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

29: If you want to transform your life, don't try and transform your life! 25.11.2019 12:02

If you want to transform your life, don't try and transform your life! Sound a little strange? Well that's the advice of James Clear in his awesome book "Atomic Habits" 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...

28: The "sales truth" about prospecting success 22.11.2019 9:56

Are you spending enough time on prospecting? Probably not according to Mike Weinberg in 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 Unstoppable.do, covering cyber sales leader...

27: The most simple way to keep momentum in your sales cycle 21.11.2019 10:40

Feel like your sales opporutnities stall too easily? Next steps don't happen? Anthony Iannarino writes about this in his book "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 Andr...

26: Who is most uncomfortable? You or your prospect? 20.11.2019 11:07

Have you ever felt uncomfortable asking your prospect a deeper question? But wish you had? In Let's Get Real or Let's Not Play, Mahan Khasla and Randy Illig address this issue 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 gro...

25: How to stop confusion from slowing down your sales opportunities 19.11.2019 11:21

Ever been confronted with an inconsistent or confusing prospect, but not sure how to react ... Keenan has 4 favorite words to help you get into the tough conversation that is needed. 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...

24: Be fearless 18.11.2019 6:44

Sales is often won by those that do the things that others don't. 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, sal...

23: Don't treat people how you want to be treated 15.11.2019 6:41

Why is the common idea to "treat people the way you would want to be treated" wrong? All is explained by ex-FBI hostage negotiator 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 rev...

22: Be a coach for your team - it makes life easier for you too 14.11.2019 9:07

Sales leaders... know that you should be a better coach for your team, but not exactly sure why it helps you?... Michael Bungay Stanier reminds us 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....

21: Finding it hard to start prospecting? 13.11.2019 10:02

Ever sat there knowing you should be prospecting, but you don't... you are only human if you do! There are the 3 Ps that are holding you back from prospecting but there is a simple way to over them... so says Jeb Blount, 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 impro...

20: Get what you want by using a range 12.11.2019 10:16

How do you handle the "how much do you charge" question or if negotiating a package "what are your OTE expectations?" question .. find out the power of ranges in the tip from Chris Voss in his book, 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 cy...

19: Intention to improve your sales craft 12.11.2019 6:43

Armistice day 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, pipeline generation, and cybe...

18: Stop servicing customers 08.11.2019 7:13

Don't service your customers... so says Mike Weinberg in Sales Truth, find out why 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 le...

17: Concede slowly and in small amounts 07.11.2019 6:19

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 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 more predictable reven...

16: Banish open ended answers 06.11.2019 6:54

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 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...

15: Are you advancing a deal or continuing it? 05.11.2019 8:09

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 forward 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...

14: Get better at sales by learning from this athlete 04.11.2019 10:41

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 better 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 Unst...

13: Tell less, ask more. Your advice is not as good as you think it is. 01.11.2019 10:22

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. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market ope...

12: Are you OK with interrupting? 31.10.2019 9:47

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" 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 An...

11: Knowing your prospect's desired outcome 30.10.2019 7:51

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 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....

10: How to sound good 29.10.2019 9:00

Your tone of voice is super important according to Chris Voss in Never Split the Difference... find out why on 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, cov...

9: This will transform your productivity 28.10.2019 7:38

There is one super imapctful thing you can do to supercharge your productivity - and Jeb Blount talks about it 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 o...

8: This could be life changing 25.10.2019 10:15

Ever tried to change what you do, but you seem to fall back to your old way of doing things? If so, this episode could be life changing for you as we understand the new habit formula from The Coaching Habit by Michael Bungay Stanier 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 per...

7: No guessing! 24.10.2019 8:35

Do you actually know all you need to about your opportunity, or have you guessed a few of the details.... No guessing is one of the rules in "Let's Get Real or Lets Not Play" by Mahan Khasla and Randy Illig 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 an...

6: Beware: too many of these questions will hurt you, not help you 23.10.2019 10:01

You know you should be asking good questions, but if you are asking too many of one type of question you could be hurting yourself ... so says 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. Hosted by...

5: How to spot a liar 22.10.2019 5:39

It's the age-old question of anyone in law enforcement "how do I know when someone is lying?". Chris Voss has an answer in "Never Split the Difference" ... and it isn't anything about whether they scratched their nose. 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...