Sales Bluebird
Proven strategies to grow sales at a cyber security company.
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Guaranteed* to be the best damn resources on cyber security sales ever.
Recent Episodes
December 08, 2022
177: How to think bigger, bolder and clearer when differentiating
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 th...
December 06, 2022
176: Corey White, CEO @ Cyvatar: how to create a compelling cybersecurity product for SMBs
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 ...
November 17, 2022
175: Marketing messaging is not sales messaging
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 wo...
November 15, 2022
174: How to make sure you are paid with Dan Goodman, CEO of TruCommish
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 pa...
November 10, 2022
173: Increase your close rate by working with mobilizers and innovators (and who these people are!)
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 ar...
November 08, 2022
172: How to bring a HARDWARE innovation in cybersecurity to market with Jack Wilson, the CRO at Token
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 Th...
November 03, 2022
171: Outbound is Broken
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 episod...
November 02, 2022
170: Important leadership trait: bringing great people with you. But how do you do that?
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...
October 27, 2022
169: Differentiate your product so prospects remember
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...
October 25, 2022
168: Tom Miller, sales leader and author of Call Your Shots - knowing your value
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 episo...
October 20, 2022
167: 2 approaches to bringing on your first sales team
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...
October 18, 2022
166: Michelle Torrey-Teunissen, CRO at 6clicks: best practices for working with the channel
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 s...
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