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

In this episode, Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, joins us to explain what Talon does and the big innovation they are bringing to the market. I don't know about you but when I hear of new, groundbreaking technology in cyber security I am a little skeptical!  But the simplicity of Talon's new approach is really interesting and Ofer explains its relevance in this...

In this episode, we chat with Ani Chaudhuri, co-founder and CEO of Dasera, who was selected for the RSA Conference innovation sandbox. Ani explains what Dasera does, how he is thinking about the business and how to build it as well as some learnings from early prospects and customers. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repea...

“Industrial cybersecurity” is not just an imposing sounding term, it's a multi-billion dollar industry. From monetizing endpoints to breaking apart the systems and structures as a whole, cybersecurity has become something that’s top of every business leader’s mind. In this episode, Dave Hatchell, long-time cybersecurity sales and business leader joins us to walk us through this subset of cybe...

The ongoing Pipeline Generation series has sales landscape leaders and experts pop by and share their pearls of wisdom on building and growing a sales pipeline. In this episode, David Dulany, Founder and CEO of Tenbound, shares his introspective insight into looking - really looking - at your past dead leads and examining them with a critical lens. What patterns do you see? What’s missing? Might t...

At a startup, the founder usually has a big impact on everything to do with the company.  With that being said, it’s not uncommon to have the founder come in and critique the work being done in every department. They are a part of the culture, character, messaging, vision and so much more that will directly affect the success of the company.  So, what intrigues people about joining startups compar...

The ongoing Pipeline Generation series has sales landscape leaders and experts pop by and share their pearls of wisdom on building and growing a sales pipeline. In this episode, Theo Nasser, CEO and Co-Founder of Right-Hand Cybersecurity, draws on his years of experience in creating and scaling businesses to tackle pipeline generation. He dives headfirst into the three biggest areas of focus every...

Like in big news interviews, mastering the perfect question in sales can make all the difference. In this episode, Andrew dives into two interviews by Barbara Walters to glean what we can learn about question length. Barbara Walters is known for handling the big, tough interviews well and for getting to the core of her interviewees so much so that they often cry. As sellers, we can learn from the...

It’s no secret that the number one challenge for sellers in cyber security is generating pipeline. In this episode, Joe Mara who is a longtime cybersecurity seller and sales leader, responsible for generating over $250 million in revenue in highly competitive markets is giving his pointers on how he strategically created ways to generate new pipeline.  Throughout the past two years with so many pe...

We are in for a treat for today’s episode. Scott McCrady, CEO of SolCyber Managed Security Services, joins me today to talk about his incredible story about how he went from being an engineer to switching careers and working his way up in the cybersecurity sales space. When he left his engineer job to pursue his passion of working in sales, he started his new career with Symantec. While he was the...

This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. Kevin Hopp, the Founder of the Hopp Consulting Group and host of the Sales Career podcast has helped over 70 different early-stage SaaS businesses...

On this episode, we sit down with Theo Nassar, CEO at Right-Hand Cybersecurity, to talk about how Theo made a change in his work life and did something a lot of us wish we could or did do.  Theo started out his journey in cyber as an intern with FireEye and then ended up getting an offer to join them as a Sales Development Representative. Now, 8 years later, he has started a business of his own ca...

This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. Ryan Reisert, the Founder of Phone Ready Leads and host of the Revenue Champions podcast is an accomplished leader in the sales development realm....

On this episode, we sit down with Rick Hill, Vice President and General Manager of the Americas at Ava Security.  Rick started his career at Cisco in the Sales Associate Program and ended his 16 year career with them as Director of Sales, Global Enterprise to make the move to Ava Security to become their VP & GM of the Americas.  In his career at Cisco, Rick progressed through the ranks and ev...

This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. Scott McCrady, the CEO of SolCyber is an accomplished international executive with broad experience in sales, business development and the operati...

On this episode, we have our special guest Chris Beall, the CEO at ConnectAndSell.  Chris goes over some insightful tactics that cover the psychology behind the call and how to grab your potential prospects' attention right away, and how he has been training people on how to do the same. The truth is, if you don’t master the first seven seconds and get trust, the rest of the call is utterly m...

This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. In this episode, we have Rick Hill, the VP of Sales at Ava Security talking about the biggest challenge he and his peers have had with pipeline ge...

On this episode, we have our special guest Mark Parrinello, the CRO at SentinelOne who talks about how he prepared his sales organization for the 2021 IPO and the hyper growth trajectory the company is on. Mark stresses the importance of keeping a candid culture so that you can have your team buy into the company concepts, persevere through constant changes and keep an entrepreneurial spirit as yo...

In 1998, I started my sales career in the cybersecurity industry.  I spent 19 years directly in sales carrying a quota, either as a seller or as a sales leader. Then, I spent about eight or nine years working with sales teams, as a consultant, trainer and coach to help them succeed in the cybersecurity space. While in my sales career, I qualified for eight out of the 12 President's clubs. By...

Today on the podcast we have our special guest, Denise Hayman, CRO at Sonrai Security. In this episode, we are talking about her experience in the cyber security industry and learning the different takeaways that she kept from each of her roles in different companies.  With the pressure to constantly bring in numbers, it’s important to think about what your priorities are and how you will work eff...

Today, we are talking about one of the ways we can make the whole sales process smoother and quicker.  Everything we do in the sales world revolves around a problem. After all, the whole reason we are able to sell to anyone is because of a problem someone is trying to solve, right? I want to challenge your thinking here, and ask you this: Have you ever empathized with a prospect over their problem...

Mike Rogers, CRO at Noetic Cyber, joins me today to talk about all things Noetic Cyber, his learnings from Ionic Security, building a great working environment, how to figure out who the biggest innovators are, and more. Mike and I had shared experiences at Ionic Security and we break down some of the contributing factors of why Ionic was not the huge financial success many thought it would be. If...

Discovery is not a one-time event. Throughout the sales process we should seek to learn more and more about our prospects and the challenges they face.    Using the “what we heard” slide will give you the tool to drive continuous discovery. Be sure to make it natural and to make it a collaboration with your prospects.  Learn what this slide is and how to use it in today’s episode. If you are a sal...

Bessemer is one of the legendary VC companies and has a long history of investing in cyber security companies.  Amit Karp is a Partner, based in Tel Aviv, who has led some of their cyber security investments in Israel. In this episode we’ll chat: Why is Israel producing so many great cyber security companies (it’s not just 8200) How companies should think about starting North America GTM activitie...

Alex Jones, CRO at NetSPI, joins me today to talk about his journey into the cybersecurity sales world and what he’s doing at NetSPI to continue to build a great sales team.  Alex spent most of his time building a career outside of cyber (in recruitment), until 5 years ago when he joined NetSpi. At NetSPI, Alex had to dive in head first to learn the terminology and become familiar with the space....

Chris Smith, CRO at Aqua , joins me today to talk about creating a great sales team as a company that’s growing rapidly by being intentional about bringing in the right people. Chris has been in sales for 30 years and has mostly stayed within the cyber security industry for multiple reasons, one of them being how within this career, you're doing something meaningful. Now, as he’s building out...