Latest Marketing leader Podcast Episodes
169: Differentiate your product so prospects remember
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - October 27, 2022 13:00 - 26 minutes ★★★★★ - 8 ratingsWith 3,000 vendors in cyber security it can be tough to differentiate your product from all the others. In this episode we cover: 3 different levels of differentiation (2 you probably don’t think about) How not to be tactical when comparing against others How to get prospects to join your ...
168: Tom Miller, sales leader and author of Call Your Shots - knowing your value
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - October 25, 2022 13:00 - 48 minutes ★★★★★ - 8 ratingsTom Miller is a multi-time cybersecurity sales leader and currently the Chief Gravity Officer at Human Security. Along the way he has learned a lot about what it takes to bring a product to market successfully. In this episode you will learn: Why value is ephemeral The 3 types of value (2 of...
167: 2 approaches to bringing on your first sales team
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - October 20, 2022 16:00 - 24 minutes ★★★★★ - 8 ratingsYou’ve won your first few customer and now you are ready to bring in your first sales team members. There are LOTS of ways to do it, but I have seen 2 models work more often than not. In this episode: I explain each of the 2 models Give pros and cons of each Explain which model I prefer t...
166: Michelle Torrey-Teunissen, CRO at 6clicks: best practices for working with the channel
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - October 18, 2022 19:00 - 48 minutes ★★★★★ - 8 ratingsMichelle Torrey-Teunissen, CRO at 6clicks, spent many years working in the traditional security channel with well known resellers. In this episode you'll learn: How to engage with the channel if you are an early stage cyber security startup The importance of your product to get channel mind...
165: One powerful tool to improve how you sell and how you get better
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - October 14, 2022 15:00 - 21 minutes ★★★★★ - 8 ratingsWhat is your sales team doing right now that needs to be improved, what are *your* pain points internally? And how could those be transformed if you took away the concept of abundance, and instead imposed constraints that forced your sales reps to go deeper, think more critically, and tighten th...
164: Two CISOs discuss the conviction of ex-Uber CISO, Joe Sullivan
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - October 08, 2022 20:00 - 29 minutes ★★★★★ - 8 ratingsIn a shocking turn this week, Joe Sullivan, the ex-CISO of Uber, was convicted of charges related to the cover-up of a 2016 data breach. This has sent shockwaves through the cyber security community, with many outraged that Joe was left carrying the blame and conviction for this when other exec...
163: How to onboard new sellers yourself
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - October 06, 2022 13:00 - 20 minutes ★★★★★ - 8 ratingsStartup life often includes a dialed-down, DIY approach to onboarding. But tighter doesn’t have to mean slighter—you can still create a robust, tailored process that gives new sales hires the orientation and information they need to succeed. I’ve got six ways you can do it yourself effectively...
162: Eric Appel, CRO @ Island: why stealth is sexy and the different way Island has built the sales team
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - October 04, 2022 13:00 - 51 minutes ★★★★★ - 8 ratingsToday we welcome Eric Appel, Worldwide Head of Sales for Island, pioneers in the enterprise browser category. In this episode we talk about Why Eric didn’t hire startup sales people Why it mattered to work with an exec team that has worked together for a long time Why 90% of first meetings c...
162: Eric Appel, CRO @ Island: why stealth is sexy and the different way Island has built the sales team
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - October 04, 2022 13:00 - 49 minutes ★★★★★ - 8 ratingsToday we welcome Eric Appel, Worldwide Head of Sales for Island, pioneers in the enterprise browser category. In this episode we talk about Why Eric didn’t hire startup sales people Why it mattered to work with an exec team that has worked together for a long time Why 90% of first meetings c...
161: 5 ways to the reduce the chaos in startup selling
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - September 29, 2022 13:00 - 13 minutes ★★★★★ - 8 ratingsSelling 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 intelligen...
161: 5 ways to reduce the chaos in startup selling
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - September 29, 2022 13:00 - 15 minutes ★★★★★ - 8 ratingsSelling 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 intelligen...
160: Anurag Gurtu, Chief Product Officer at StrikeReady: How to sell a platform
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - September 27, 2022 18:00 - 35 minutes ★★★★★ - 8 ratingsToday 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 poss...
159: Adam Gavish, CEO of DoControl - People don’t sell, people buy.
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - September 20, 2022 14:00 - 32 minutes ★★★★★ - 8 ratingsDoControl 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 appr...
158: Abhishek Dubey, CEO of Bolster - Fast time to value = a new deal per week
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - September 13, 2022 15:00 - 30 minutes ★★★★★ - 8 ratingsDigital 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...
157: Erkang Zheng, CEO of Jupiter One - need for sales structure | power of community in building a customer base | founder led selling
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - September 07, 2022 19:00 - 36 minutes ★★★★★ - 8 ratingsErkang 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...
156: Dave Phelps, RSM at Crowdstrike - Make your territory, your franchise
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - September 01, 2022 09:00 - 37 minutes ★★★★★ - 8 ratingsChatting 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 ...
155: Evangelize the problem, not your product
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - August 30, 2022 09:00 - 22 minutes ★★★★★ - 8 ratingsToo 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 em...
154: Ashley Leonard, CEO of Syxsense - How to go after the mid market
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - August 24, 2022 14:00 - 25 minutes ★★★★★ - 8 ratingsWhat’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 u...
153: Should you add more sellers to your sales team?
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - August 19, 2022 13:00 - 16 minutes ★★★★★ - 8 ratingsIn 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 co...
153: Should you add more sellers to your sales team?
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - August 19, 2022 13:00 - 14 minutes ★★★★★ - 8 ratingsIn 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 co...
152: Christian Torres, CEO of Kriptos - importance of technology partners and why he brought on his first salespeople very early
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - August 16, 2022 16:00 - 39 minutes ★★★★★ - 8 ratingsIn 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 a...
151: Ayal Yogev, CEO and Co-Founder of Anjuna: What's more important... product or sales?
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - August 12, 2022 18:00 - 25 minutes ★★★★★ - 8 ratingsIn 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...
150: Wias Issa, CEO of Ubiq Security, on how Ubiq’s GTM for their API encryption for developers
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - August 09, 2022 11:00 - 40 minutes ★★★★★ - 8 ratingsOn 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 ...
149: A break down of two more companies’ answers to “What We Do” and how they could improve them
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - August 05, 2022 16:00 - 19 minutes ★★★★★ - 8 ratingsTwo 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 ...
148: How to use strategic narrative to engage with prospects with Andy Raskin
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - August 04, 2022 13:00 - 40 minutes ★★★★★ - 8 ratingsCybersecurity 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 sou...
147: Snir Ben Shimol, CSO at Cider, talks about market education & selling into the unknown
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - August 02, 2022 21:00 - 37 minutes ★★★★★ - 8 ratingsIn 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 ...
147: Snir Ben Shimol, CSO at Cider, talks about market education & selling into the unknown
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - August 02, 2022 21:00 - 35 minutes ★★★★★ - 8 ratingsIn 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 ...
146: A break down of 2 companies’ answer to “what do you do?”
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - July 28, 2022 18:00 - 19 minutes ★★★★★ - 8 ratings2 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...
145: Snehal Antani, CEO at Horizon3, talks about telling the right stories and setting up the right pitch for customers
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - July 22, 2022 16:00 - 34 minutes ★★★★★ - 8 ratingsIn 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 uniqu...
144: Rajiv Pimplaskar, CEO and President at Dispersive, talks about connecting with cybersecurity customers and scaling sales
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams - July 14, 2022 16:00 - 23 minutes ★★★★★ - 8 ratingsIn 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 ...
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