Latest Marketing leader Podcast Episodes
199: Navigating the challenges of introducing passwordless security with Michael Gwynn of IDmelon
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - March 13, 2023 16:00 - 56 minutes ★★★★★ - 8 ratingsMichael 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 jo...
196: Liat Hayun’s journey from working at big cybersecurity companies to starting Eureka Security
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - March 09, 2023 15:00 - 50 minutes ★★★★★ - 8 ratingsStarting 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 ...
195: Eric Olden on building a successful cybersecurity company
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - March 07, 2023 14:00 - 1 hour ★★★★★ - 8 ratingsEric 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 l...
194: How to know if a prospect is an innovator
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - March 02, 2023 13:00 - 13 minutes ★★★★★ - 8 ratingsCybersecurity 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 simp...
193: How to start growing revenue with Ted Miracco, CEO of Approov
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - February 28, 2023 14:00 - 39 minutes ★★★★★ - 8 ratingsThis 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 positione...
192: How to transform a boring case study into a compelling story
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - February 23, 2023 17:00 - 12 minutes ★★★★★ - 8 ratingsTelling 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? ...
191: A different path to product creation and scaling a cybersecurity company with Mirza Asrar Baig
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - February 21, 2023 15:00 - 47 minutes ★★★★★ - 8 ratingsMirza 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...
190: How to balance selling what the product does now & selling the big vision
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - February 16, 2023 19:00 - 15 minutes ★★★★★ - 8 ratingsCybersecurity 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 ...
189: Unlocking Data Protection with Paul Lewis, CEO of Calamu
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - February 14, 2023 20:00 - 34 minutes ★★★★★ - 8 ratingsPaul 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, fo...
188: How to get first meetings using VC programs, CISO networks, resellers & sales networks
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - February 10, 2023 13:00 - 18 minutes ★★★★★ - 8 ratings“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...
187: Why and how you implement value selling with Russell Coleman
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - February 07, 2023 16:00 - 46 minutes ★★★★★ - 8 ratingsRussell 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'...
186: From awful to awesome: a cybersecurity company’s transformation of their first meeting deck
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - February 02, 2023 14:00 - 34 minutes ★★★★★ - 8 ratingsEveryone 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 goo...
185: A better way to match cybersecurity sales job seekers with hiring managers
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - January 31, 2023 23:00 - 12 minutes ★★★★★ - 8 ratingsLots 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 j...
184: One way to maximize a first meeting
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - January 26, 2023 14:00 - 20 minutes ★★★★★ - 8 ratingsFirst 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 situation...
183: How to take on the 800lb gorilla with Russell McGuire and Ben White from Ironscales
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - January 24, 2023 12:00 - 50 minutes ★★★★★ - 8 ratingsIronscales 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 m...
182: Being “me” focused during sales calls is slowly killing our connection with prospects
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - January 19, 2023 14:00 - 27 minutes ★★★★★ - 8 ratingsTalking 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 “m...
181: How to use a company podcast to get more exposure with Lindsay Tjepkema of Casted
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - January 17, 2023 16:00 - 50 minutes ★★★★★ - 8 ratingsYou 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. List...
180: Learn how an SMB sales team is being successful with Brian Penney, VP of Sales at Blumira
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - January 10, 2023 14:00 - 46 minutes ★★★★★ - 8 ratingsBlumira 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 selli...
179: 13 sales mistakes founders make
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - December 15, 2022 14:00 - 15 minutes ★★★★★ - 8 ratingsCybersecurity 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… N...
178: How to be valuable on a sales call with Amanda Carvahlo, Sales Director at Gytpol
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - December 13, 2022 16:00 - 33 minutes ★★★★★ - 8 ratingsSellers 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: ...
178: How to be valuable on a sales call with Amanda Carvalho, Sales Director at Gytpol
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - December 13, 2022 16:00 - 34 minutes ★★★★★ - 8 ratingsSellers 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: ...
177: How to think bigger, bolder and clearer when differentiating
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - December 08, 2022 15:00 - 20 minutes ★★★★★ - 8 ratingsSecurity 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...
176: Corey White, CEO @ Cyvatar: how to create a compelling cybersecurity product for SMBs
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - December 06, 2022 14:00 - 40 minutes ★★★★★ - 8 ratingsMany 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 learn...
175: Marketing messaging is not sales messaging
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - November 17, 2022 14:00 - 17 minutes ★★★★★ - 8 ratingsToo 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 ...
174: How to make sure you are paid with Dan Goodman, CEO of TruCommish
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - November 15, 2022 15:00 - 41 minutes ★★★★★ - 8 ratingsComp 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 h...
173: Increase your close rate by working with mobilizers and innovators (and who these people are!)
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - November 10, 2022 14:00 - 21 minutes ★★★★★ - 8 ratingsIt 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...
172: How to bring a HARDWARE innovation in cybersecurity to market with Jack Wilson, the CRO at Token
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - November 08, 2022 19:00 - 34 minutes ★★★★★ - 8 ratingsSometimes 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...
171: Outbound is Broken
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - November 03, 2022 13:00 - 17 minutes ★★★★★ - 8 ratingsI 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...
170: Important leadership trait: bringing great people with you. But how do you do that?
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - November 02, 2022 18:00 - 34 minutes ★★★★★ - 8 ratingsLife 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 ...
170: Important leadership trait: bringing great people with you. But how do you do that?
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - November 02, 2022 18:00 - 32 minutes ★★★★★ - 8 ratingsLife 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 ...
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