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

You know how you wish more people knew about your company and products, but they don’t?!  One way to fix this is to start a podcast for your company.  But it can seem so daunting.  Where do you start? Lindsay Tjepkema, co-founder and CEO of Casted explains all this in this weeks episode.  Listen in to learn: What could a podcast do for a company What results to expect As you grow, why the podcast...

Blumira is targeting an underserved part of the market; SMBs. Brian, the VP of Sales at Blumira, joins us to discuss how he is successfully running the sales team and growing revenue.  His background is in Enterprise selling and he highlights what is similar and also what is different with selling to SMBs.  In this episode, you’ll learn: The average length of a sales cycle working with SMBs and wh...

Cybersecurity company founders rarely have much experience selling and are suddenly asked to pick up this skill without any training in a high-stakes environment.  They don’t want to waste valuable time with prospects! In this episode, learn 13 mistakes founders make when selling, including… Not asking GREAT questions Trying to convince prospects to buy Thinking only about technical capabilities D...

Sellers are often told to prepare for the first call with a prospect, but rarely are they taught how to do it properly. Amanda Carvalho has been doing in-depth prep for her calls for years, focusing on the value she and her solution can bring to the prospect. In this episode, you will learn: where to start doing the research how to think about representing the business value you might bring to the...

Security leaders believe that many security products are pretty much the same.  They do the demos, listen to the pitch deck, and watch the videos, and often their conclusion is, "meh, pretty much like these other guys." In this episode, I talk about why we need to think bigger, be bolder and be clearer in our differentiation.  We cover: - how many companies end up thinking too small - th...

Many cybersecurity companies skip over SMBs as a target market.  But that's NOT what Corey White did when he founded Cyvatar.  He took everything he learned from being in the business for over 20 years to create a compelling value prop for SMBs. In this episode, learn: how Corey took his learnings from 20 years of security assessments, pen tests, and incident response to create Cyvatar why SM...

Too often companies spend a lot of time and resources on figuring out how to describe what they do on their website.  The straplines, tag lines, and cute sayings.  That may work for websites and email blasts but it doesn’t work for the sales team.   The difference is marketing does one-to-many and one-way communication.   Sales does one-to-one and two-way communications.  Sales messaging needs to...

Comp plans can be so complex these days, it is nuts!!  Often it is hard to work out exactly what you WILL be paid on a deal and what you HAVE been paid. In this episode learn: The mission Dan Goodman is on to help reps get paid Common mistakes in calculating commission Examples of reps who have found tens of thousands of dollars in unpaid commissions How to quickly check your commission payments H...

It takes someone special to buy from an early startup. There are at least 55 reasons why a person and a company shouldn’t take the risk! But many do because they have innovators and mobilizers. In this episode, learn: What are a innovators and mobilizers Why do we need them in every deal How to test if the people you are working with are either of them How to have the conversation early in the sal...

Sometimes the boring and slow growing area of cyber security are most in need of innovation.  Hardware tokens are a classic example of that. In this episode learn all about: The Token ring and how it is revolutionizing MFA The engineering challenges of unique form factor hardware The channel that Token has chosen to work with to break out How the b2c segment has laid the groundwork for this type o...

I have little doubt in my mind that outbound is broken. It’s not working nearly as well as it used to and the people on receiving end of it, the people that we want to trust us and spend money with us, hate it. In this episode we go over: What’s going on in the market  What are the causes of outbound being broken Examples of exactly how it is not working And a rallying call to find new solutions S...

Life in startup sales is a little bit easier if there is already trust and a relationship between the sales leader and some of the sellers.  Founders should look for a sales leader who is able to do this. In this episode with Craig Denton, the RVP of Sales at Beyond Trust, you will learn: How to build trust with your sellers Why you have to take other’s opinions of sellers with a grain of salt We...

With 3,000 vendors in cyber security it can be tough to differentiate your product from all the others.   In this episode we cover: 3 different levels of differentiation (2 you probably don’t think about) How not to be tactical when comparing against others How to get prospects to join your movement 3 cyber security examples of powerful differentiation Support the show The Cyber Go-To-Market Talk...

