a startup where he was tasked with consistently making big decisions. He went from making decisions with a significant amount of data points to making a volume of decisions with a high level of intensity. He explains how although this change at first felt intense and exhausting, with time he was able to adjust. As Rick likes to say: it’s where the fun is.
At Ava Security, Rick leads the Americas business with the responsibility to help their partners, customers, and communities leverage the technology to disrupt the market and protect their people, places, and intellectual property.
Tune in to the episode to learn more about Rick’s journey, his transition to Ava Security, and to go in depth into how his company was recently acquired and everything that went into that process.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
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This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show.
Scott McCrady, the CEO of SolCyber is an accomplished international executive with broad experience in sales, business development and the operations side of a cloud based and information security based business. He has a proven track record at driving results in sales, operations, revenue generation and customer satisfaction.
In this episode, Scott is telling us the top 3 things he implemented to excel in pipeline generation. Tune in to hear how he does it!
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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On this episode, we have our special guest Chris Beall, the CEO at ConnectAndSell.
Chris goes over some insightful tactics that cover the psychology behind the call and how to grab your potential prospects' attention right away, and how he has been training people on how to do the same.
The truth is, if you don’t master the first seven seconds and get trust, the rest of the call is utterly meaningless. The springboard to curiosity is trust. If you don't get there, you can't get there.
When people are in sales training, a big piece that is missing is the real conversations. Chris realized that the unique experience of talking over and over to real prospects, and being coached on every conversation is what was needed to be able to help sellers grow in their sales expertise.
While sharing his insight about the flow of the calls, Chris goes over how there are 4 parts of the conversation you will be having with prospects.
The first part is the opener, the second part is the conversation going somewhere, the third part is objections, and the fourth part is asking for the meeting. Chris created his flight school based off of these concepts and structured the training for sellers to have the best results.
Tune in to the episode to learn in depth all of the different pieces of learning sales and how to master the full process from getting on a cold call to moving the prospect to an official meeting.
Stay connected with ConnectAndSell (https://connectandsell.com/)
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
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This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show.
In this episode, we have Rick Hill, the VP of Sales at Ava Security talking about the biggest challenge he and his peers have had with pipeline generation and how to fix it.
Rick led a sales team through all sorts of awareness challenges through to acquisition earlier this year. Tune in to learn the top 3 things he implemented to excel in pipeline generation.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show (http://www.unstoppable.do)
On this episode, we have our special guest Mark Parrinello, the CRO at SentinelOne who talks about how he prepared his sales organization for the 2021 IPO and the hyper growth trajectory the company is on.
Mark stresses the importance of keeping a candid culture so that you can have your team buy into the company concepts, persevere through constant changes and keep an entrepreneurial spirit as you continue to grow and stretch your team.
In his experience, something that will simplify the process of preparing for IPO and hyper-growth is to create a proper sales process and operations roadmap that has actionable goals with realistic timelines. Sometimes we can be hasty and want things done as soon as possible, but building those plans in bite sized chunks is so much more effective.
Most importantly, when it comes to the IPO, it’s important to not only focus on your strengths and weaknesses throughout it but we have to enjoy the process. Enjoy the learning opportunities and take a minute to step back and remember what you’ve accomplished and how far you’ve come.
Tune into the episode to learn more about Mark’s journey and how you can use his career learnings as insight for moving forward in your career.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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In 1998, I started my sales career in the cybersecurity industry.
I spent 19 years directly in sales carrying a quota, either as a seller or as a sales leader. Then, I spent about eight or nine years working with sales teams, as a consultant, trainer and coach to help them succeed in the cybersecurity space.
While in my sales career, I qualified for eight out of the 12 President's clubs. By most measures, I did pretty good. I feel reasonably satisfied with how things have gone.
Now, years after leaving and really looking back on it, there are definitely some things that I would change if I could do it all over again.
When I speak with my clients, a burning question that many people have is, “what would you do differently in your past sales career if you know what you know now?”
Some people may not want to look back on the past and wish they did something differently. But, there’s a difference between regretting something and thinking of how you can use your experiences to teach and inspire others.
So in this episode, I’m going to break down the four different things that I would have done differently, in hopes that you will be able to take this advice and avoid making these mistakes for yourself.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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Today on the podcast we have our special guest, Denise Hayman, CRO at Sonrai Security.
