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

The Fallacy of MQLs: Why Marketing Qualified Leads Are Dead with Seth Robbins, CRO at Cycode

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

English - July 25, 2023 14:00 - 51 minutes - 35.5 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: Mike Barker, Chief Commercial Officer at HYAS: Building a GTM plumb line for consistent sales success
Next Episode: Beyond Buzzwords: Crafting Effective Positioning Strategies in the Cybersecurity Startup Space with Bob Wright, Managing Director at Firebrick Consulting

Welcome back to the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest joining us, Seth Robbins, the CRO 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

Well this is cool!  The Cybersecurity Revenue Startup podcast is in a "15 Best SaaS Sales Podcasts" list by  @_feedspot

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