Episodes

Dec. 8, 2022

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 …

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Dec. 6, 2022

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…

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Nov. 17, 2022

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…

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Nov. 15, 2022

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…

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Nov. 10, 2022

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…

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Nov. 8, 2022

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…

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Nov. 3, 2022

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…

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Nov. 2, 2022

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…

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Oct. 27, 2022

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:…

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Oct. 25, 2022

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…

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Oct. 20, 2022

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…

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Oct. 18, 2022

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…

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Oct. 14, 2022

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…

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Oct. 8, 2022

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 …

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Oct. 6, 2022

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…

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Oct. 4, 2022

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 …

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Sept. 29, 2022

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 …

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Sept. 27, 2022

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…

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Sept. 20, 2022

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…

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Sept. 13, 2022

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…

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Sept. 7, 2022

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…

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Sept. 1, 2022

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…

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Aug. 30, 2022

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…

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Aug. 24, 2022

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…

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