Sales Bluebird Blog (mostly for S E O)
“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…
What C-Levels want from a Trusted Advisor
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…
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…
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…
Tips for B2B sellers on connecting better with prospects
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…
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…
"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…
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…
Reactions to my journey in cyber security sales
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…
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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