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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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April 19, 2022

1st Meeting Checklist

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.  The truth is - that first meeting conversion has such a huge impact on how succe…

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Humans buy with emotion, justify with logic. Yes, even in cyber security sales! It's not called a business JUSTIFICATION by accident. So how do you connect with a prospect's emotional side? These techniques will help.  Frame problems…

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Dan Parelskin shares his top sales GTM's that we think you may want to check out. Conversation Intelligence - Ramp/educate/coach new hires and listen to customers better (we use Chorus.ai, impressed with Gong) Engagement Automati…

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"I ask too many questions." "I ask too few questions." "My questions are lame." "I felt way too needy asking those questions." "That one question was really good.... oh wait, this time it wasn't." "I've no idea what to ask next." That's how I've th…

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Christopher 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 the cyber sales industry for 30 ye…

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1994: you work in sales for a software company, can I get a mouse mat?1998: a US company, don't they hire and fire quickly?2000: you are moving to the US? Do you even like Americans?2009: why do you take the jobs that others don't want?2012: get out…

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If you are hiring salespeople, you are finding out right now that job seekers have the power. So how are you tipping the scales in your favor? Are you... Acting quickly? Making them feel wanted? Ready with a great package? Having a conversati…

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Momentum Cyber’s Cybersecurity Almanac 2022 Momentum Cyber is an investment bank that deals with only cybersecurity companies and is headed by Dave DeWalt.   According to their website, they analyzed data from over 3,500 cybersecurity …

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Jay Wallace, Vice President of Worldwide Sales at Rumble, joins me today 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 th…

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