In this episode, we are talking about her experience in the cyber security industry and learning the different takeaways that she kept from each of her roles in different companies.
With the pressure to constantly bring in numbers, it’s important to think about what your priorities are and how you will work effectively with them.
Denise tells us that just because someone may have only been successful in one company, it doesn't mean that they can't be successful in a different company, but they need to have the right motivation, the right coachability and the right desire to do something different.
When it comes to the sales process she experienced in her career, there was a very formal qualification process and a formal kickoff to the POC, that involved socializing with the executives to make sure that there was going to be buy in.
Denise stresses that having the basics in place is extremely important, and with most companies they are not consistent with keeping up with the process that needs to happen to make sure you’re speaking to the right people in the sales process.
If you have an open mind about each company to understand what’s going on in each one you will be able to see how you can best use your skill sets to benefit the company. When you rise above the noise and go the extra mile, you will be able to flourish.
Tune into the episode to hear more about Denise’s experience and how you can implement some of her greatest learnings into your career journey!
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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Today, we are talking about one of the ways we can make the whole sales process smoother and quicker.
Everything we do in the sales world revolves around a problem. After all, the whole reason we are able to sell to anyone is because of a problem someone is trying to solve, right? I want to challenge your thinking here, and ask you this: Have you ever empathized with a prospect over their problem?
I know the quickest response in our minds to a question like that would be, “I know my prospects problem before we even get to a meeting”.
But, the truth is that sometimes we “know” the problem and mistake that for having a deeper understanding of the problem. If we can master not only finding the problem that each prospect is dealing with but also being able to empathize how that problem is impacting their lives, they are much more likely to believe we have the solution.
If you look at everything you hear from the companies that you work for, I bet you that 80% of it is oriented around the product, the solution, the latest version, the new feature that came out, and we're making ourselves to be the hero of the story. If we are bombarded with these messages, then it's more natural for us over time to end up talking about those things the most.
The bottom line is that prospects buy things from people they trust, and someone they believe has the solution to their urgent need. When we are in the sales process, if we can focus on these things we will be able to make our sales cycle much shorter.
Tune into the episode to learn how you can understand your prospect problems deeply, explain your solution in an intentional way with those understandings, and use great questions to draw the prospect into a meaningful conversation.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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Mike Rogers, CRO at Noetic Cyber, joins me today to talk about all things Noetic Cyber, his learnings from Ionic Security, building a great working environment, how to figure out who the biggest innovators are, and more.
Mike and I had shared experiences at Ionic Security and we break down some of the contributing factors of why Ionic was not the huge financial success many thought it would be.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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Noetic is hiring so, get in touch with Mike on LinkedIn: https://www.linkedin.com/in/themikerogers/ or he says you can email him at mrogers@noeticcyber.com
Support the show (http://www.unstoppable.do)
Discovery is not a one-time event. Throughout the sales process we should seek to learn more and more about our prospects and the challenges they face.
Using the “what we heard” slide will give you the tool to drive continuous discovery. Be sure to make it natural and to make it a collaboration with your prospects. Learn what this slide is and how to use it in today’s episode.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show (http://www.unstoppable.do)
Bessemer is one of the legendary VC companies and has a long history of investing in cyber security companies. Amit Karp is a Partner, based in Tel Aviv, who has led some of their cyber security investments in Israel.
In this episode we’ll chat:
- Why is Israel producing so many great cyber security companies (it’s not just 8200)
- How companies should think about starting North America GTM activities
- 3 big trends that Amit and team are tracking
- Security spend will spread wider than the usual verticals
- Cloud security
- The different types of consolidation that are needed in the market
Tune into today's episode where we expand more on hot trends in cyberspace!
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
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Get hold of Amit ( karp@bvp.com )
Support the show (http://www.unstoppable.do)
Alex Jones, CRO at NetSPI, joins me today to talk about his journey into the cybersecurity sales world and what he’s doing at NetSPI to continue to build a great sales team.
Alex spent most of his time building a career outside of cyber (in recruitment), until 5 years ago when he joined NetSpi. At NetSPI, Alex had to dive in head first to learn the terminology and become familiar with the space. Luckily, the nontraditional aspect of his background paid off when he had to make hires to build up his sales team. Alex tells us the 5 key traits he looks for in all potential new hires:
- Coachability
- Curiosity
- Prior success
- Intelligence
- Work ethic
Tune into today's episode where we expand more on Alex’s tactics to creating a great sales team!
