The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams

Send me a text (I will personally respond)I 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 outbound being brokenExamples of exactly how it is not workingAnd a rallying call to find new solutionsFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Life 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 to build trust with your sellersWhy you have to take other’s opinions of sellers with a grain of saltWe know sales leaders should lead from the front, but how do you do that?Get a balance of working in the business with on the businessHow to have tough conversations when things aren't going so wellFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)With 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 othersHow to get prospects to join your movement3 cyber security examples of powerful differentiationFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Tom 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 ephemeralThe 3 types of value (2 of which are often ignored)Using Tiger Woods to understand the layers of valueThe traps that many companies fall into when it comes to understanding their valueOne thing we can learn from Michaelangelo to do with undercovering valueTom’s book, “Call Your Shots” is available on AmazonFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)You’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 modelsGive pros and cons of eachExplain which model I prefer to seeWhat each model means for the CEO/FounderFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Michelle 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 startupThe importance of your product to get channel mindshareHow she has used an assessment to successfully identify great sales talentHow 6clicks works with advisory partners as well as resellersHow Michelle structures comp plans to reduce channel conflictFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)What 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 their questions, pitches, decks, and presentations?Use constraints!In this episode, I offer six examples of constraints that startups could embrace to inject creativity into their sales processes and deliver better outcomes with more agile sales teams. What happens when new ways of thinking uncover the biggest innovations, true key differentiators, and most compelling stories?Let’s find out.Today you’ll learn:How sales thinking is driven to be better when it is constrainedHow to get to clarity more quickly and effectivelyThe power of constraints where money, people, and time are *not* in abundance How to harness unleashed creativity to boost salesHow to manage internal and external constraints to hit more home runsFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)In 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 executives in the company, including then CEO Travis Kalanick, had approved the approach he was taking to deal with this breach.Others have taken the view, similar to prosecutors, that there was an attempt to "cover up" the breach from the FTC, and therefore what do you expect?In this episode, Mike Privette, the CISO at Passport, and Ben Halpert, the CISO at Groupon, talk about what we know about the case from reports and what it might mean for the industry.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Startup 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 so your sellers can be productive, FAST.In this episode, we talk about:●      The single most important thing to focus on at the start●      One sales tech tool that is going to be SO important●      Which metrics to focus on to orient your whole onboarding process●      How to filter, focus, and fine-tune your sales team onboardingFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Today we welcome Eric Appel, Worldwide Head of Sales for Island, pioneers in the enterprise browser category.In this episode we talk aboutWhy Eric didn’t hire startup sales peopleWhy it mattered to work with an exec team that has worked together for a long timeWhy 90% of first meetings convert to 2nd meetingsHow they exited stealth mode with real, live paying customersThe first deal they closed“Sometimes when you change one thing, you change everything.” My first thought when I heard this tag line: urgggh, here we go again!  Another cyber security company is going to over hype themselves. But when I found out what they were building, my mind changed.  It might just be true for Island!Eric remembers nearly everything about the day Island scored their first order. It was a big moment, and the next 10-11 orders were equally noteworthy, especially when you consider that Island was still in stealth mode. They eventually came out of stealth with a roster of prominent and influential clients where they’d proven their use cases and won over the CISOs.Coming out of stealth—and growing into that position—meant growing their sales team. Unlike most startups, Island went deep, into their networks. They hired folks they trusted, had worked with, colleagues and friends who had proven sales successes and a network to bring with them. Island also came to depend on the satisfied CISOs they worked with to talk about the product in their underground chat spaces, peer to peer. The rise in interest and confidence was something a sales pitch could never achieve on its own.Join me for a discussion with Eric Appel—a self-described early bird who likes to wake up to “the promise of the day”—who has helped Island seize that promise as well. “Sometimes when you change one thing, you change everything.” Now I’m a believer.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.