Cyber Go-To-Market Talk | Cybersecurity B2B Sales Leadership & Revenue Growth

This is an interview with Mark Small a multiple-time VP of Sales at cybersecurity companies, both large and small. He talked about how to stand out from the crowd when you are a seller at an early stage company and the 3 legs of the stool that need to be in place to succeed. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market o...

After you join a startup and the honeymoon period is over doubts can set in about whether you are at the right company.  Things are usually not as good as you thought they would be and you need to decide whether to stay or go.  Here are 3 questions to help you make that decision. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-mar...

Get the sense that your B2B sales team is bored during your regular team meetings?  As a sales manager, here are 3 ideas to get them re-engaged Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of...

Find your team drifting apart and just focusing on quota and numbers?  Change the dynamic by setting a big hairy audacious goal that will bring the team together and rally them around a common cause Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictabl...

People have been studying life and humans for millennia.  and despite all the advances we have made as a species, the basics of human behavior and life are pretty much the same.  So how can this help us be more effective sales leaders?  Find out in this episode. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators look...

B2B sales teams are one of the most highly measured teams in an organization, but our accountability towards those metrics, our plans, and our commitments is often weak.  If you want to create a culture of accountability in your B2B sales team, what do you do? Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators lookin...

It's easy to say "you need to build a bench", much harder to do well and consistently.  Find out 4 steps to take that you can do in under 2 hours per week in this episode. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue gr...

There is no worse thing to be called as a sales leader than "micro manager"... so what do you do if that's what happens? Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstopp...

Top sales talent is rarely on the market... so what is it that causes them to leave?  Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue...

Do you hire the best person you can find at that point in time (a dot) or do you hire someone you've got to know over time and seen them grow and progress (a line)?  Too often we do the first when it makes much more sense to the second.  find out more in this episode. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market ope...

You get promoted to run a team and the firehose starts.  Everything comes at you from all sides and it is easy to become overwhelmed.  But not if you follow these 3 steps. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by...

Open territories can cost you between $0.5m and $1.5m in lost bookings over 2 years.  We can avoid that by being proactive and not reactive in hiring. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, fou...

Great questions yield the best answers unless you screw up when asking them!  Find out how to avoid one common mistake in this episode. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstopp...

Very few people are truly motivated by money.  and I count salespeople in that statement.  So what are salespeople motivated by? Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do...

One way to simplify complex tasks to save you a ton of time and get to a deeper, different course of action. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sal...

You want to coach your team member but you know what they should be doing.  In fact, it's burning a whole in your head.  Many of us offer advice dressed up as a question.  Right or wrong?  Find out in this episode. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and...

The 1st line manager in a B2B sales organization is the least rewarding job in the company.  This episode is the start of helping you be great. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of...

Ever find your prospects switch-off when it's your turn to talk? Maybe you have the menu in the wrong order. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cybe...

How can you better build trust with your prospects?  Joe Navarro gives us a tip in his book What Every Body is Saying Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering...

Need a quick reminder that you need to use your selling time wisely?  Jeb Blount lays it on us very bluntly in Fanatical Prospecting Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppabl...

Ever get frustrated about not getting access to the senior decision-maker or economic buyer during your sales cycle?  Read and Bistritz explain all and when best to engage with them in their book Selling to the C-suite Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and b...

Do you want to improve the chances your prospect will take your meeting?  Anthony Iannarino gives us some pointers in the Lost Art of Closing Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of U...

We live in a noisy B2b world where getting attention is tough.  Bring a "be different" mindset to your selling motions to stand out. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of...

Your torso is a powerful tool in non-verbal communications.  Find out how and why from Joe Navarro in What Every Body is Saying Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do,...

Imagine someone walks into your office or calls you randomly ... you're short on time and you're a bit apprehensive about why they want to talk with you.  This simple question from Michael Bungay Stanier is your best friend. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales p...