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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NetSPI is hiring so, get in touch with Alex on LinkedIn: https://www.linkedin.com/in/alex-jones-9ab28811/ or he says you can find his email - a good sales rep will find it!
Support the show (http://www.unstoppable.do)
Chris Smith, CRO at Aqua, joins me today to talk about creating a great sales team as a company that’s growing rapidly by being intentional about bringing in the right people.
Chris has been in sales for 30 years and has mostly stayed within the cyber security industry for multiple reasons, one of them being how within this career, you're doing something meaningful. Now, as he’s building out his team at Aqua, a cloud native application protection platform, he shares with us his approach he’s taking to ensure he’s making great hires.
- Know the profile of who you are going after
- Focus on the importance of the alignment to culture
- PR the opportunity
- Augment company searches with agencies
- Prepare questions
- Go the extra mile
- Be thorough - reference LinkedIn, check references, etc.
Tune into today's episode where we expand more on Chris’s journey and his tactics to creating a great sales team by being intentional about bringing in the right people!
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video message at https://zipmessage.com/unstoppable
Get in touch with Chris (chris.smith@aquasec.com)
Support the show (http://www.unstoppable.do)
Today’s topic is all about Momentum Cyber’s Cybersecurity Almanac 2022.
Momentum Cyber is an investment bank that deals with only cybersecurity companies and is headed by Dave DeWalt.
If you’d like to read the Almanac yourself, it is available for download on their website (momentumcyber.com), but today, I will be giving you my 5 key takeaways.
- The cybersecurity space is more crowded than ever
- There's a huge growth in financing activity right now
- Public markets value growth over margins, by quite a lot
- The Almanac includes interesting facts such as amount of money going into companies and stock
- Product Lead Growth is growing and continually getting established
There were also some quick interesting takeaways such as how ransomware isn’t going away anytime soon, the skills shortage continues to be a problem, and how in a world where things are interconnected - 3rd party risk is a big thing.
Tune into today's episode where we expand more on these 5 takeaways as well as go more into detail about the interesting facts found within this year’s Almanac!
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
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Jay Wallace, Vice President of Worldwide Sales at Rumble, joins me to talk about his experience on how someone who didn’t start off in cybersecurity, ended up as VP WW Sales. And is now in the process of building up his sales team from the ground up.
Jay started off working in the world of banking by doing financial advisory work. As time went on he realized that the path he was on, wasn’t for him.
He started to dip into the world of tech, and ended up in the cybersecurity space. Now, in 2022, he is the VP of Worldwide Sales at Rumble.
He joined Rumble in March of 2021 as the first Enterprise Sales hire helping to build the sales organization from the ground up.
Tune into today's episode where we expand on the decisions that led Jay to where he is now, how he’s structuring his team, what kind of hires he's looking to make, and what’s coming up for Rumble as they continue to grow.
Get a hold of Jay (DM on LinkedIn, Email: jay@rumble.run)
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us your thoughts using voice/video at https://zipmessage.com/unstoppable
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We all know we should understand what is happening with our prospects, but too often discovery turns into interrogation and a frustrating experience all round.
3 things I see quite a bit:
- We’re tempted to rush the discovery
- We don’t ask great questions, we keep it too light
- We’re asking the right questions to the wrong people
These are the things I see getting in the way of your sessions, so I’ve come up with this 4 Box Framework, that allows you to execute great discoveries.
#1 Current situation and current problem
2 Impact of the problem
3 Ideal Future
4 Positive Impact
Tune into today's episode where we expand more on these points and what you can do to make sure you're making simple, but great discoveries!
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show (http://www.unstoppable.do)
Let’s talk about the part of that first meeting where you describe what you do.
Your prospect is asking themselves
- what does your company do?
- who are they like that they already know about so they can do a comparison?
- who is already working with them?
This is where we usually pull out a presentation deck. Unfortunately, this deck has become synonymous with pitching and your prospects are apprehensive about salespeople pitching at them.
The thing is, we are all humans and we often communicate better using visuals.
So, let's go over 5 ways to use your deck effectively:
- Start every slide with something about the prospect
- Have the mindset to make it a conversation, not a pitch
- Have specific intentional questions for each slide
- Ease your prospect’s mind
- Make sure you start strong and impactful at the start
Tune into this episode where we expand more on these points and what you can do to make sure you’re using your deck effectively!
