The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams
298 episodes - English - Latest episode: 9 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
38: How to respond to "no"
December 10, 2019 12:00 - 10 minutes - 7.04 MBEver hear a "no" from a prospect and wish you had a better way to continue the conversation? Chris Voss gives us some ideas in Never Split the Difference 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.
37: Brass tacks bargaining
December 09, 2019 12:00 - 9 minutes - 6.85 MBSometimes you have to bargain with purchasing to get what you want... but what is the best way to do that? Chris Voss provides a very effective system in Never Split the Difference. 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.
36: THIS leads to desperation
December 06, 2019 12:00 - 11 minutes - 7.9 MBFeeling a little desperate at the end of the month or quarter? Jeb Blount tells us why in his book Fanatical Prospecting 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.
35: What makes a great story
December 05, 2019 12:00 - 9 minutes - 6.65 MBFeel like your sales stories are a little boring? Not hitting the maark? Mike Weinberg shows us a quick story framework in his book Sales Truth 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.
34: Think like a customer - it's harder than we think
December 04, 2019 12:00 - 9 minutes - 6.77 MBStart thinking like a customer - it's so obvious, but few of us do it well ... So says Anthony Iannarino in The Lost Art of Closing 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.
33: How to read lips to avoid problems
December 03, 2019 12:00 - 11 minutes - 7.73 MBEver felt that someone is not being up front with you, but you are not sure? Joe Navarro gives us a tip on reading some non-verbal signs 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.
32: When your back is against the wall
December 02, 2019 21:00 - 9 minutes - 6.62 MBHow do you respond when your back is against the wall? Tips for what can you do... 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.
31: Ready for excess?
November 27, 2019 12:00 - 7 minutes - 5.12 MBAre you ready for the excesses to come! 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.
30: These are the best questions to ask decision makers
November 26, 2019 12:00 - 9 minutes - 6.54 MBDo you want to ensure you are compelling, valuable and trusted by the decision makers in your accounts? If so, ask implication questions according to Neil Rackham in Spin Selling 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.
29: If you want to transform your life, don't try and transform your life!
November 25, 2019 12:00 - 12 minutes - 8.81 MBIf you want to transform your life, don't try and transform your life! Sound a little strange? Well that's the advice of James Clear in his awesome book "Atomic Habits" 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.
28: The "sales truth" about prospecting success
November 22, 2019 12:00 - 10 minutes - 7.36 MBAre you spending enough time on prospecting? Probably not according to Mike Weinberg in Sales Truth 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.
27: The most simple way to keep momentum in your sales cycle
November 21, 2019 12:00 - 11 minutes - 7.86 MBFeel like your sales opporutnities stall too easily? Next steps don't happen? Anthony Iannarino writes about this in his book "The Lost Art of Closing" 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.
26: Who is most uncomfortable? You or your prospect?
November 20, 2019 12:00 - 11 minutes - 8.18 MBHave you ever felt uncomfortable asking your prospect a deeper question? But wish you had? In Let's Get Real or Let's Not Play, Mahan Khasla and Randy Illig address this issue 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.
25: How to stop confusion from slowing down your sales opportunities
November 19, 2019 12:00 - 12 minutes - 8.33 MBEver been confronted with an inconsistent or confusing prospect, but not sure how to react ... Keenan has 4 favorite words to help you get into the tough conversation that is needed. 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.
24: Be fearless
November 18, 2019 12:00 - 7 minutes - 5.16 MBSales is often won by those that do the things that others don't. 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.
23: Don't treat people how you want to be treated
November 15, 2019 12:00 - 7 minutes - 5.14 MBWhy is the common idea to "treat people the way you would want to be treated" wrong? All is explained by ex-FBI hostage negotiator Chris Voss in "Never Split the Difference" 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.
