187: Why and how you implement value selling with Russell Coleman

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

English - February 07, 2023 16:00 - 46 minutes - 32.2 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: 186: From awful to awesome: a cybersecurity company’s transformation of their first meeting deck

Next Episode: 188: How to get first meetings using VC programs, CISO networks, resellers & sales networks

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 frameworkThe idea of value selling, being a framework, not a piece of contentHow frameworks lead to major efficiencies

Russell Coleman on LinkedIn

Sponsor
This 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)

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.