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
Bob Kruse, CEO and co-founder of Revelstoke Security, joins me today to talk about his experience and success in the cybersecurity sales world and how that has led him to where he is today as founder of a cybersecurity company. He tells us the journey he has gone through from building a successful sales resume to becoming a CEO and what has kept him in cybersecurity for so many years
Bob began his career at F5 Networks in March 2002. He was drawn in by the human element of cybersecurity, or as he calls it the “cyber who done it”! He’s been able to watch this space evolve which has allowed him to advance and grow with it. Now in 2022, he continues in the field leading a company he co-founded. He talks about the transition from sales manager to CEO and founder and how he’s structuring his own team.
Tune into today's episode to learn more about Bob, his journey and what’s coming up with Revelstoke as it continues to grow this year!
Want to get a hold of Bob? You can reach him at bob@revelstoke.io.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show (http://www.unstoppable.do)
You know when you’re doing a bunch of first meetings, but not enough of them are converting to a second meeting or demos? Well, we’ve all been there.
That first meeting conversion has such a huge impact on how successful we are. If your conversion rate isn't the best, then what ends up happening is you try to make the most of what you have, and do anything you can to have opportunities (good or bad) go through.
Maybe it’s something you’re doing, or maybe it's something you’re not doing! In our next three episodes, we will be covering all things “first meetings”. We will be going over a check list I created and thinking through what's happening in those first meetings and what we can do to make sure they’re turning into those quality opportunities that we’re looking for.
Now, lets go over a few of those points:
1 Are you truly meeting with your ideal customer profile?
2 Are we having the right level of conversation for who we’re meeting with?
3 Are you carving out 10 minutes at the end of the meeting to agree on the next steps?
4 Have you identified a big enough problem to work through with the prospect or that's big enough for them to be excited to fix?
5 Have you been able to articulate a future for them to move towards and get excited about?
6 How have you spent your time in the meeting? Sometimes we’ve pitched too much in the time we’ve carved out for the meeting
7 Are we asking great questions during the explanation of what we do?
Tune into today's episode where we expand on these points and what you can do to score those second meetings!
Get the First Meeting Checklist
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
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Welcome to our 100th Episode!
I want to start off by thanking you for joining me on this journey for these past two years.
For this landmark episode, we have a special guest, Brian Gumbel, CRO at Armis, who joins me today to talk about his experience, success, and journey in the cyber security sales world.
Brian started as a District Manager at NET-Tel in 1997 and with stops long the way at Cisco, McAfee, Tanium and Forescout is now CRO at Armis. Since starting at Armis, Brian has helped double the size of the company. What was a company of 200 employees, is now a company of 500. In this episode, Brian speaks candidly about the decisions he’s made during his career, company changes, the first hires he made, what he looks for in new hires, and much more.
Tune in to today's episode to learn about his journey!
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable
Support the show
Welcome to the Sales Bluebird podcast!
If you are a seller or sales leader at a B2B startup, especially if it is a cyber security company, you are in the right place.
We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or
send me a voice/video at https://zipmessage.com/unstoppable
This episode covers 6 reasons why CISOs and other senior leaders buy from startups.
We know it is not the easy option for them so what drives them to want to work with an early-stage company?
Please like, subscribe and review this podcast. It is the best way to get the word out.
Sign up for the Sales Bluebird email - it's good actionable stuff - salesbluebird.com
Want to chat about your cyber security startup and your sales strategy, hit me up at andrew@unstoppable.do
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In this episode, we're going to look at how using buzzwords negatively impacts sellers. And 1 simple tip to avoid this pitfall.
00:00 – Introduction
01:10 – Learning a new language, aka ‘vendor speak’
02:00 – An email that will make your head spin
04:07 – How I learned to avoid using buzzwords
05:58 – 1 tip to help your messaging
09:10 – Takeaway message to remember
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Aurelien "Ray" Mottier runs the sales acceleration and lead generation company, Operatix.
Ray talks about the decision to insource vs outsource, measuring success, how hard it is to be an SDR and a whole lot more.
If you are thinking about pipeline generation you could do a lot worse than listen to the ideas and views of someone who has been doing this for over a decade.
