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
122: Pipeline generation tips #4 with Kevin Hopp, CEO of the Hopp Consulting Group
April 28, 2022 13:00 - 13 minutes - 9.11 MBThis episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. Kevin Hopp, the Founder of the Hopp Consulting Group and host of the Sales Career podcast has helped over 70 different early-stage SaaS businesses with their sales process and strategy. He advises early-stage companies on how to build a reli...
121: Theo Nasser, CEO at Right-Hand cybersecurity, on ditching corporate sales life and starting a cybersecurity company
April 26, 2022 10:00 - 41 minutes - 28.3 MBOn this episode, we sit down with Theo Nassar, CEO at Right-Hand Cybersecurity, to talk about how Theo made a change in his work life and did something a lot of us wish we could or did do. Theo started out his journey in cyber as an intern with FireEye and then ended up getting an offer to join them as a Sales Development Representative. Now, 8 years later, he has started a business of his own called Right-Hand Cybersecurity. Starting a company is something that Theo had always wanted to...
120: Pipeline generation tips #3 with Ryan Reisert, Founder of Phone Ready Leads
April 21, 2022 11:00 - 8 minutes - 6.02 MBThis episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. Ryan Reisert, the Founder of Phone Ready Leads and host of the Revenue Champions podcast is an accomplished leader in the sales development realm. He's incredibly well versed in the business landscape and fluent in the languages of tech, med...
119: Rick Hill, VP Sales at Ava Security, on the process of being acquired (and how it feels)
April 19, 2022 11:00 - 39 minutes - 27.4 MBOn this episode, we sit down with Rick Hill, Vice President and General Manager of the Americas at Ava Security. Rick started his career at Cisco in the Sales Associate Program and ended his 16 year career with them as Director of Sales, Global Enterprise to make the move to Ava Security to become their VP & GM of the Americas. In his career at Cisco, Rick progressed through the ranks and eventually made the decision to leave the nest. He recalls times where some thought he was crazy for...
118: Pipeline generation mini-episode #2 with Scott McCrady, CEO of SolCyber
April 14, 2022 14:00 - 4 minutes - 3.43 MBThis episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. Scott McCrady, the CEO of SolCyber is an accomplished international executive with broad experience in sales, business development and the operations side of a cloud based and information security based business. He has a proven track record...
117: Chris Beall, CEO at ConnectAndSell, on how to make a great cold call (and he improves mine!)
April 12, 2022 09:00 - 47 minutes - 32.3 MBOn this episode, we have our special guest Chris Beall, the CEO at ConnectAndSell. Chris goes over some insightful tactics that cover the psychology behind the call and how to grab your potential prospects' attention right away, and how he has been training people on how to do the same. The truth is, if you don’t master the first seven seconds and get trust, the rest of the call is utterly meaningless. The springboard to curiosity is trust. If you don't get there, you can't get there. Wh...
116: Pipeline generation mini-episode #1 with Rick Hill, VP of Sales at Ava Security
April 07, 2022 15:00 - 9 minutes - 6.44 MBThis episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. In this episode, we have Rick Hill, the VP of Sales at Ava Security talking about the biggest challenge he and his peers have had with pipeline generation and how to fix it. Rick led a sales team through all sorts of awareness challenges t...
115: Mark Parrinello, CRO at SentinelOne, building the revenue organization for hyperscale and IPO
April 05, 2022 09:00 - 42 minutes - 29.4 MBOn this episode, we have our special guest Mark Parrinello, the CRO at SentinelOne who talks about how he prepared his sales organization for the 2021 IPO and the hyper growth trajectory the company is on. Mark stresses the importance of keeping a candid culture so that you can have your team buy into the company concepts, persevere through constant changes and keep an entrepreneurial spirit as you continue to grow and stretch your team. In his experience, something that will simplify the ...
115: Mark Parrinello, CRO at SentinelOne building the revenue organization for hyper scale and IPO
April 05, 2022 09:00 - 40 minutes - 28.2 MBOn this episode, we have our special guest Mark Parrinello, the CRO at SentinelOne who talks about how he prepared his sales organization for the 2021 IPO and the hyper growth trajectory the company is on.. Mark stresses the importance of keeping a candid culture so that you can have your team buy into the company concepts, persevere through constant changes and keep an entrepreneurial spirit as you continue to grow and stretch your team. In his experience, something that will simplify ...
