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.
Homepage Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Episodes
161: 5 ways to reduce the chaos in startup selling
September 29, 2022 13:00 - 15 minutes - 10.7 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...
160: Anurag Gurtu, Chief Product Officer at StrikeReady: How to sell a platform
September 27, 2022 18:00 - 35 minutes - 24.4 MBToday 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...
159: Adam Gavish, CEO of DoControl - People don’t sell, people buy.
September 20, 2022 14:00 - 32 minutes - 22.4 MBDoControl 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 v...
158: Abhishek Dubey, CEO of Bolster - Fast time to value = a new deal per week
September 13, 2022 15:00 - 30 minutes - 20.7 MBDigital 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...
157: Erkang Zheng, CEO of Jupiter One - need for sales structure | power of community in building a customer base | founder led selling
September 07, 2022 19:00 - 36 minutes - 25.3 MBErkang 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 ca...
156: Dave Phelps, RSM at Crowdstrike - Make your territory, your franchise
September 01, 2022 09:00 - 37 minutes - 25.4 MBChatting 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 fo...
155: Evangelize the problem, not your product
August 30, 2022 09:00 - 22 minutes - 15.7 MBToo 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 fig...
154: Ashley Leonard, CEO of Syxsense - How to go after the mid market
August 24, 2022 14:00 - 25 minutes - 17.5 MBWhat’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 ma...
153: Should you add more sellers to your sales team?
August 19, 2022 13:00 - 16 minutes - 11.1 MBIn 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 t...
153: Should you add more sellers to your sales team?
August 19, 2022 13:00 - 14 minutes - 9.88 MBIn 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 t...
152: Christian Torres, CEO of Kriptos - importance of technology partners and why he brought on his first salespeople very early
August 16, 2022 16:00 - 39 minutes - 27.4 MBIn 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 indu...
151: Ayal Yogev, CEO and Co-Founder of Anjuna: What's more important... product or sales?
August 12, 2022 18:00 - 25 minutes - 17.5 MBIn 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 wor...
150: Wias Issa, CEO of Ubiq Security, on how Ubiq’s GTM for their API encryption for developers
August 09, 2022 11:00 - 40 minutes - 28 MBOn 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 proc...
149: A break down of two more companies’ answers to “What We Do” and how they could improve them
August 05, 2022 16:00 - 19 minutes - 13.3 MBTwo 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 new...
148: How to use strategic narrative to engage with prospects with Andy Raskin
August 04, 2022 13:00 - 40 minutes - 27.6 MBCybersecurity 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 wi...
147: Snir Ben Shimol, CSO at Cider, talks about market education & selling into the unknown
August 02, 2022 21:00 - 37 minutes - 25.6 MBIn 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 au...
147: Snir Ben Shimol, CSO at Cider, talks about market education & selling into the unknown
August 02, 2022 21:00 - 35 minutes - 24.3 MBIn 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 au...
146: A break down of 2 companies’ answer to “what do you do?”
July 28, 2022 18:00 - 19 minutes - 13.5 MB2 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 i...
145: Snehal Antani, CEO at Horizon3, talks about telling the right stories and setting up the right pitch for customers
July 22, 2022 16:00 - 34 minutes - 23.4 MBIn 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 dra...
144: Rajiv Pimplaskar, CEO and President at Dispersive, talks about connecting with cybersecurity customers and scaling sales
July 14, 2022 16:00 - 23 minutes - 16.4 MBIn 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...
143: How to answer the “What does your company do?” question without being boring or using buzzwords
July 12, 2022 13:00 - 17 minutes - 12 MBWe 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 lea...
142: Michael Shieh, CEO and Founder at Appaegis, talks about making security professionals jobs easier and how to build a successful sales team
July 08, 2022 15:00 - 24 minutes - 16.6 MBIn 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 wha...
141: Garret Grajek, CEO and Co-Founder at YouAttest on how he is making the lives of risk managers exponentially easier
June 28, 2022 18:00 - 21 minutes - 14.8 MBGarret 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...
140: Ismet Geri, CEO at Veridium, talks in-depth about passwordless security
June 23, 2022 16:00 - 24 minutes - 16.9 MBIn 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 protectio...
139: Jason Prindle, the Senior Director of Global Sales Development at Big ID, talks about his experience with hyper-personalization along with his four-pronged approach and how to put that approach into real-life
June 21, 2022 19:00 - 12 minutes - 8.42 MBThe 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. T...
138: Vladi Sandler, Co-Founder and CEO at Lightspin talks protecting cloud and Kubernetes environments from unknown risks
June 16, 2022 15:00 - 21 minutes - 14.5 MBAny 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. ...
137: Ian Bramson, Global Head of Industrial Cybersecurity at ABS Group, talks about the 3 shifts coming in industrial and operational tech security
June 14, 2022 09:00 - 33 minutes - 22.7 MBCyber 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...
136: Peter Prizio, CEO of SnapAttack talks the value in combining disparate tools to make the lives of red and blue teams easier
June 08, 2022 15:00 - 31 minutes - 21.4 MBPeter 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 ha...
136: Peter Prizio, CEO of SnapAttack talks the value in combining disparate tools to make the lives of red and blue teams easier
June 08, 2022 15:00 - 29 minutes - 20.1 MBPeter 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 ha...