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We can all learn from Mikaela Shiffrin, one of the greatest skiers of all time.
Mikaela had a pretty good season in 2018. But despite winning gold and silver at the Winter Olympics many were disappointed in her performance in PyeongChang, including herself.
While reflecting that summer she realized she made one big mistake and rectified it for the following season. The result? 2019 was the single most dominant season by a skier (male or female) of all time.
What she realized and the change she made is relevant for b2b salespeople. Find out more in this episode.
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Mike Baker, CRO at Noname Security, joins me today to talk about his experience (and success) in the cybersecurity sales world and how he tends to go the opposite way of where the masses head…because that's where the gold is. Bluebird anyone?!?!
Mike joined Noname Security in October 2020 as its first employee in the US and first in the sales team. Now, just 16 months later, the go-to-market team has over 100 people, with most of them in sales. Mike talks about the decisions he made during that period, the type of people that do well, the first hires he made, and what's coming up in 2022.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
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Why do we struggle with building a connection with a prospect and then keeping their attention? Check out this episode for practical strategies on how you can overcome this barrier:-
- The no-pitch, pitch deck
- Every point you want to make should start with thinking about the customer first
- The no-pitch demo
- Avoid death by feature list...connect them with others. Tell them that's how other people, just like you, think about this and what they like about what we do.
- Storytelling
- Never underestimate the power of storytelling and how it creates strong connections with your prospect
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A conversation with Ty Flippin on selling value and other tips and tricks to help you drive larger deals and faster sales cycles. If you want to hear more, then this show is for you.
- People don't care about your technology; they care about what it can do for them
- You have to simplify key business objectives
- Having a qualified champion means you keep selling even if you’re not in the room
- Why knowing at least 40% of your quadrant, but not 100% can open a conversation
Decisionlink provides a scalable solution to help you keep selling when you’re not there. Looking for a new opportunity? They are hiring. Connect with Ty on LinkedIn or go their website for more information.
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com/)
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Ask yourself, as a seller, have you ever prepared so well for a sales call with your prospect and couldn’t feel more confident…but somehow your meeting was a complete disaster?!? We’ve all been there so don’t beat yourself up about it.
But we also need to learn and improve with every experience. So get ready to get uncomfortable trying this one simple technique to stop 'losing' your prospects, especially if any of these examples resonate with you:
· taking almost 5 min to explain 1 slide (yikes!)
· asking a prospect over 20 questions in the hopes of a deep discovery session (death. by. discovery!)
· presenting over 20 content slides (yawn!)
Try it out and let me know what you think. I want to hear from you! andrew@unstoppable.do
Here's to a great new year, 2022!
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Cybersecurity....it's not a domestic problem. It's a global problem.
Paul Ayers, CEO of Noetic Cyber, has an impressive history of helping U.S. cybersecurity companies expand into the European market.
In this podcast episode, Paul speaks candidly about the challenges, and more importantly, the opportunities of expanding cybersecurity business collaborations with Europe.
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CRO MT Robertson talks about how he transitioned his sales model from exclusively enterprise sales led to product led growth. Find the changes Bluescape had to make to enable this shift and how it is working for them in this episode.
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The average tenure for a CRO right now is around 18 months. Sales leaders and sellers don't have much time to make a difference and deliver. In this episode CRO Jeff Lauer talks about his experiences, why this might be, and what to do about it.
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Sometimes it feels like we have very little connection with a prospect. There is little rapport and not much commitment to change. Sometimes we think too logically about what we are doing and a little emotion can lead to a deeper connection and deals with more momentum. This episode gives 3 tips on how to get that deeper connection.
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When making a career move to cybersecurity you have to educate yourself in a new market, a new world, and new terminology. This episode gives you an in depth explanation on why a market strategy is so important, what it takes to walk in on day one and be successful quickly, and how to balance all of it.
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Most product training that is done is really hurting and not helping the sales team. This episode gives you three ways that we can help our sellers get more focused on customers and prospects and their needs, as opposed to just always defaulting to talking about our product.
Resources mentioned:-
Podcast: CISO / Vendor Relationship Podcast
Podcast: Virtual CISO Podcast
Podcast: CISO Secrets Podcast
Podcast: Defense in Depth Podcast
Youtube channel: Dr Eric Cole, Secure Anchor
Youtube channel: Cybercrime Magazine
Youtube channel: Security Weekly
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One of the things that is always impacted as teams grow rapidly is culture and the values that you want to instill in the team that you think will drive success. In this episode, Dan Parelskin talks about getting the first customers and how to intentionally create a sales culture.
