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

Today’s topic is all about Momentum Cyber’s Cybersecurity Almanac 2022. Momentum Cyber is an investment bank that deals with only cybersecurity companies and is headed by Dave DeWalt.  If you’d like to read the Almanac yourself, it is available for download on their website (momentumcyber.com), but today, I will be giving you my 5 key takeaways.  The cybersecurity space is more crowded than ever T...

Jay Wallace, Vice President of Worldwide Sales at Rumble, joins me to talk about his experience on how someone who didn’t start off in cybersecurity, ended up as VP WW Sales. And is now in the process of building up his sales team from the ground up.   Jay started off working in the world of banking by doing financial advisory work. As time went on he realized that the path he was on, wasn’t for h...

We all know we should understand what is happening with our prospects, but too often discovery turns into interrogation and a frustrating experience all round. 3 things I see quite a bit: We’re tempted to rush the discovery  We don’t ask great questions, we keep it too light  We’re asking the right questions to the wrong people  These are the things I see getting in the way of your sessions, so I’...

Let’s talk about the part of that first meeting where you describe what you do.  Your prospect is asking themselves what does your company do?  who are they like that they already know about so they can do a comparison?  who is already working with them?  This is where we usually pull out a presentation deck. Unfortunately, this deck has become synonymous with pitching and your prospects are appre...

Bob Kruse, CEO and co-founder of Revelstoke Security, joins me today to talk about his experience and success in the cybersecurity sales world and how that has led him to where he is today as founder of a cybersecurity company. He tells us the journey he has gone through from building a successful sales resume to becoming a CEO and what has kept him in cybersecurity for so many years Bob began his...

You know when you’re doing a bunch of first meetings, but not enough of them are converting to a second meeting or demos? Well, we’ve all been there.  That first meeting conversion has such a huge impact on how successful we are. If your conversion rate isn't the best, then what ends up happening is you try to make the most of what you have, and do anything you can to have opportunities (good...

Welcome to our 100th Episode!  I want to start off by thanking you for joining me on this journey for these past two years.  For this landmark episode, we have a special guest, Brian Gumbel, CRO at Armis, who joins me today to talk about his experience, success, and journey in the cyber security sales world.  Brian started as a District Manager at NET-Tel in 1997 and with stops long the way at Cis...

This episode covers 6 reasons why CISOs and other senior leaders buy from startups. We know it is not the easy option for them, so what drives them to want to work with an early-stage company? Want to chat about your cyber security startup and your sales strategy, hit me up at andrew@unstoppable.do Please like, subscribe, and review this podcast.  It is the best way to get the word out. Oh and don...

In this episode, we're going to look at how using buzzwords negatively impacts sellers. And 1 simple tip to avoid this pitfall. 00:00 – Introduction  01:10 – Learning a new language, aka ‘vendor speak’  02:00 – An email that will make your head spin   04:07 – How I learned to avoid using buzzwords   05:58 – 1 tip to help your messaging  09:10 – Takeaway message to remember Support the show Th...

Aurelien "Ray" Mottier runs the sales acceleration and lead generation company, Operatix. Ray talks about the decision to insource vs outsource, measuring success, how hard it is to be an SDR and a whole lot more. If you are thinking about pipeline generation you could do a lot worse than listen to the ideas and views of someone who has been doing this for over a decade. Support the show...

We can all learn from Mikaela Shiffrin, one of the greatest skiers of all time.  Mikaela had a pretty good season in 2018.  But despite winning gold and silver at the Winter Olympics many were disappointed in her performance in PyeongChang, including herself. While reflecting that summer she realized she made one big mistake and rectified it for the following season.  The result?  2019 was the sin...

Mike Baker, CRO at Noname Security, joins me today to talk about his experience (and success) in the cybersecurity sales world and how he tends to go the opposite way of where the masses head…because that's where the gold is. Bluebird anyone?!?! Mike joined Noname Security in October 2020 as its first employee in the US and first in the sales team.  Now, just 16 months later, the go-to-market...

Why do we struggle with building a connection with a prospect and then keeping their attention? Check out this episode for practical strategies on how you can overcome this barrier:-   The no-pitch, pitch deck Every point you want to make should start with thinking about the customer first The no-pitch demo Avoid death by feature list...connect them with others. Tell them that's how other peo...

 A conversation with Ty Flippin on selling value and other tips and tricks to help you drive larger deals and faster sales cycles. If you want to hear more, then this show is for you.  People don't care about your technology; they care about what it can do for them You have to simplify key business objectives Having a qualified champion means you keep selling even if you’re not in the room Wh...

Ask yourself, as a seller, have you ever prepared so well for a sales call with your prospect and couldn’t feel more confident…but somehow your meeting was a complete disaster?!?  We’ve all been there so don’t beat yourself up about it. But we also need to learn and improve with every experience. So get ready to get uncomfortable trying this one simple technique to stop 'losing' your pro...

Cybersecurity....it's not a domestic problem. It's a global problem.  Paul Ayers, CEO of Noetic Cyber, has an impressive history of helping U.S. cybersecurity companies expand into the European market.  In this podcast episode, Paul speaks candidly about the challenges, and more importantly, the opportunities of expanding cybersecurity business collaborations with Europe.  Support the sh...

CRO MT Robertson talks about how he  transitioned his sales model from exclusively enterprise sales led to product led growth.  Find the changes Bluescape had to make to enable this shift and how it is working for them 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...

The average tenure for a CRO right now is around 18 months. Sales leaders and sellers don't have much time to make a difference and deliver.  In this episode CRO Jeff Lauer talks about his experiences, why this might be, and what to do about it. 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...

Sometimes it feels like we have very little connection with a prospect.  There is little rapport and not much commitment to change.  Sometimes we think too logically about what we are doing and a little emotion can lead to a deeper connection and deals with more momentum.  This episode gives  3 tips on how to get that deeper connection. Support the show The Cyber Go-To-Market Talk is the show for...

When making a career move to cybersecurity you have to educate yourself in a new market, a new world, and new terminology. This episode gives you an in depth explanation on why a market strategy is so important,  what it takes to walk in on day one and be successful quickly, and how to balance all of it.  Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, fou...

Most product training that is done is really hurting and not helping the sales team. This episode gives you three ways that we can help our sellers get more focused on customers and prospects and their needs, as opposed to just always defaulting to talking about our product. Resources mentioned:- Podcast: CISO / Vendor Relationship Podcast Podcast: Virtual CISO Podcast Podcast: CISO Secrets Podcas...

One of the things that is always impacted as teams grow rapidly is culture and the values that you want to instill in the team that you think will drive success. In this episode, Dan Parelskin talks about getting the first customers and how to intentionally create a sales culture.  Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-m...

Your company has given you a great sales deck to use, but you just know that your prospects don't always enjoy hearing you talk all the way through the deck. How can you improve the way you use your deck in these early-stage meetings. 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 sa...

David McKeough has been in cyber security sales for over 15 years starting as an individual contributor and now is the CRO at Trusona.  He had stints along the way at Dyntek, McAfee, Digital Guardian, and Crowdstrike.  David talks about how simple reframing of how you think about and describe the solution you sell can yield huge results.  And a great story about the big impact of perseverance.  Su...

The good news is you have headcount to grow the team and have some great sellers lined up.  The bad news is that you don't have any enablement help to ramp them quickly.  you know what needs to happen but you just don't have the time to do it yourself. Making things worse, there are many in the company watching to see how good the new sellers are and how effective they are selling this p...