114: What I would do differently at the beginning of my sales career
April 01, 2022 09:00 - 17 minutes - 11.9 MBIn 1998, I started my sales career in the cybersecurity industry. I spent 19 years directly in sales carrying a quota, either as a seller or as a sales leader. Then, I spent about eight or nine years working with sales teams, as a consultant, trainer and coach to help them succeed in the cybersecurity space. While in my sales career, I qualified for eight out of the 12 President's clubs. By most measures, I did pretty good. I feel reasonably satisfied with how things have gone. Now, yea...
113: Denise Hayman, CRO at Sonrai Security talks journey in cyber security and her biggest learnings
March 29, 2022 07:00 - 48 minutes - 33.6 MBToday on the podcast we have our special guest, Denise Hayman, CRO at Sonrai Security. In this episode, we are talking about her experience in the cyber security industry and learning the different takeaways that she kept from each of her roles in different companies. With the pressure to constantly bring in numbers, it’s important to think about what your priorities are and how you will work effectively with them. Denise tells us that just because someone may have only been successful i...
112: How to help your prospect understand that you have the solution to their problem
March 24, 2022 13:00 - 15 minutes - 10.8 MBToday, we are talking about one of the ways we can make the whole sales process smoother and quicker. Everything we do in the sales world revolves around a problem. After all, the whole reason we are able to sell to anyone is because of a problem someone is trying to solve, right? I want to challenge your thinking here, and ask you this: Have you ever empathized with a prospect over their problem? I know the quickest response in our minds to a question like that would be, “I know my prosp...
111: Mike Rogers, CRO at Noetic Cyber, breaks down why Ionic Security was not a financial success
March 22, 2022 14:00 - 48 minutes - 33.3 MBMike Rogers, CRO at Noetic Cyber, joins me today to talk about all things Noetic Cyber, his learnings from Ionic Security, building a great working environment, how to figure out who the biggest innovators are, and more. Mike and I had shared experiences at Ionic Security and we break down some of the contributing factors of why Ionic was not the huge financial success many thought it would be. If you are a sales leader at a startup, or you're in the sales team, and you're searching for ...
110: One tool to 3x your discovery
March 17, 2022 10:00 - 11 minutes - 7.93 MBDiscovery is not a one-time event. Throughout the sales process we should seek to learn more and more about our prospects and the challenges they face. Using the “what we heard” slide will give you the tool to drive continuous discovery. Be sure to make it natural and to make it a collaboration with your prospects. Learn what this slide is and how to use it in today’s episode. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable ...
109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture Partners
March 15, 2022 10:00 - 43 minutes - 30 MBBessemer is one of the legendary VC companies and has a long history of investing in cyber security companies. Amit Karp is a Partner, based in Tel Aviv, who has led some of their cyber security investments in Israel. In this episode we’ll chat: Why is Israel producing so many great cyber security companies (it’s not just 8200) How companies should think about starting North America GTM activities 3 big trends that Amit and team are tracking Security spend will spread wider than the us...
108: Alex Jones, CRO at NetSPI, talks journey into cyber and building a great sales team
March 10, 2022 14:00 - 40 minutes - 27.8 MBAlex Jones, CRO at NetSPI, joins me today to talk about his journey into the cybersecurity sales world and what he’s doing at NetSPI to continue to build a great sales team. Alex spent most of his time building a career outside of cyber (in recruitment), until 5 years ago when he joined NetSpi. At NetSPI, Alex had to dive in head first to learn the terminology and become familiar with the space. Luckily, the nontraditional aspect of his background paid off when he had to make hires to buil...
107: Chris Smith, CRO at Aqua Security, on 7 steps to hiring great sales talent
March 03, 2022 11:00 - 44 minutes - 30.6 MBChris Smith, CRO at Aqua, joins me today to talk about creating a great sales team as a company that’s growing rapidly by being intentional about bringing in the right people. Chris has been in sales for 30 years and has mostly stayed within the cyber security industry for multiple reasons, one of them being how within this career, you're doing something meaningful. Now, as he’s building out his team at Aqua, a cloud native application protection platform, he shares with us his approach he’...