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Your company has given you a great sales deck to use, but you just know that your prospects don't always enjoy hearing you talk all the way through the deck. How can you improve the way you use your deck in these early-stage meetings.
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David McKeough has been in cyber security sales for over 15 years starting as an individual contributor and now is the CRO at Trusona. He had stints along the way at Dyntek, McAfee, Digital Guardian, and Crowdstrike. David talks about how simple reframing of how you think about and describe the solution you sell can yield huge results. And a great story about the big impact of perseverance.
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The good news is you have headcount to grow the team and have some great sellers lined up. The bad news is that you don't have any enablement help to ramp them quickly. you know what needs to happen but you just don't have the time to do it yourself.
Making things worse, there are many in the company watching to see how good the new sellers are and how effective they are selling this product and company.
This episode gives you 5 tips to ramp the new sellers quickly without needing a ton of your time and without the need for hiring an enablement person.
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This is an interview with Mark Small a multiple-time VP of Sales at cybersecurity companies, both large and small.
He talked about how to stand out from the crowd when you are a seller at an early stage company and the 3 legs of the stool that need to be in place to succeed.
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After you join a startup and the honeymoon period is over doubts can set in about whether you are at the right company. Things are usually not as good as you thought they would be and you need to decide whether to stay or go. Here are 3 questions to help you make that decision.
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Get the sense that your B2B sales team is bored during your regular team meetings? As a sales manager, here are 3 ideas to get them re-engaged
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Find your team drifting apart and just focusing on quota and numbers? Change the dynamic by setting a big hairy audacious goal that will bring the team together and rally them around a common cause
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People have been studying life and humans for millennia. and despite all the advances we have made as a species, the basics of human behavior and life are pretty much the same. So how can this help us be more effective sales leaders? Find out in this episode.
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B2B sales teams are one of the most highly measured teams in an organization, but our accountability towards those metrics, our plans, and our commitments is often weak. If you want to create a culture of accountability in your B2B sales team, what do you do?
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It's easy to say "you need to build a bench", much harder to do well and consistently. Find out 4 steps to take that you can do in under 2 hours per week in this episode.
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There is no worse thing to be called as a sales leader than "micro manager"... so what do you do if that's what happens?
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Top sales talent is rarely on the market... so what is it that causes them to leave?
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Do you hire the best person you can find at that point in time (a dot) or do you hire someone you've got to know over time and seen them grow and progress (a line)? Too often we do the first when it makes much more sense to the second. find out more in this episode.
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You get promoted to run a team and the firehose starts. Everything comes at you from all sides and it is easy to become overwhelmed. But not if you follow these 3 steps.
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Open territories can cost you between $0.5m and $1.5m in lost bookings over 2 years. We can avoid that by being proactive and not reactive in hiring.
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Great questions yield the best answers unless you screw up when asking them! Find out how to avoid one common mistake in this episode.
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Very few people are truly motivated by money. and I count salespeople in that statement. So what are salespeople motivated by?
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One way to simplify complex tasks to save you a ton of time and get to a deeper, different course of action.
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You want to coach your team member but you know what they should be doing. In fact, it's burning a whole in your head. Many of us offer advice dressed up as a question. Right or wrong? Find out in this episode.
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The 1st line manager in a B2B sales organization is the least rewarding job in the company. This episode is the start of helping you be great.
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Ever find your prospects switch-off when it's your turn to talk? Maybe you have the menu in the wrong order.
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How can you better build trust with your prospects? Joe Navarro gives us a tip in his book What Every Body is Saying
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Need a quick reminder that you need to use your selling time wisely? Jeb Blount lays it on us very bluntly in Fanatical Prospecting
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Ever get frustrated about not getting access to the senior decision-maker or economic buyer during your sales cycle? Read and Bistritz explain all and when best to engage with them in their book Selling to the C-suite
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Do you want to improve the chances your prospect will take your meeting? Anthony Iannarino gives us some pointers in the Lost Art of Closing
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We live in a noisy B2b world where getting attention is tough. Bring a "be different" mindset to your selling motions to stand out.