Tom Miller is a multi-time cybersecurity sales leader and currently the Chief Gravity Officer at Human Security.  Along the way he has learned a lot about what it takes to bring a product to market successfully. In this episode you will learn: Why value is ephemeral The 3 types of value (2 of which are often ignored) Using Tiger Woods to understand the layers of value The traps that many companies...

You’ve won your first few customer and now you are ready to bring in your first sales team members.  There are LOTS of ways to do it, but I have seen 2 models work more often than not.   In this episode: I explain each of the 2 models Give pros and cons of each Explain which model I prefer to see What each model means for the CEO/Founder Support the show The Cyber Go-To-Market Talk is the show for...

Michelle Torrey-Teunissen, CRO at 6clicks, spent many years working in the traditional security channel with well known resellers.   In this episode you'll learn:  How to engage with the channel if you are an early stage cyber security startup The importance of your product to get channel mindshare How she has used an assessment to successfully identify great sales talent How 6clicks works wi...

What is your sales team doing right now that needs to be improved, what are *your* pain points internally? And how could those be transformed if you took away the concept of abundance, and instead imposed constraints that forced your sales reps to go deeper, think more critically, and tighten their questions, pitches, decks, and presentations? Use constraints! In this episode, I offer six examples...

In a shocking turn this week, Joe Sullivan, the ex-CISO of Uber, was convicted of charges related to the cover-up of a 2016 data breach. This has sent shockwaves through the cyber security community, with many outraged that Joe was left carrying the blame and conviction for this when other executives in the company, including then CEO Travis Kalanick, had approved the approach he was taking to dea...

Startup life often includes a dialed-down, DIY approach to onboarding. But tighter doesn’t have to mean slighter—you can still create a robust, tailored process that gives new sales hires the orientation and information they need to succeed.  I’ve got six ways you can do it yourself effectively so your sellers can be productive, FAST. In this episode, we talk about: ●      The single most importan...

Today we welcome Eric Appel, Worldwide Head of Sales for Island, pioneers in the enterprise browser category. In this episode we talk about Why Eric didn’t hire startup sales people Why it mattered to work with an exec team that has worked together for a long time Why 90% of first meetings convert to 2nd meetings How they exited stealth mode with real, live paying customers The first deal they clo...

Selling at early stage startups is chaotic!! So much is still up in the air and the team is constantly looking for ways to crack the code on the sales process.  But we shouldn’t just accept the chaos.  There are ways to reduce it. In this episode, we talk about: Why a conversational intelligence tool is a must have The power of using common sales tools in the team (eg, how to handle top objections...

Today we are joined by Anurag Gurtu, Chief Product Officer at StrikeReady. StrikeReady is revolutionizing the way that security people do their jobs by creating CARA, an intelligent system that delivers expert knowledge and completes tasks for the security team. It’s a platform with lots of possible use cases; hard to sell, right?  Or is it… In this episode you will hear how the StrikeReady sales...

DoControl founder and CEO Adam Gavish joins us today with his take on security policy enforcement and how his company is innovating through a people- and problem-first approach. Gavish is a firm believer in developing rapport and trust upfront. Creating relationships helps him and his team approach engagements from the client’s perspective—the problem they have and how the product can help them. D...

Digital risk protection is one of the most important pieces of cybersecurity. Expert and Bolster AI CEO Abhishek Dubey joins us today to give us an inside look into this side of the industry and how his company solves digital risk protection problems proactively. From the importance of accuracy when scaling to how to approach big accounts with sensitivity, Abhishek shares cutting-edge insight on h...

Erkang Zheng, CEO of Jupiter One, knows all about building a solid foundation and growing from there. He joins us today to discuss how he built his company, scaled its sales team, and uses content and word-of-mouth marketing to develop its reputation. Tune in to this episode to learn more about what Jupiter One does, how they use context to make their team more efficient, their biggest innovations...