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Your prospects are literally being attacked in different ways each day/week/month/year. The data they need to protect is growing exponentially. And is spread over more compute platforms than ever before. The number of people creating and consumin…

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Selling what's "on the truck" does not work at a cybersecurity startup.   Your truck has little on it. So you need to sell what's going to be on the truck in the future.   Many struggle with this because they don't want to mislead (aka…

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How should we be thinking about discovery when it comes to 1st meetings? First of all, we need to fully understand all the ins and outs of what's going on and the factors involved in the problem. 3 common mistakes: We’re tempted to rush t…

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For today's episode we’re talking about that first meeting where you describe everything you do and what you have to offer.    At some point in the first meeting, you need to position what you do. Your prospect is there, ready to e…

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Why do senior executives buy from early-stage cyber security startups?It is definitely not for everyone!3 reasons:-1) they have a pressing problem that isn't solved well by a bigger player2) they have the risk appetite (personal and company) to work…

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Bob Kruse, CEO and co-founder of Revelstoke Security, shares his two biggest learnings from his success in the cybersecurity sales world and his role as CEO and co-founder of a cybersecurity company.    Bob began his career at F5 Network…

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"Cold calling is dead". Hands down the dumbest saying in sales.Usually by people who are 1) not in sales, or 2) scared to make a cold call.The real question to ask is:"Compared to what?"What have you tested that is the most effective way to book hig…

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Feb. 10, 2022

Be a CRAZY ACTION seller

In cyber security sales, I'll take crazy action over deep strategic thinking every day and you should too. Don't create a 3-month sales prospecting plan, write one email.   Don't strategize a sales process, go ask a prospect some questio…

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We assume that people understand our amazingness. Mostly they don't. Unless you tell them explicitly. Too often we expect our prospects to "get" the awesomeness of something we just told them. We explain our approach and assume they get that it i…

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Brian Gumbel, CRO at Armis, talks about 3 biggest takeaways from his experience, success, and journey in the cybersecurity sales world. Here's what we learned.   #1 Don't be afraid to take a perceived step backward to advance your career.&nbs…

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