Episodes
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 …
176: Corey White, CEO @ Cyvatar: how to create a compelling cybersecu…
Many cybersecurity companies skip over SMBs as a target market. But that's NOT what Corey White did when he founded Cyvatar. He…
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 strapli…
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 w…
173: Increase your close rate by working with mobilizers and innovato…
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 th…
172: How to bring a HARDWARE innovation in cybersecurity to market wi…
Sometimes the boring and slow growing area of cyber security are most in need of innovation. Hardware tokens are a classic examp…
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…
170: Important leadership trait: bringing great people with you. But …
Life in startup sales is a little bit easier if there is already trust and a relationship between the sales leader and some of th…
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:…
168: Tom Miller, sales leader and author of Call Your Shots - knowing…
Tom Miller is a multi-time cybersecurity sales leader and currently the Chief Gravity Officer at Human Security. Along the way h…
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…
166: Michelle Torrey-Teunissen, CRO at 6clicks: best practices for wo…
Michelle Torrey-Teunissen, CRO at 6clicks, spent many years working in the traditional security channel with well known resellers…
165: One powerful tool to improve how you sell and how you get better
What is your sales team doing right now that needs to be improved, what are *your* pain points internally? And how could those be…
164: Two CISOs discuss the conviction of ex-Uber CISO, Joe Sullivan
In a shocking turn this week, Joe Sullivan, the ex-CISO of Uber, was convicted of charges related to the cover-up of a 2016 data …
163: How to onboard new sellers yourself
Startup life often includes a dialed-down, DIY approach to onboarding. But tighter doesn’t have to mean slighter—you can still cr…
162: Eric Appel, CRO @ Island: why stealth is sexy and the different …
Today we welcome Eric Appel, Worldwide Head of Sales for Island, pioneers in the enterprise browser category. In this episode we …
161: 5 ways to the reduce the chaos in startup selling
Selling at early stage startups is chaotic!! So much is still up in the air and the team is constantly looking for ways to crack …
160: Anurag Gurtu, Chief Product Officer at StrikeReady: How to sell …
Today we are joined by Anurag Gurtu, Chief Product Officer at StrikeReady. StrikeReady is revolutionizing the way that security p…
159: Adam Gavish, CEO of DoControl - People don’t sell, people buy.
DoControl founder and CEO Adam Gavish joins us today with his take on security policy enforcement and how his company is innovati…
158: Abhishek Dubey, CEO of Bolster - Fast time to value = a new deal…
Digital risk protection is one of the most important pieces of cybersecurity. Expert and Bolster AI CEO Abhishek Dubey joins us t…
157: Erkang Zheng, CEO of Jupiter One - need for sales structure | po…
Erkang Zheng, CEO of Jupiter One, knows all about building a solid foundation and growing from there. He joins us today to discus…
156: Dave Phelps, RSM at Crowdstrike - Make your territory, your fran…
Chatting with CEOs and CROs is enlightening and valuable, but sometimes you need practical and actionable tips from someone who’s…
155: Evangelize the problem, not your product
Too many companies are getting it wrong: they’re evangelizing their product, not the problem. When you focus on the problem it so…
154: Ashley Leonard, CEO of Syxsense - How to go after the mid market
What’s the first thing that comes to mind when you hear endpoint security? Is it “crowded market, little differentiation?” Syxsen…