135: Giora Engel, Co-Founder and CEO of Neosec, talks unique ways to tackle API security
June 06, 2022 16:00 - 19 minutes - 13.4 MBIn 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 comple...
134: Greg Fitzgerald, Co-Founder and President of Sevco Security, talks the importance of understanding the problem the customer has
June 03, 2022 20:00 - 32 minutes - 22.1 MBIn 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-s...
133: Brian Lake, COO of Torq, Innovation Sandbox finalist on their innovation and the importance of staying focused on the problems to solve
June 02, 2022 13:00 - 29 minutes - 20 MBIn 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 ...
#133: Brian Lake, COO of Torq, Innovation Sandbox finalist on their innovation and the importance of staying focused on the problems to solve
June 02, 2022 13:00 - 27 minutes - 18.8 MBIn 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 ...
132: Sharon Goldberg, Founder and CEO of BastionZero talks selling targeted cybersecurity solutions
May 31, 2022 21:00 - 40 minutes - 27.8 MBIn 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 ...
#131: Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, talks managing the complexities to sell to a fast-growing market
May 27, 2022 17:00 - 28 minutes - 19.3 MBJust about every business is connected to cybersecurity. And the bigger a brand gets, the more their needs for increased protection from cyber threats grow. What that all means is that cybersecurity has become one of the most lucrative and constantly in-demand industries out there. In this episode, Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, who is fresh off his selection for the RSA Conference innovation sandbox, joins us to walk us through the intricate workings of the cybe...
131: Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, an Innovation Sandbox finalist at RSA
May 27, 2022 17:00 - 29 minutes - 20.5 MBIn 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 y...
#131: Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, an Innovation Sandbox finalist at RSA
May 27, 2022 17:00 - 28 minutes - 19.3 MBIn 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 y...
Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, talks managing the complexities to sell to a fast-growing market
May 27, 2022 17:00 - 28 minutes - 19.3 MBJust about every business is connected to cybersecurity. And the bigger a brand gets, the more their needs for increased protection from cyber threats grow. What that all means is that cybersecurity has become one of the most lucrative and constantly in-demand industries out there. In this episode, Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, who is fresh off his selection for the RSA Conference innovation sandbox, joins us to walk us through the intricate workings of the cybe...
#130: Ani Chaunduri, CEO and co-founder of Desara talks the complex inner workings of the data security world
May 26, 2022 13:00 - 31 minutes - 21.4 MBAs we tap into the monolithic industry that is security and cyber security, there is a lot of opportunity to land grab. How can salespeople crack the cyber selling code? In this episode, Ani Chaunduri, co-founder and CEO of Desara, who is fresh off his selection for the RSA Conference innovation sandbox, joins us to walk us through the complex inner workings of the data security world. The team structures in these types of industries can often be broken down into three areas: compliance, se...
#130: Ani Chaunduri, CEO and co-founder of Desara, on the complex inner workings of the data security world
May 26, 2022 13:00 - 31 minutes - 21.4 MBAs we tap into the monolithic industry that is security and cyber security, there is a lot of opportunity to land grab. How can salespeople crack the cyber selling code? In this episode, Ani Chaunduri, co-founder and CEO of Desara, who is fresh off his selection for the RSA Conference innovation sandbox, joins us to walk us through the complex inner workings of the data security world. The team structures in these types of industries can often be broken down into three areas: compliance, ...
130: Ani Chaudhuri, CEO and co-founder of Dasera, an Innovation Sandbox finalist at RSA this year
May 26, 2022 13:00 - 32 minutes - 22.6 MBIn 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@unstoppabl...
#130: Ani Chaudhuri, CEO and co-founder of Dasera, an Innovation Sandbox finalist at RSA this year
May 26, 2022 13:00 - 31 minutes - 21.4 MBIn 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@unstoppabl...
129: David Hatchell, Cybersecurity sales and business leader talks industrial controls systems and operational technology
May 24, 2022 15:00 - 51 minutes - 35.5 MB“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 al...
128: Pipeline generation tips #7 with David Dulany, Founder and CEO of Tenbound
May 19, 2022 15:00 - 7 minutes - 5.18 MBThe 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 your...
127: 2 questions to ask the CEO/founder before joining a cyber security startup
May 17, 2022 12:00 - 13 minutes - 9.16 MBAt 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 sta...
126: Pipeline generation tips #6 with Theo Nasser, CEO and Co-Founder of Right-Hand Cybersecurity
May 12, 2022 14:00 - 7 minutes - 5.04 MBThe 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...
125: The power of asking short questions like Barbara Walters
May 10, 2022 18:00 - 16 minutes - 11.2 MBLike 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...
124: Pipeline generation tips #5 with Joe Mara, AVP, North American SLED & Canada at Elastic
May 05, 2022 10:00 - 8 minutes - 5.69 MBIt’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...
124: Pipeline generation tips #5 with Joe Mara, AVP, North American SLED & Canada at Elastic
May 05, 2022 10:00 - 6 minutes - 4.46 MBIt’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...
123: Scott McCrady, CEO of SolCyber Managed Security Services, talks about the important role MSSP plays in today's cyber security market
May 03, 2022 11:00 - 44 minutes - 30.7 MBWe 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 sol...