106: Momentum Cyber’s Cybersecurity Almanac 2022
March 01, 2022 11:00 - 20 minutes - 14.2 MBToday’s topic is all about Momentum Cyber’s Cybersecurity Almanac 2022. Momentum Cyber is an investment bank that deals with only cybersecurity companies and is headed by Dave DeWalt. If you’d like to read the Almanac yourself, it is available for download on their website (momentumcyber.com), but today, I will be giving you my 5 key takeaways. The cybersecurity space is more crowded than ever There's a huge growth in financing activity right now Public markets value growth over margi...
#106: Momentum Cyber’s Cybersecurity Almanac 2022
March 01, 2022 11:00 - 18 minutes - 12.9 MBToday’s topic is all about Momentum Cyber’s Cybersecurity Almanac 2022. Momentum Cyber is an investment bank that deals with only cybersecurity companies and is headed by Dave DeWalt. If you’d like to read the Almanac yourself, it is available for download on their website (momentumcyber.com), but today, I will be giving you my 5 key takeaways. The cybersecurity space is more crowded than ever There's a huge growth in financing activity right now Public markets value growth over margi...
#105: Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team
February 24, 2022 12:00 - 41 minutes - 28.4 MBJay Wallace, Vice President of Worldwide Sales at Rumble, joins me today to talk about his experience on how someone who didn’t start off in cybersecurity, ended up as VP WW Sales and is now in the process of building up his sales team from the ground up. Jay started off working in the world of banking by doing financial advisory work. As time went on, he realized that the path he was on, wasn’t for him. He started to dip into the world of tech, and ended up in the cybersecurity space. No...
#105: Jay Wallace, VP of Worldwide Sales at Rumble, talks building a sales team
February 24, 2022 12:00 - 41 minutes - 28.4 MBJay Wallace, Vice President of Worldwide Sales at Rumble, joins me today to talk about his experience on how someone who didn’t start off in cybersecurity, ended up as VP WW Sales and is now in the process of building up his sales team from the ground up. Jay started off working in the world of banking by doing financial advisory work. As time went on, he realized that the path he was on, wasn’t for him. He started to dip into the world of tech, and ended up in the cybersecurity space. No...
105: Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team
February 24, 2022 12:00 - 43 minutes - 29.7 MBJay Wallace, Vice President of Worldwide Sales at Rumble, joins me to talk about his experience on how someone who didn’t start off in cybersecurity, ended up as VP WW Sales. And is now in the process of building up his sales team from the ground up. Jay started off working in the world of banking by doing financial advisory work. As time went on he realized that the path he was on, wasn’t for him. He started to dip into the world of tech, and ended up in the cybersecurity space. Now, i...
105: Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team
February 24, 2022 12:00 - 41 minutes - 28.4 MBJay Wallace, Vice President of Worldwide Sales at Rumble, joins me to talk about his experience on how someone who didn’t start off in cybersecurity, ended up as VP WW Sales. And is now in the process of building up his sales team from the ground up. Jay started off working in the world of banking by doing financial advisory work. As time went on he realized that the path he was on, wasn’t for him. He started to dip into the world of tech, and ended up in the cybersecurity space. Now, i...
104: Simple framework for value oriented discovery
February 22, 2022 16:00 - 14 minutes - 9.71 MBWe all know we should understand what is happening with our prospects, but too often discovery turns into interrogation and a frustrating experience all round. 3 things I see quite a bit: We’re tempted to rush the discovery We don’t ask great questions, we keep it too light We’re asking the right questions to the wrong people These are the things I see getting in the way of your sessions, so I’ve come up with this 4 Box Framework, that allows you to execute great discoveries. #1 Cu...
#104: Simple framework for value oriented discovery
February 22, 2022 16:00 - 12 minutes - 8.48 MBWe all know we should understand what is happening with our prospects, but too often discovery turns into interrogation and a frustrating experience all round. 3 things I see quite a bit: We’re tempted to rush the discovery We don’t ask great questions, we keep it too light We’re asking the right questions to the wrong people These are the things I see getting in the way of your sessions, so I’ve come up with this 4 Box Framework, that allows you to execute great discoveries. #1 Cu...
