Andrew Monaghan

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

Business EN ↓ 305 episodes

The podcast that tackles the question: How can cybersecurity companies grow sales faster? Growing a cybersecurity company is rarely limited by a lack of people. More often, growth stalls because cyber sales execution, onboarding, forecasting, and leadership aren't keeping pace with the opportunity. Hiring more sellers doesn't solve that. Neither does chasing the latest go-to-market trend without a repeatable system for revenue growth. The companies that consistently outperform their competitors build stronger cyber sales leadership, faster seller ramp times, more predictable revenue forecastin...

Author

Andrew Monaghan

Episodes

55: For B2B sellers, can you show me your target account list... right now? 22.01.2020 10:45

A quick challenge for you... in the next 10 seconds, can you show someone your current target account list? Find out why answering "yes" to this question is important 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 re...

54: In B2B sales, why are prospects not ready to buy? 21.01.2020 11:17

You just KNOW that your prospects would be in amuch better place with your solution, but they don't seem to care.... what the heck is going on? Anthony Iannarino explains all 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 p...

53: Product is a 4 letter word 20.01.2020 12:45

Is the curse of product knowledge holding you back? Find out how 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 Unstoppable.do, covering cyber sales leadership, revenue lea...

52: It's all about the success of others 17.01.2020 8:05

A quick check for you..are you starting the year self oriented or buyer oriented? One way will win out over time according to Mahan Khasla and Randy Illig in their book Let's Get Real or Let's Not Play 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...

51: Why you need to pay attention to someone's feet 16.01.2020 8:06

Don't pay so much attention to someone's face, instead concentrate on their feet... so says Joe Navarro 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, fo...

50: Think like a buyer - a letter from IT ops leader 15.01.2020 8:51

What does a senior executive at your biggest target think about you and what do they want you to know. In this episode we have a "Dear Salesperson" letter from a real senior executive, from Keenans book Gap Selling 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...

49: What C-levels want from a Trusted Advisor 14.01.2020 13:34

Everyone seems to want to be a trusted advisor, some even think they are one.... but what do executives at your prospects think a trusted advisor is? 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 build more predictable revenue growth. Host...

48: Get even more from 2019 13.01.2020 13:48

Oasis sang "Don't look back in anger" ... how do you feel about your 2019? Learn a great framework to get even more from what happened to you in 2019. 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 Andre...

46: Why it's a good sign if someone crosses their legs 20.12.2019 9:46

Cross your legs to show confience and comfort..find out why from Joe Navarro 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 cyb...

45: In B2B sales, focus on the next Yes 19.12.2019 8:01

Do you feel like too many of your opportunities slow down or stall? Most of us have lived through that. Keenan gives his perspective in Gap Selling. 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, found...

44: Cut the fluff and ask the question 18.12.2019 7:39

Ever had someone give a huge preamble before asking you a question? Ever done that yourself? Don't do it says Michael Bungay Stanier in The Coaching Habit 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 Mona...

43: What does it mean when someone strokes their neck? 17.12.2019 9:34

Have you seen someone stroke their neck, or their chest .. and wandered what it means? Joe Navarro tells us all about Pacifying Behaviours 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. Hos...

42: Everyone is NOT on vacation 16.12.2019 7:17

Ever think that all your prospects are on vacation? Don't kid yourself as explained 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 Unstoppable.do, covering cyber sales l...

41: How to be in synch when negotiating 13.12.2019 9:49

This simple mirroring tip will pay off for you in negotiations, so says Chris Voss in Never Split the Difference 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...

40: Surprising impact of your voice in effective negotiation 12.12.2019 8:19

38% of what you communicate is down to your tone of voice ... but how do you use that in negotiations? Chris Voss gives us an idea in Never Split the Difference 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 Mon...

39: A powerful way to push back... without appearing to push back 11.12.2019 9:44

You know you need to push back during a negotiation but sometimes feel like you don't do it very effectively? Chris Voss has a very effective way in Never Split the Difference 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....

38: How to respond to "no" 10.12.2019 9:28

Ever hear a "no" from a prospect and wish you had a better way to continue the conversation? Chris Voss gives us some ideas in Never Split the Difference 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...

37: Brass tacks bargaining 09.12.2019 9:12

Sometimes you have to bargain with purchasing to get what you want... but what is the best way to do that? Chris Voss provides a very effective system in Never Split the Difference. 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....

36: THIS leads to desperation 06.12.2019 10:43

Feeling a little desperate at the end of the month or quarter? Jeb Blount tells us why in his book 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 Unstoppable.do, coveri...

35: What makes a great story 05.12.2019 8:54

Feel like your sales stories are a little boring? Not hitting the maark? Mike Weinberg shows us a quick story framework in his book Sales Truth 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...

34: Think like a customer - it's harder than we think 04.12.2019 9:04

Start thinking like a customer - it's so obvious, but few of us do it well ... So says Anthony Iannarino 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 Unstop...

33: How to read lips to avoid problems 03.12.2019 10:28

Ever felt that someone is not being up front with you, but you are not sure? Joe Navarro gives us a tip on reading some non-verbal signs 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 Unstop...

32: When your back is against the wall 02.12.2019 8:51

How do you respond when your back is against the wall? Tips for what can 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 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 lea...

31: Ready for excess? 27.11.2019 6:40

Are you ready for the excesses to come! 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 leadership, sales onboarding, forecasting, pip...

30: These are the best questions to ask decision makers 26.11.2019 8:44

Do you want to ensure you are compelling, valuable and trusted by the decision makers in your accounts? If so, ask implication questions according to Neil Rackham in Spin Selling 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. Ho...