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

Send me a text (I will personally respond)In 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 and provide one that filled in the blanks and upleveled existing solutions. Ayal looks at where cloud-based computing is heading, including a vision of a hybridized cloud system where users can work across various cloud platforms at once. You’ll Learn:Why distribution is the key to success in the cybersecurity market, and how to ensure yours is dialed in. The problems faced by companies who move their workload into the cloud, and how hardware vendors built a solution to prevent that. A security loophole that allowed Apple to turn down the FBI’s request for full access to their data catalog. Hint: They don’t have the data to begin with. 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)On 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 his customers and developed a solution they were asking for in a market that sorely needed it. When cybersecurity gets technical and complicated, Wias brings it down to earth and simplifies the process, showing you what to focus on, what to ignore, and how to find the best engineers, product developers and team members to make your product the best it can be. You’ll Learn:Why a Killer Story for one group may work for one group but not another, and how to tailor it for the audience you’re targeting. How to simplify your messaging to feel more accessible to the average consumer you serve. The importance of listening to your consumer in order to tailor your messaging so that they ask less questions and understand quickly what you are about. What makes an innovative, in-demand prospective engineer or product developer, where to find them, and how to vet them and hire the best people. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.Sign up for our newsletter (https://www.salesbluebird.com)We want your questions and topic suggestions for future episodes. Send them to  andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppableFast 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)Two 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 many times we use buzzwords and bore our audience. Too many times we confuse our prospect and when that happens we miss a prime opportunity to rise above the noise and be memorable.But, the good news is there is a simple framework to use that works. The other week we went over the framework of answering these questions, and in this episode we are going over real examples to show how effective it can be.You’ll Learn:The critical question your “What I do” statement must answer if you want to hold your audience’s interest. Why it’s essential that this statement strikes a balance between the customer problem and solution—and how to do that. How to take the question mark out of your customer’s mind when you describe your product, and how this helps conversion and engagement. Where to find more emotional words that you can add to your marketing, and why it’s essential that you do. 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)Cybersecurity 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 sound different… even when your product shares similarities with your competitors in the market?The answer is by leveraging the power of story in your brand narrative, and in this episode I sit down with the man, the myth, the legend Andy Raskin (he’s also a strategic narrative expert!)  to discuss how to use it in order to get attention and interest. You’ll Learn:How Zuora Corp exploded their sales by differentiating themselves in the subscription billing solutions market and shifting from a benefits-driven model to a strategic narrative one that answered fundamental questions in their industry. The key to bringing more emotion into your marketing that can actually foment a movement among your buyers, changing the industry in which you sell products.Why it’s critical that your business shifts from “Listen, we built this great product. It has amazing things” to utilizing narrative, and how to start doing that.How to bring narrative into your product even at the development stage so that you create revolutionary products the world needs. 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)In 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 if they don’t know why they’re buying it? And, most importantly, how do you understand and solve their pain points?We talk about identifying opportunities and how to sell into them, segmenting an audience, building up and off of thought leadership, the importance of community in cybersecurity, sales structures, partnerships, and much more. How can you be selling more effectively into your own customers’ unknowns?If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.Sign up for our newsletter (https://www.salesbluebird.com)We want your questions and topic suggestions for future episodes. Send them to  andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppableSupport the showYou’ll Learn:The importance of market educationHow to use thought leadership as a marketing toolWhy and how to segment your audienceThe importance of partnerships and equitable sales structuresFast 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)2 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 times we use buzzwords and are bored. Too many times we confuse our prospect and when that happens we miss a prime opportunity to rise above the noise and be memorable.But, the good news is there is a simple framework to use that works. The other week we went over the framework of answering these questions, and in this episode we are going over real examples to show how effective it can be.If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.Sign up for our newsletter (https://www.salesbluebird.com)We want your questions and topic suggestions for future episodes. Send them to  andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppableSupport the showYou’ll Learn:How NOT to answer “what does your company do?”The framework for answering the question and encouraging interactionHow to leave the door open for more conversationsTailoring your response based on your prospect and their needsFast 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 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 unique solution. From there, it’s deeply about storytelling. You have to tell a compelling and layered story about your product and build cohesion in brand voice and problem-solving. Once a customer is drawn in by a story, then, they need to be sold on credibility. So the next phase of storytelling involves the right storytellers - brand ambassadors and salespeople with industry cred - and the right audience. Do the people you’re telling these stories fit your criteria?We also talk about scaling sales and all that entails. You can’t be the only run pitching and driving, or you hit a plateau. So how you set others up in your company to learn the ropes and keep on telling those important stories is going to play a big part in your future growth.How do you tell your product’s story? How are you getting in front of - and connecting with - the right customers? What are your plans to scale and are you prioritizing consistency? We address all these questions and more 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 scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.Sign up for our newsletter (https://www.salesbluebird.com)We want your questions and topic suggestions for future episodes. Send them to  andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppableSupport the showYou’ll Learn:Deciding on a focused solutionThe importance of storytelling and the storytellerHow to figure out who - and who NOT - to sell toHow to scale by setting up systems and prioritizing qualityFast 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 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 do you scale those solutions to meet multilayer needs? When it comes to building business, you need to look at primary drivers and secondary, tertiary, etc. benefits. What more do you offer and how do those offerings contribute to your customer’s peace of mind?We also talk through scaling sales, from the sales team (initial hires, strategic expansions) to channel expansion (maximizing leadership, branching out into other adjacent arenas) to increasing offerings (what other benefits customers need, what levels of service). It’s important to hire the right people and place them in specific roles. Beyond industry intelligence, you’re also hiring for and building loyalty.If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.Sign up for our newsletter (https://www.salesbluebird.com)We want your questions and topic suggestions for future episodes. Send them to  andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppableSupport the showYou’ll Learn:How to communicate your product to a cybersecurity customerWhat to plan for in scaling salesPositioning multiple offerings and solutionsHow to rise above the other industry noiseFast 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)We are asked about it a lot.  “What does your company do?”  Unfortunately too many times our answers are less than stellar.  Too many times we use buzzwords and are bored. Too many times we confuse our prospect and when that happens we miss a prime opportunity to rise above the noise and be memorable.But, the good news is there is a simple framework to use that works. In this episode we go over the framework and use an example or two so show how effective it can be.If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.Sign up for our newsletter (https://www.salesbluebird.com)We want your questions and topic suggestions for future episodes. Send them to  andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppableSupport the showYou’ll Learn:How NOT to answer “what does your company do?”The framework for answering the question and encouraging interactionHow to leave the door open for more conversationsTailoring your response based on your prospect and their needsFast 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 this episode, Michael Shieh, founder and CEO at Appaegis, joins us to delve into his own business’s journey from founding to expansion. We talk about the specific cybersecurity solutions his team deploys and how he has been able to recognize holes in the market to meet business needs. We also discuss his philosophy for building a sales team and for nurturing the sales process from prospect through customer.How do you approach finding new customers? How do you know who to sell to and what they need? Is your own sales team built up for success in this industry? We address all these questions and more 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 scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.Sign up for our newsletter (https://www.salesbluebird.com)We want your questions and topic suggestions for future episodes. Send them to  andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppableYou’ll Learn:High-concern areas of cybersecurity for businessesPlanning sales team hires from individual contributors on upHow to find the right, interested prospects that need your solution A breakdown of the sales journeyFast 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.