#104: Simple framework for value oriented discovery
February 22, 2022 16:00 - 12 minutes - 8.48 MBWe all know we should understand what is happening with our prospects, but too often discovery turns into interrogation and a frustrating experience all round. 3 things I see quite a bit: We’re tempted to rush the discovery We don’t ask great questions, we keep it too light We’re asking the right questions to the wrong people These are the things I see getting in the way of your sessions, so I’ve come up with this 4 Box Framework, that allows you to execute great discoveries. #1 Cu...
103: How to use your sales deck effectively
February 17, 2022 11:00 - 15 minutes - 10.4 MBLet’s talk about the part of that first meeting where you describe what you do. Your prospect is asking themselves what does your company do? who are they like that they already know about so they can do a comparison? who is already working with them? This is where we usually pull out a presentation deck. Unfortunately, this deck has become synonymous with pitching and your prospects are apprehensive about salespeople pitching at them. The thing is, we are all humans and we often...
#103: How to use your sales deck effectively
February 17, 2022 11:00 - 13 minutes - 9.18 MBLet’s talk about the part of that first meeting where you describe what you do. Your prospect is asking themselves what does your company do? who are they like that they already know about so they can do a comparison? who is already working with them? This is where we usually pull out a presentation deck. Unfortunately, this deck has become synonymous with pitching and your prospects are apprehensive about salespeople pitching at them. The thing is we are all humans and we often co...
#102: Bob Kruse, CEO and founder of Revelstoke Security, on being a co-founder of a cybersecurity company
February 15, 2022 12:00 - 29 minutes - 20.3 MBBob Kruse, CEO and founder of Revelstoke Security, joins me today to talk about his experience and success in the cybersecurity sales world and how that has led him to where he is today as founder of a cybersecurity company. He tells us the journey he has gone through from building a successful sales resume to becoming a CEO and what has kept him in cybersecurity for so many years Bob began his career at F5 Networks in March 2002. He was drawn in by the human element of cybersecurity, or as...
102: Bob Kruse, CEO and co-founder of Revelstoke Security, on how a sales leader becomes CEO of a cybersecurity company
February 15, 2022 12:00 - 31 minutes - 21.6 MBBob Kruse, CEO and co-founder of Revelstoke Security, joins me today to talk about his experience and success in the cybersecurity sales world and how that has led him to where he is today as founder of a cybersecurity company. He tells us the journey he has gone through from building a successful sales resume to becoming a CEO and what has kept him in cybersecurity for so many years Bob began his career at F5 Networks in March 2002. He was drawn in by the human element of cybersecurity, or...
#102: Bob Kruse, CEO and co-founder of Revelstoke Security, on how a sales leader becomes CEO of a cybersecurity company
February 15, 2022 12:00 - 29 minutes - 20.3 MBBob Kruse, CEO and co-founder of Revelstoke Security, joins me today to talk about his experience and success in the cybersecurity sales world and how that has led him to where he is today as founder of a cybersecurity company. He tells us the journey he has gone through from building a successful sales resume to becoming a CEO and what has kept him in cybersecurity for so many years Bob began his career at F5 Networks in March 2002. He was drawn in by the human element of cybersecurity, or...
101: How to get better at first meetings (Part 1)
February 10, 2022 19:00 - 13 minutes - 9.31 MBYou know when you’re doing a bunch of first meetings, but not enough of them are converting to a second meeting or demos? Well, we’ve all been there. That first meeting conversion has such a huge impact on how successful we are. If your conversion rate isn't the best, then what ends up happening is you try to make the most of what you have, and do anything you can to have opportunities (good or bad) go through. Maybe it’s something you’re doing, or maybe it's something you’re not doing! ...
#101: How to get better at first meetings (Part 1)
February 10, 2022 19:00 - 11 minutes - 8.09 MBYou know when you’re doing a bunch of first meetings, but not enough of them are converting to a second meeting or demos? Well, we’ve all been there. That first meeting conversion has such a huge impact on how successful we are. If your conversion rate isn't the best, then what ends up happening is you try to make the most of what you have, and do anything you can to have opportunities (good or bad) go through. Maybe it’s something you’re doing, or maybe it's something you’re not doing! ...
