144: Rajiv Pimplaskar, CEO and President at Dispersive, talks about connecting with cybersecurity customers and scaling sales

The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams

English - July 14, 2022 16:00 - 23 minutes - 16.4 MB - ★★★★★ - 8 ratings
Marketing Business Education Self-Improvement sales selling b2b sales leader marketing marketing leader demand gen startup b2 startup sale Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed

Previous Episode: 143: How to answer the “What does your company do?” question without being boring or using buzzwords

Next Episode: 145: Snehal Antani, CEO at Horizon3, talks about telling the right stories and setting up the right pitch for customers

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 [email protected] 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 [email protected] or send us a voice/video at https://zipmessage.com/unstoppable

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You’ll Learn:

How to communicate your product to a cybersecurity customerWhat to plan for in scaling salesPositioning multiple offerings and solutionsHow to rise above the other industry noise

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