Blog

In cybersecurity sales, we are cursed by incredibly talented and visionary founders being held back by an inability to be noticed above the noise of the market. In this blog, we are going to look at examples of thinking bigger and different. Being…

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The cybersecurity sales world is in a period of profound change.    First, we had a salesperson's market where it seemed that salespeople were jumping from job to job for bigger OTEs. Good salespeople were in short supply, and companies …

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All the research proves this, but most of us are holding ourselves back by selling just with cold, rational logic.   In this blog, we explain why and how to actually appeal to a buyer’s emotional side (without creepily baring your sou…

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For the go-to-market activities of a B2B startup, there are five foundations that once they are in place, everything else become clearer. Bring clarity to these foundations across the team and… the prospect is not confused, the sales fun…

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“So, what does your company do?” It’s a simple, common question, but most of us in cybersecurity sales are just not good at answering it.  In this blog, we explain why and how to be great at answering it. It’s a questi…

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We are going to answer this question in today’s blog. Any first hire in a department is important, but in cybersecurity sales, it’s critical. Get it right and you: start bringing money in, rather than always watching money going out …

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One of the most common problems I come across when speaking to cyber security company CROs is frustration with the speed of deals. Essentially they feel there is a lack of momentum or too slow a pace to bring sales opportunities to completion. This …

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“If you want to transform your life, don't try and transform your life.”   That phrase flies in the face of all first-reaction logic, doesn’t it? But this James Clear-penned advice has a depth of truth to it.   Let&rs…

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There’s a highly coveted title in the business world: a Trusted Advisor. It seems just about everyone wants to be considered one, and plenty of people call themselves who really haven’t earned the distinction.   Because really, it…

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The sales deck we use in early-stage meetings is often critical to our success in those meetings. But many miss the mark.  Today we are going to outline the must-have elements of a first meeting deck. Getting first meetings wit…

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