22: Be a coach for your team - it makes life easier for you too
November 14, 2019 11:00 - 9 minutes - 6.81 MBSales leaders... know that you should be a better coach for your team, but not exactly sure why it helps you?... Michael Bungay Stanier reminds us in "The Coaching Habit". 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.
21: Finding it hard to start prospecting?
November 13, 2019 12:00 - 10 minutes - 7.43 MBEver sat there knowing you should be prospecting, but you don't... you are only human if you do! There are the 3 Ps that are holding you back from prospecting but there is a simple way to over them... so says Jeb Blount, in Fanatical Prospecting 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.
20: Get what you want by using a range
November 12, 2019 12:00 - 11 minutes - 7.59 MBHow do you handle the "how much do you charge" question or if negotiating a package "what are your OTE expectations?" question .. find out the power of ranges in the tip from Chris Voss in his book, Never Split the Difference 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.
19: Spend time intentionally improving your sales craft
November 12, 2019 01:00 - 5 minutes - 4.02 MBArmistice day Support the show (http://www.unstoppable.do)
19: Intention to improve your sales craft
November 12, 2019 01:00 - 7 minutes - 5.15 MBArmistice day 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.
19: Armistice day
November 12, 2019 01:00 - 5 minutes - 4.01 MBArmistice daySupport the show (http://www.unstoppable.do)
19: How much time do you spend intentionally getting better on your sales craft?
November 12, 2019 01:00 - 5 minutes - 4.02 MBArmistice day Support the show (http://www.unstoppable.do)
19: Intentional time improving your sales craft
November 12, 2019 01:00 - 5 minutes - 4.02 MBArmistice day Support the show (http://www.unstoppable.do)
18: Stop servicing customers
November 08, 2019 12:00 - 7 minutes - 5.49 MBDon't service your customers... so says Mike Weinberg in Sales Truth, find out why 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.
17: Concede slowly and in small amounts
November 07, 2019 12:00 - 7 minutes - 4.88 MBSo you have to make a concession, what does the research say about how you should do that? Mahan Khasla and Randy Illig give a golden nugget in their book Let's get real or lets not play 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.
16: Banish open ended answers
November 06, 2019 12:00 - 7 minutes - 5.28 MBDo you find your prospects being way too vague in their answers to your questions? If so, Keenan agrees with you and says we need to banish open ended answers in his book Gap Selling 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.
15: Are you advancing a deal or continuing it?
November 05, 2019 12:00 - 8 minutes - 6.14 MBHow do you keep advancing your opportunity? Neil Rackham in Spin Selling talks about what successful salespeople propose as the next step to keep moving your deal forward 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.
14: Get better at sales by learning from this athlete
November 04, 2019 12:00 - 9 minutes - 6.74 MBShe's probably the most dominant athlete in the world that you have never head of - and we can learn from her about how to get better Support the show (http://www.unstoppable.do)
14: Get better at sales by learning from this athlete
November 04, 2019 12:00 - 11 minutes - 7.88 MBShe's probably the most dominant athlete in the world that you have never head of - and we can learn from her about how to get better 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.
14: How can you execute better turns?
November 04, 2019 12:00 - 9 minutes - 6.74 MBShe's probably the most dominant athlete in the world that you have never head of - and we can learn from her about how to get betterSupport the show (http://www.unstoppable.do)
13: Your advice is not as good as you think it is
November 01, 2019 11:00 - 9 minutes - 6.52 MBLeaders... do you find yourself dishing out advice and directives to your team... but you know you shouldn't? It's tough isn't it? In The Coaching Habit, Michael Bungay Stanier gives a great tip on how to curb your advice monsterSupport the show
13: Tell less, ask more. Your advice is not as good as you think it is.
November 01, 2019 11:00 - 11 minutes - 7.66 MBLeaders, do you find yourself dishing out advice and directives to your team when you know you shouldn't? It's tough to break away from that habit, isn't it? In The Coaching Habit, Michael Bungay Stanier gives a great tip on how to curb your advice monster. 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 new...
