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

Send me a text (I will personally respond)You know when you’re doing a bunch of first meetings, but not enough of them are converting to a second meeting or demos? Well, we’ve all been there. That first meeting conversion has such a huge impact on how successful we are. If your conversion rate isn't the best, then what ends up happening is you try to make the most of what you have, and do anything you can to have opportunities (good or bad) go through. Maybe it’s something you’re doing, or maybe it's something you’re not doing! In our next three episodes, we will be covering all things “first meetings”. We will be going over a check list I created and thinking through what's happening in those first meetings and what we can do to make sure they’re turning into those quality opportunities that we’re looking for.Now, let's go over a few of those points:#1 Are you truly meeting with your ideal customer profile?#2 Are we having the right level of conversation for who we’re meeting with? #3 Are you carving out 10 minutes at the end of the meeting to agree on the next steps?#4 Have you identified a big enough problem to work through with the prospect or that's big enough for them to be excited to fix? #5 Have you been able to articulate a future for them to move towards and get excited about? #6 How have you spent your time in the meeting? Sometimes we’ve pitched too much in the time we’ve carved out for the meeting#7 Are we asking great questions during the explanation of what we do?Tune into today's episode where we expand on these points and what you can do to score those second meetings!Get the First Meeting ChecklistIf 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)Welcome to our 100th Episode! I want to start off by thanking you for joining me on this journey for these past two years. For this landmark episode, we have a special guest, Brian Gumbel, CRO at Armis, who joins me today to talk about his experience, success, and journey in the cyber security sales world. Brian started as a District Manager at NET-Tel in 1997 and with stops long the way at Cisco, McAfee, Tanium and Forescout is now CRO at Armis. Since starting at Armis, Brian has helped double the size of the company. What was a company of 200 employees, is now a company of 500. In this episode, Brian speaks candidly about the decisions he’s made during his career, company changes, the first hires he made, what he looks for in new hires, and much more. Tune in to today's episode to learn about his journey!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)This episode covers 6 reasons why CISOs and other senior leaders buy from startups.We know it is not the easy option for them, so what drives them to want to work with an early-stage company?Want to chat about your cyber security startup and your sales strategy, hit me up at andrew@unstoppable.doPlease like, subscribe, and review this podcast.  It is the best way to get the word out.Oh and don't forget to sign up for the Sales Bluebird email - it's good actionable stuff - salesbluebird.comFast 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, we're going to look at how using buzzwords negatively impacts sellers. And 1 simple tip to avoid this pitfall.00:00 – Introduction 01:10 – Learning a new language, aka ‘vendor speak’ 02:00 – An email that will make your head spin  04:07 – How I learned to avoid using buzzwords  05:58 – 1 tip to help your messaging 09:10 – Takeaway message to rememberFast 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)Aurelien "Ray" Mottier runs the sales acceleration and lead generation company, Operatix.Ray talks about the decision to insource vs outsource, measuring success, how hard it is to be an SDR and a whole lot more.If you are thinking about pipeline generation you could do a lot worse than listen to the ideas and views of someone who has been doing this for over a decade.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)We can all learn from Mikaela Shiffrin, one of the greatest skiers of all time. Mikaela had a pretty good season in 2018.  But despite winning gold and silver at the Winter Olympics many were disappointed in her performance in PyeongChang, including herself.While reflecting that summer she realized she made one big mistake and rectified it for the following season.  The result?  2019 was the single most dominant season by a skier (male or female) of all time. What she realized and the change she made is relevant for b2b salespeople.  Find out more in this episode.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)Mike Baker, CRO at Noname Security, joins me today to talk about his experience (and success) in the cybersecurity sales world and how he tends to go the opposite way of where the masses head…because that's where the gold is. Bluebird anyone?!?!Mike joined Noname Security in October 2020 as its first employee in the US and first in the sales team.  Now, just 16 months later, the go-to-market team has over 100 people, with most of them in sales. Mike talks about the decisions he made during that period, the type of people that do well, the first hires he made, and what's coming up in 2022.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)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)Why do we struggle with building a connection with a prospect and then keeping their attention? Check out this episode for practical strategies on how you can overcome this barrier:-  The no-pitch, pitch deckEvery point you want to make should start with thinking about the customer firstThe no-pitch demoAvoid death by feature list...connect them with others. Tell them that's how other people, just like you, think about this and what they like about what we do.StorytellingNever underestimate the power of storytelling and how it creates strong connections with your prospectFast 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) A conversation with Ty Flippin on selling value and other tips and tricks to help you drive larger deals and faster sales cycles. If you want to hear more, then this show is for you. People don't care about your technology; they care about what it can do for themYou have to simplify key business objectivesHaving a qualified champion means you keep selling even if you’re not in the roomWhy knowing at least 40% of your quadrant, but not 100% can open a conversationDecisionlink provides a scalable solution to help you keep selling when you’re not there. Looking for a new opportunity? They are hiring. Connect with Ty on LinkedIn or go their website for more information.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, 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/)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)Ask yourself, as a seller, have you ever prepared so well for a sales call with your prospect and couldn’t feel more confident…but somehow your meeting was a complete disaster?!?  We’ve all been there so don’t beat yourself up about it. But we also need to learn and improve with every experience. So get ready to get uncomfortable trying this one simple technique to stop 'losing' your prospects, especially if any of these examples resonate with you:·    taking almost 5 min to explain 1 slide (yikes!)·    asking a prospect over 20 questions in the hopes of a deep discovery session (death. by. discovery!)·    presenting over 20 content slides (yawn!)Try it out and let me know what you think. I want to hear from you! andrew@unstoppable.doHere's to a great new year, 2022!Sign up for our newsletter (http://www.unstoppable.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.