#100: Brian Gumbel, CRO At Armis Shares His Tips on Scaling Cyber Security Sales Teams
February 08, 2022 13:00 - 38 minutes - 26.2 MBWelcome to our 100th Episode! I want to start off by thanking you for joining me on this journey for these past two years. For this landmark episode, we have a special guest, Brian Gumbel, CRO at Armis, who joins me today to talk about his experience, success, and journey in the cyber security sales world. Brian started as a District Manager at NET-Tel in 1997 and with stops long the way at Cisco, McAfee, Tanium and Forescout is now CRO at Armis. Since starting at Armis, Brian has helped d...
100: Brian Gumbel, CRO At Armis Shares His Tips on Scaling Cyber Security Sales Teams
February 08, 2022 13:00 - 39 minutes - 27.4 MBWelcome to our 100th Episode! I want to start off by thanking you for joining me on this journey for these past two years. For this landmark episode, we have a special guest, Brian Gumbel, CRO at Armis, who joins me today to talk about his experience, success, and journey in the cyber security sales world. Brian started as a District Manager at NET-Tel in 1997 and with stops long the way at Cisco, McAfee, Tanium and Forescout is now CRO at Armis. Since starting at Armis, Brian has helpe...
#99: 6 reasons security leaders buy from startups
February 04, 2022 01:00 - 16 minutes - 11.6 MBWelcome to the Sales Bluebird podcast! If you are a seller or sales leader at a B2B startup, especially if it is a cyber security company, you are in the right place. We want your questions and topic suggestions for future episodes. Send them to [email protected] or send me a voice/video at https://zipmessage.com/unstoppable This episode covers 6 reasons why CISOs and other senior leaders buy from startups. We know it is not the easy option for them so what drives them to want to ...
#99: 6 reasons why security leaders buy from startups
February 04, 2022 01:00 - 16 minutes - 11.6 MBWelcome to the Sales Bluebird podcast! If you are a seller or sales leader at a B2B startup, especially if it is a cyber security company, you are in the right place. We want your questions and topic suggestions for future episodes. Send them to [email protected] or send me a voice/video at https://zipmessage.com/unstoppable This episode covers 6 reasons why CISOs and other senior leaders buy from startups. We know it is not the easy option for them so what drives them to want to ...
99: 6 reasons security leaders buy from startups
February 04, 2022 01:00 - 18 minutes - 12.8 MBThis episode covers 6 reasons why CISOs and other senior leaders buy from startups. We know it is not the easy option for them, so what drives them to want to work with an early-stage company? Want to chat about your cyber security startup and your sales strategy, hit me up at [email protected] Please like, subscribe, and review this podcast. It is the best way to get the word out. Oh and don't forget to sign up for the Sales Bluebird email - it's good actionable stuff - salesbluebi...
98: One tip to avoid sounding stupid in conversations with your prospects
February 01, 2022 12:00 - 11 minutes - 8.13 MBIn this episode, we're going to look at how using buzzwords negatively impacts sellers. And 1 simple tip to avoid this pitfall. 00:00 – Introduction 01:10 – Learning a new language, aka ‘vendor speak’ 02:00 – An email that will make your head spin 04:07 – How I learned to avoid using buzzwords 05:58 – 1 tip to help your messaging 09:10 – Takeaway message to remember Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow you...
97: Aurelien Mottier, CEO of Operatix on effective pipeline generation for startups
January 27, 2022 14:00 - 47 minutes - 32.5 MBAurelien "Ray" Mottier runs the sales acceleration and lead generation company, Operatix. Ray talks about the decision to insource vs outsource, measuring success, how hard it is to be an SDR and a whole lot more. If you are thinking about pipeline generation you could do a lot worse than listen to the ideas and views of someone who has been doing this for over a decade. Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your...
96: One thing B2B sellers can learn from the greatest skier of all time
January 25, 2022 14:00 - 13 minutes - 9.02 MBWe can all learn from Mikaela Shiffrin, one of the greatest skiers of all time. Mikaela had a pretty good season in 2018. But despite winning gold and silver at the Winter Olympics many were disappointed in her performance in PyeongChang, including herself. While reflecting that summer she realized she made one big mistake and rectified it for the following season. The result? 2019 was the single most dominant season by a skier (male or female) of all time. What she realized and the ...
