The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams
304 episodes - English - Latest episode: 17 days ago - ★★★★★ - 8 ratingsThe podcast for sales and marketing teams that tackles the question:
How can cybersecurity companies grow sales faster?
We talk with cybersecurity CROs, CMOs, CEOs, as well as sales and marketing experts.
Listen in, and you will get proven strategies to
- help you get more leads
- win more customers, and,
- create your killer go-to-market growth engine.
If you are a seller, marketer, leader, CEO, or founder at a cybersecurity company, you are in the right place.
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Episodes
207: The Emergence of Security Platform as a Service Category with Oliver Friedrichs, CEO @ Pangea
April 18, 2023 13:00 - 42 minutes - 29.5 MB207: 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 s...
206: Protecting 3rd party SaaS applications with Yoni Shohet, co-founder and CEO @ Valence
April 17, 2023 13:00 - 49 minutes - 34.3 MB206: 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 t...
205: Alisdair Faulkner, CEO @ Darwinium: building a startup to solving tangible, measurable business problems
April 14, 2023 14:00 - 45 minutes - 31.3 MBOn 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...
204: Finding creative ways to attract and engage customers can lead to more loyal and lasting relationships with Tom Pace, CEO @ Netrise
April 11, 2023 14:00 - 52 minutes - 36.3 MBOn 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 intro...
203: Securing the Hybrid Workplace with Dor Zvi, CEO at Red Access
April 07, 2023 12:00 - 48 minutes - 33.6 MBDor 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, agnos...
202: Revolutionizing OT Cybersecurity with Hardware: Meet Colin Dunn CEO of Fend
April 04, 2023 17:00 - 52 minutes - 36.3 MBArmed 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 u...
201: Varun Badhwar - securing the software supply chain with Endor Labs
March 28, 2023 13:00 - 49 minutes - 33.9 MBVarun 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...
200: standout episodes from the previous 199
March 23, 2023 14:00 - 33 minutes - 22.9 MBIt'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 spec...
198: Unlocking the Power of Cybersecurity with Maxime Lamothe-Brassard
March 16, 2023 13:00 - 53 minutes - 37 MBIn 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 Resource...
197: From employee to founding a cybersecurity startup with Jori VanAntwerp
March 14, 2023 13:00 - 52 minutes - 36.3 MBMoving 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: 1. The big impact SynSaber is making in the operations technology space 2. The people who guided Jori along the way 3. Why his first sales hire was a VP Resources: Jori VanAntwerp Synsaber Sponsor: This episode was brought to you by IT-Harvest. ...
199: Navigating the challenges of introducing passwordless security with Michael Gwynn of IDmelon
March 13, 2023 16:00 - 56 minutes - 39.1 MBMichael 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. ...
196: Liat Hayun’s journey from working at big cybersecurity companies to starting Eureka Security
March 09, 2023 15:00 - 50 minutes - 35 MBStarting 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 i...
195: Eric Olden on building a successful cybersecurity company
March 07, 2023 14:00 - 1 hour - 42.4 MBEric 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 y...
194: How to know if a prospect is an innovator
March 02, 2023 13:00 - 13 minutes - 9.45 MBCybersecurity 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...
193: How to start growing revenue with Ted Miracco, CEO of Approov
February 28, 2023 14:00 - 39 minutes - 27.4 MBThis 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: 1. Why Approov is so well positioned 2. Ted’s main focus as the new CEO for the next few quarters 3. The challenge Approov faces with reaching application developers and getting noticed in a very noisy market Resources: https://app...
192: How to transform a boring case study into a compelling story
February 23, 2023 17:00 - 12 minutes - 8.79 MBTelling 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:...
191: A different path to product creation and scaling a cybersecurity company with Mirza Asrar Baig
February 21, 2023 15:00 - 47 minutes - 33 MBMirza 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 Cybersec...
190: How to balance selling what the product does now & selling the big vision
February 16, 2023 19:00 - 15 minutes - 10.9 MBCybersecurity 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: 1. How can you get the balance right between selling what your product can do right now and what your big vision is 2. How can you inspire ...
189: Unlocking Data Protection with Paul Lewis, CEO of Calamu
February 14, 2023 20:00 - 34 minutes - 24 MBPaul 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 foun...
188: How to get first meetings using VC programs, CISO networks, resellers & sales networks
February 10, 2023 13:00 - 18 minutes - 12.5 MB“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: 1. How to leverage VCs programs to get first meetings with ideal prospects 2. How to use CISO groups and how they charge for acc...
187: Why and how you implement value selling with Russell Coleman
February 07, 2023 16:00 - 46 minutes - 32.2 MBRussell 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 ...