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Your torso is a powerful tool in non-verbal communications. Find out how and why from Joe Navarro in What Every Body is Saying
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Imagine someone walks into your office or calls you randomly ... you're short on time and you're a bit apprehensive about why they want to talk with you. This simple question from Michael Bungay Stanier is your best friend.
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A quick challenge for you... in the next 10 seconds, can you show someone your current target account list? Find out why answering "yes" to this question is important in this episode.
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You just KNOW that your prospects would be in amuch better place with your solution, but they don't seem to care.... what the heck is going on? Anthony Iannarino explains all in The Lost Art of Closing
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Is the curse of product knowledge holding you back? Find out how in this episode.
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A quick check for you..are you starting the year self oriented or buyer oriented? One way will win out over time according to Mahan Khasla and Randy Illig in their book Let's Get Real or Let's Not Play
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Don't pay so much attention to someone's face, instead concentrate on their feet... so says Joe Navarro in his book What Every Body Is Saying
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What does a senior executive at your biggest target think about you and what do they want you to know. In this episode we have a "Dear Salesperson" letter from a real senior executive, from Keenans book Gap Selling
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Everyone seems to want to be a trusted advisor, some even think they are one.... but what do executives at your prospects think a trusted advisor is? Find out in this episode.
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Oasis sang "Don't look back in anger" ... how do you feel about your 2019? Learn a great framework to get even more from what happened to you in 2019.
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Cross your legs to show confience and comfort..find out why from Joe Navarro in his book What Every Body is SayingSupport the show (http://www.unstoppable.do)
Do you feel like too many of your opportunities slow down or stall? Most of us have lived through that. Keenan gives his perspective in Gap Selling.
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Ever had someone give a huge preamble before asking you a question? Ever done that yourself? Don't do it says Michael Bungay Stanier in The Coaching HabitSupport the show (http://www.unstoppable.do)
Have you seen someone stroke their neck, or their chest .. and wandered what it means? Joe Navarro tells us all about Pacifying Behaviours in his book What Every Body Is Saying.Support the show (http://www.unstoppable.do)
Ever think that all your prospects are on vacation? Don't kid yourself as explained in this episodeSupport the show (http://www.unstoppable.do)
This simple mirroring tip will pay off for you in negotiations, so says Chris Voss in Never Split the DifferenceSupport the show (http://www.unstoppable.do)
38% of what you communicate is down to your tone of voice ... but how do you use that in negotiations? Chris Voss gives us an idea in Never Split the Difference
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You know you need to push back during a negotiation but sometimes feel like you don't do it very effectively? Chris Voss has a very effective way in Never Split the DifferenceSupport the show (http://www.unstoppable.do)
Ever hear a "no" from a prospect and wish you had a better way to continue the conversation? Chris Voss gives us some ideas in Never Split the DifferenceSupport the show (http://www.unstoppable.do)
Sometimes you have to bargain with purchasing to get what you want... but what is the best way to do that? Chris Voss provides a very effective system in Never Split the Difference.Support the show (http://www.unstoppable.do)
Feeling a little desperate at the end of the month or quarter? Jeb Blount tells us why in his book Fanatical ProspectingSupport the show (http://www.unstoppable.do)
Feel like your sales stories are a little boring? Not hitting the maark? Mike Weinberg shows us a quick story framework in his book Sales TruthSupport the show (http://www.unstoppable.do)
Start thinking like a customer - it's so obvious, but few of us do it well ... So says Anthony Iannarino in The Lost Art of Closing
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Ever felt that someone is not being up front with you, but you are not sure? Joe Navarro gives us a tip on reading some non-verbal signs
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How do you respond when your back is against the wall? Tips for what can you do...Support the show (http://www.unstoppable.do)
Do you want to ensure you are compelling, valuable and trusted by the decision makers in your accounts? If so, ask implication questions according to Neil Rackham in Spin SellingSupport the show (http://www.unstoppable.do)
If you want to transform your life, don't try and transform your life! Sound a little strange? Well that's the advice of James Clear in his awesome book "Atomic Habits"Support the show (http://www.unstoppable.do)
Are you spending enough time on prospecting? Probably not according to Mike Weinberg in Sales TruthSupport the show (http://www.unstoppable.do)
Feel like your sales opporutnities stall too easily? Next steps don't happen? Anthony Iannarino writes about this in his book "The Lost Art of Closing"Support the show (http://www.unstoppable.do)