95: Mike Baker, CRO at Noname, talks about leading a sales team through hyper growth
January 21, 2022 15:00 - 41 minutes - 28.8 MBMike Baker, CRO at Noname Security, joins me today to talk about his experience (and success) in the cybersecurity sales world and how he tends to go the opposite way of where the masses head…because that's where the gold is. Bluebird anyone?!?! Mike joined Noname Security in October 2020 as its first employee in the US and first in the sales team. Now, just 16 months later, the go-to-market team has over 100 people, with most of them in sales. Mike talks about the decisions he made during...
94: 3 tips to help your team build 1st meeting connections
January 18, 2022 14:00 - 12 minutes - 8.69 MBWhy do we struggle with building a connection with a prospect and then keeping their attention? Check out this episode for practical strategies on how you can overcome this barrier:- The no-pitch, pitch deck Every point you want to make should start with thinking about the customer first The no-pitch demo Avoid death by feature list...connect them with others. Tell them that's how other people, just like you, think about this and what they like about what we do. Storytelling Never un...
94: 3 tips to help your team build 1st meeting connections
January 18, 2022 14:00 - 14 minutes - 9.91 MBWhy do we struggle with building a connection with a prospect and then keeping their attention? Check out this episode for practical strategies on how you can overcome this barrier:- The no-pitch, pitch deck Every point you want to make should start with thinking about the customer first The no-pitch demo Avoid death by feature list...connect them with others. Tell them that's how other people, just like you, think about this and what they like about what we do. Storytelling Never un...
94: 3 tips if you struggle to build a connection with a prospect in a first meeting
January 18, 2022 14:00 - 12 minutes - 8.69 MBWhy do we struggle with building a connection with a prospect and then keeping their attention? Check out this episode for practical strategies on how you can overcome this barrier:- The no-pitch, pitch deck Every point you want to make should start with thinking about the customer first The no-pitch demo Avoid death by feature list...connect them with others. Tell them that's how other people, just like you, think about this and what they like about what we do. Storytelling Never un...
93: Ty Flippin, VP of Sales at DecisionLink, shares the impact of value selling
January 14, 2022 14:00 - 44 minutes - 30.7 MBA conversation with Ty Flippin on selling value and other tips and tricks to help you drive larger deals and faster sales cycles. If you want to hear more, then this show is for you. People don't care about your technology; they care about what it can do for them You have to simplify key business objectives Having a qualified champion means you keep selling even if you’re not in the room Why knowing at least 40% of your quadrant, but not 100% can open a conversation Decisionlink provi...
92: Why your team may be "losing" prospects and ONE drastic way to stop it
January 11, 2022 14:00 - 21 minutes - 14.8 MBAsk yourself, as a seller, have you ever prepared so well for a sales call with your prospect and couldn’t feel more confident…but somehow your meeting was a complete disaster?!? We’ve all been there so don’t beat yourself up about it. But we also need to learn and improve with every experience. So get ready to get uncomfortable trying this one simple technique to stop 'losing' your prospects, especially if any of these examples resonate with you: · taking almost 5 min to explain 1 sli...
91: Paul Ayers, CEO of Noetic Cyber, reveals tips on breaking into the European market
January 05, 2022 16:00 - 40 minutes - 27.9 MBCybersecurity....it's not a domestic problem. It's a global problem. Paul Ayers, CEO of Noetic Cyber, has an impressive history of helping U.S. cybersecurity companies expand into the European market. In this podcast episode, Paul speaks candidly about the challenges, and more importantly, the opportunities of expanding cybersecurity business collaborations with Europe. Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow you...
90: MT Robertson CRO at Bluescape Software on how to transition to product led growth
December 02, 2021 20:00 - 43 minutes - 29.6 MBCRO MT Robertson talks about how he transitioned his sales model from exclusively enterprise sales led to product led growth. Find the changes Bluescape had to make to enable this shift and how it is working for them in this episode. 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.
89: Jeff Lauer CRO at Standard Custody on why CROs don't last longer
November 18, 2021 14:00 - 47 minutes - 32.4 MBThe average tenure for a CRO right now is around 18 months. Sales leaders and sellers don't have much time to make a difference and deliver. In this episode CRO Jeff Lauer talks about his experiences, why this might be, and what to do about it. 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.