186: From awful to awesome: a cybersecurity company’s transformation of their first meeting deck
February 02, 2023 14:00 - 34 minutes - 23.7 MBEveryone 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 ...
185: A better way to match cybersecurity sales job seekers with hiring managers
January 31, 2023 23:00 - 12 minutes - 8.47 MBLots 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 ...
184: One way to maximize a first meeting
January 26, 2023 14:00 - 20 minutes - 13.9 MBFirst 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 oppo...
183: How to take on the 800lb gorilla with Russell McGuire and Ben White from Ironscales
January 24, 2023 12:00 - 50 minutes - 34.6 MBIronscales 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? Sponsor This week’s newslette...
182: Being “me” focused during sales calls is slowly killing our connection with prospects
January 19, 2023 14:00 - 27 minutes - 19.2 MBTalking 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...
181: How to use a company podcast to get more exposure with Lindsay Tjepkema of Casted
January 17, 2023 16:00 - 50 minutes - 34.7 MBYou 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 ...
180: Learn how an SMB sales team is being successful with Brian Penney, VP of Sales at Blumira
January 10, 2023 14:00 - 46 minutes - 32.1 MBBlumira 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...
179: 13 sales mistakes founders make
December 15, 2022 14:00 - 15 minutes - 11 MBCybersecurity 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 followi...
178: How to be valuable on a sales call with Amanda Carvalho, Sales Director at Gytpol
December 13, 2022 16:00 - 34 minutes - 24 MBSellers 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 ...
178: How to be valuable on a sales call with Amanda Carvahlo, Sales Director at Gytpol
December 13, 2022 16:00 - 33 minutes - 22.8 MBSellers 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 ...
177: How to think bigger, bolder and clearer when differentiating
December 08, 2022 15:00 - 20 minutes - 14 MBSecurity 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 c...
176: Corey White, CEO @ Cyvatar: how to create a compelling cybersecurity product for SMBs
December 06, 2022 14:00 - 40 minutes - 28 MBMany 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 ...
175: Marketing messaging is not sales messaging
November 17, 2022 14:00 - 17 minutes - 11.7 MBToo 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 m...
174: How to make sure you are paid with Dan Goodman, CEO of TruCommish
November 15, 2022 15:00 - 41 minutes - 28.8 MBComp 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. Follow...
173: Increase your close rate by working with mobilizers and innovators (and who these people are!)
November 10, 2022 14:00 - 21 minutes - 14.8 MBIt 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. Follo...
172: How to bring a HARDWARE innovation in cybersecurity to market with Jack Wilson, the CRO at Token
November 08, 2022 19:00 - 34 minutes - 23.9 MBSometimes 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. Follow me on LinkedIn for regular posts about growing your cy...
171: Outbound is Broken
November 03, 2022 13:00 - 17 minutes - 12.3 MBI 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 Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurit...
170: Important leadership trait: bringing great people with you. But how do you do that?
November 02, 2022 18:00 - 34 minutes - 23.4 MBLife 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 wor...
170: Important leadership trait: bringing great people with you. But how do you do that?
November 02, 2022 18:00 - 32 minutes - 22.2 MBLife 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 wor...
169: Differentiate your product so prospects remember
October 27, 2022 13:00 - 26 minutes - 18.3 MBWith 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. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? ...
168: Tom Miller, sales leader and author of Call Your Shots - knowing your value
October 25, 2022 13:00 - 48 minutes - 33.2 MBTom 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 Michaela...
167: 2 approaches to bringing on your first sales team
October 20, 2022 16:00 - 24 minutes - 16.6 MBYou’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. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my co...
166: Michelle Torrey-Teunissen, CRO at 6clicks: best practices for working with the channel
October 18, 2022 19:00 - 48 minutes - 33.3 MBMichelle 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 c...
165: One powerful tool to improve how you sell and how you get better
October 14, 2022 15:00 - 21 minutes - 14.5 MBWhat 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 an...
164: Two CISOs discuss the conviction of ex-Uber CISO, Joe Sullivan
October 08, 2022 20:00 - 29 minutes - 20.6 MBIn 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 atte...
163: How to onboard new sellers yourself
October 06, 2022 13:00 - 20 minutes - 14.1 MBStartup 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...
162: Eric Appel, CRO @ Island: why stealth is sexy and the different way Island has built the sales team
October 04, 2022 13:00 - 51 minutes - 35.6 MBToday 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...
162: Eric Appel, CRO @ Island: why stealth is sexy and the different way Island has built the sales team
October 04, 2022 13:00 - 49 minutes - 34.4 MBToday 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...
161: 5 ways to the reduce the chaos in startup selling
September 29, 2022 13:00 - 13 minutes - 9.53 MBSelling 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...