12: Are you OK with interrupting?
October 31, 2019 12:00 - 10 minutes - 7.26 MBYou've got to be OK with interrupting, that's what you have to do to create opportunities ... so says Jeb Blount in his book "Fanatical Prospecting" 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.
11: Are you up for a challenge?
October 30, 2019 11:00 - 6 minutes - 4.79 MBWant a simple test to see if you know the outcomes the prospect is looking for on each deal? Keenan talks about the CRM Challenge is his book Gap SellingSupport the show (http://www.unstoppable.do)
11: Knowing your prospect's desired outcome
October 30, 2019 11:00 - 6 minutes - 4.8 MBUp for a challenge? Check out this simple test to see if you know the outcomes the prospect is looking for on each deal. Keenan talks about the CRM Challenge is his book Gap Selling Support the show (http://www.unstoppable.do)
11: Knowing your prospect's desired outcome
October 30, 2019 11:00 - 8 minutes - 5.93 MBUp for a challenge? Check out this simple test to see if you know the outcomes the prospect is looking for on each deal. Keenan talks about the CRM Challenge is his book Gap Selling 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.
10: How to sound good
October 29, 2019 11:00 - 9 minutes - 6.72 MBYour tone of voice is super important according to Chris Voss in Never Split the Difference... find out why on 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.
9: This will transform your productivity
October 28, 2019 11:00 - 8 minutes - 5.79 MBThere is one super imapctful thing you can do to supercharge your productivity - and Jeb Blount talks about it in his book Fanatical Prospecting 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.
8: This could be life changing
October 25, 2019 11:00 - 10 minutes - 7.58 MBEver tried to change what you do, but you seem to fall back to your old way of doing things? If so, this episode could be life changing for you as we understand the new habit formula from The Coaching Habit by Michael Bungay Stanier 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.
7: No guessing!
October 24, 2019 11:00 - 9 minutes - 6.43 MBDo you actually know all you need to about your opportunity, or have you guessed a few of the details.... No guessing is one of the rules in "Let's Get Real or Lets Not Play" by Mahan Khasla and Randy Illig 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.
6: Beware: too many of these questions will hurt you, not help you
October 23, 2019 11:00 - 10 minutes - 7.42 MBYou know you should be asking good questions, but if you are asking too many of one type of question you could be hurting yourself ... so says Neil Rackham in Spin Selling 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.
5: How to spot a liar
October 22, 2019 11:00 - 6 minutes - 4.43 MBIt's the age-old question of anyone in law enforcement "how do I know when someone is lying?". Chris Voss has an answer in "Never Split the Difference" ... and it isn't anything about whether they scratched their nose. 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.
4: Leaders: how being lazy can make you more effective
October 21, 2019 11:00 - 8 minutes - 5.55 MBSales leaders... be honest does the idea of being more effective and do less work sound appealing? Of course it does ... well Michael Bungay Stanier in his book the coaching habit has the question that does both. 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.
3: Sales is tough
October 18, 2019 12:00 - 6 minutes - 4.43 MBNeed a pick me up? A smack across the face of positivity and motivation? You are going to love the first paragraph Keenan wrote in his book "Gap Selling" 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.
2: Negotiate in teams to be more effective
October 17, 2019 11:00 - 7 minutes - 5.44 MBIf you are looking for ways to improve your negotiating game, stay tuned for a tip from ex-FBI hostage negotiator Chris Voss from his book Never Split the Difference 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.
1: Prospecting as a way of life
October 16, 2019 11:00 - 9 minutes - 6.59 MBCompare your approach and mindset towards prospecting to that of great sales people, from the view point of Jeb Blount in his book "Fanatical Prospecting" 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.
0: Introducing Bite Size Sales - what is it all about, who is your host, why should you care?
October 11, 2019 18:00 - 4 minutes - 2.99 MBAbout the upcoming launch of Bite Size Sales. 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.