The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams
Andrew Monaghan
The podcast that tackles the question:How can cybersecurity companies grow sales faster?We talk with cybersecurity CROs, CMOs, CEOs, as well as sales and marketing experts in our movement to grow cybersecurity companies faster than the competition. Listen in, and you will get proven strategies to - build and execute world class sales processes- help your sales team be more effective,- do great marketing- launch programs to get more leads, and - create your killer go-to-market growth engine. If you are a seller, marketer, leader, CEO, or founder at a cybersecurity company, you are in the right place.
Episodes
Mentioned books
Nov 12, 2019 • 7min
19: Intention to improve your sales craft
Send me a text (I will personally respond)Armistice dayFast 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.
Nov 8, 2019 • 7min
18: Stop servicing customers
Send me a text (I will personally respond)Don't service your customers... so says Mike Weinberg in Sales Truth, find out why in this episodeFast 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.
Nov 7, 2019 • 6min
17: Concede slowly and in small amounts
Send me a text (I will personally respond)So you have to make a concession, what does the research say about how you should do that? Mahan Khasla and Randy Illig give a golden nugget in their book Let's get real or lets not playFast 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.
Nov 6, 2019 • 7min
16: Banish open ended answers
Send me a text (I will personally respond)Do you find your prospects being way too vague in their answers to your questions? If so, Keenan agrees with you and says we need to banish open ended answers in his book Gap SellingFast 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.
Nov 5, 2019 • 8min
15: Are you advancing a deal or continuing it?
Send me a text (I will personally respond)How do you keep advancing your opportunity? Neil Rackham in Spin Selling talks about what successful salespeople propose as the next step to keep moving your deal forwardFast 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.
Nov 4, 2019 • 11min
14: Get better at sales by learning from this athlete
Send me a text (I will personally respond)She's probably the most dominant athlete in the world that you have never head of - and we can learn from her about how to get betterFast 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.
Nov 1, 2019 • 10min
13: Tell less, ask more. Your advice is not as good as you think it is.
Send me a text (I will personally respond)Leaders, do you find yourself dishing out advice and directives to your team when you know you shouldn't? It's tough to break away from that habit, isn't it? In The Coaching Habit, Michael Bungay Stanier gives a great tip on how to curb your advice monster.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.
Oct 31, 2019 • 10min
12: Are you OK with interrupting?
Send me a text (I will personally respond)You've got to be OK with interrupting, that's what you have to do to create opportunities ... so says Jeb Blount in his book "Fanatical Prospecting"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.
Oct 30, 2019 • 8min
11: Knowing your prospect's desired outcome
Send me a text (I will personally respond)Up for a challenge? Check out this simple test to see if you know the outcomes the prospect is looking for on each deal.Keenan talks about the CRM Challenge is his book Gap SellingFast 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.
Oct 29, 2019 • 9min
10: How to sound good
Send me a text (I will personally respond)Your tone of voice is super important according to Chris Voss in Never Split the Difference... find out why on this episodeFast 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.