Have you ever felt uncomfortable asking your prospect a deeper question? But wish you had? In Let's Get Real or Let's Not Play, Mahan Khasla and Randy Illig address this issueSupport the show (http://www.unstoppable.do)
Ever been confronted with an inconsistent or confusing prospect, but not sure how to react ... Keenan has 4 favorite words to help you get into the tough conversation that is needed.Support the show (http://www.unstoppable.do)
Sales is often won by those that do the things that others don't.Support the show (http://www.unstoppable.do)
Why is the common idea to "treat people the way you would want to be treated" wrong? All is explained by ex-FBI hostage negotiator Chris Voss in "Never Split the Difference"Support the show (http://www.unstoppable.do)
Sales leaders... know that you should be a better coach for your team, but not exactly sure why it helps you?... Michael Bungay Stanier reminds us in "The Coaching Habit".Support the show (http://www.unstoppable.do)
Ever sat there knowing you should be prospecting, but you don't... you are only human if you do! There are the 3 Ps that are holding you back from prospecting but there is a simple way to over them... so says Jeb Blount, in Fanatical ProspectingSupport the show (http://www.unstoppable.do)
How do you handle the "how much do you charge" question or if negotiating a package "what are your OTE expectations?" question .. find out the power of ranges in the tip from Chris Voss in his book, Never Split the DifferenceSupport the show (http://www.unstoppable.do)
Don't service your customers... so says Mike Weinberg in Sales Truth, find out why in this episodeSupport the show (http://www.unstoppable.do)
So you have to make a concession, what does the research say about how you should do that? Mahan Khasla and Randy Illig give a golden nugget in their book Let's get real or lets not playSupport the show (http://www.unstoppable.do)
Do you find your prospects being way too vague in their answers to your questions? If so, Keenan agrees with you and says we need to banish open ended answers in his book Gap Selling
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How do you keep advancing your opportunity? Neil Rackham in Spin
Selling talks about what successful salespeople propose as the next step to keep moving your deal forward
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She's probably the most dominant athlete in the world that you have never head of - and we can learn from her about how to get better
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Leaders... do you find yourself dishing out advice and directives to your team... but you know you shouldn't? It's tough isn't it? In The Coaching Habit, Michael Bungay Stanier gives a great tip on how to curb your advice monsterSupport the show (http://www.unstoppable.do)
You've got to be OK with interrupting, that's what you have to do to create opportunities ... so says Jeb Blount in his book "Fanatical Prospecting"Support the show (http://www.unstoppable.do)
Up for a challenge? Check out this simple test to see if you know the outcomes the prospect is looking for on each deal.
Keenan talks about the CRM Challenge is his book Gap Selling
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Your tone of voice is super important according to Chris Voss in Never Split the Difference... find out why on this episodeSupport the show (http://www.unstoppable.do)
There is one super imapctful thing you can do to supercharge your productivity - and Jeb Blount talks about it in his book Fanatical Prospecting
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Ever tried to change what you do, but you seem to fall back to your old way of doing things? If so, this episode could be life changing for you as we understand the new habit formula from The Coaching Habit by Michael Bungay Stanier
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Do you actually know all you need to about your opportunity, or have you guessed a few of the details.... No guessing is one of the rules in "Let's Get Real or Lets Not Play" by Mahan Khasla and Randy Illig
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You know you should be asking good questions, but if you are asking too many of one type of question you could be hurting yourself ... so says Neil Rackham in Spin Selling
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It's the age-old question of anyone in law enforcement "how do I know when someone is lying?". Chris Voss has an answer in "Never Split the Difference" ... and it isn't anything about whether they scratched their nose.
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Sales leaders... be honest does the idea of being more effective and do less work sound appealing? Of course it does ... well Michael Bungay Stanier in his book the coaching habit has the question that does both.
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Need a pick me up? A smack across the face of positivity and motivation? You are going to love the first paragraph Keenan wrote in his book "Gap Selling"
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If you are looking for ways to improve your negotiating game, stay tuned for a tip from ex-FBI hostage negotiator Chris Voss from his book Never Split the Difference
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Compare your approach and mindset towards prospecting to that of great sales people, from the view point of Jeb Blount in his book "Fanatical Prospecting"
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About the upcoming launch of Bite Size Sales.
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