Episodes

First meetings are hard to get so it is crucial we maximize them! One way we often let ourselves down is by not getting a good understanding of why our prospect wants to put resources and money into working on …

Ironscales has grown remarkably since its founding in 2014 (they have 7,000 customers!). After years of success in the mid-market, it is now taking on the dominant player in the enterprise segment. This is not easy to do!!!...

Talking about ourselves too often is a scourge of cyber security sales teams and their output in cyber security. It is slowly killing the connection they are trying to make with their prospects. In this episode learn: Why it...

You know how you wish more people knew about your company and products, but they don’t?! One way to fix this is to start a podcast for your company. But it can seem so daunting. Where do you start? Lindsay …

Blumira is targeting an underserved part of the market; SMBs. Brian, the VP of Sales at Blumira, joins us to discuss how he is successfully running the sales team and growing revenue. His background is in Enterprise selling ...

Cybersecurity company founders rarely have much experience selling and are suddenly asked to pick up this skill without any training in a high-stakes environment. They don’t want to waste valuable time with prospects! In thi...

Sellers are often told to prepare for the first call with a prospect, but rarely are they taught how to do it properly. Amanda Carvalho has been doing in-depth prep for her calls for years, focusing on the value she …

Security leaders believe that many security products are pretty much the same. They do the demos, listen to the pitch deck, and watch the videos, and often their conclusion is, "meh, pretty much like these other guys." In th...

Many cybersecurity companies skip over SMBs as a target market. But that's NOT what Corey White did when he founded Cyvatar. He took everything he learned from being in the business for over 20 years to create a compelling ...

Too often companies spend a lot of time and resources on figuring out how to describe what they do on their website. The straplines, tag lines, and cute sayings. That may work for websites and email blasts but it doesn’t …

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 what you HAVE been paid. In this episode learn: The mission Dan …

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 the risk! But many do because they have innovators and mobilizers. In this episode, learn: What …

Sometimes the boring and slow growing area of cyber security are most in need of innovation. Hardware tokens are a classic example of that. In this episode learn all about: The Token ring and how it is revolutionizing MFA Th...

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 end of it, the people that we want to trust us and spend money …

Life in startup sales is a little bit easier if there is already trust and a relationship between the sales leader and some of the sellers. Founders should look for a sales leader who is able to do this. In …

With 3,000 vendors in cyber security it can be tough to differentiate your product from all the others. In this episode we cover: 3 different levels of differentiation (2 you probably don’t think about) How not to be tactical...

Tom Miller is a multi-time cybersecurity sales leader and currently the Chief Gravity Officer at Human Security. Along the way he has learned a lot about what it takes to bring a product to market successfully. In this episo...

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 it, but I have seen 2 models work more often than not. In this …

Michelle Torrey-Teunissen, CRO at 6clicks, spent many years working in the traditional security channel with well known resellers. In this episode you'll learn: How to engage with the channel if you are an early stage cyber s...

What is your sales team doing right now that needs to be improved, what are *your* pain points internally? And how could those be transformed if you took away the concept of abundance, and instead imposed constraints that for...

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 breach. This has sent shockwaves through the cyber security community, with many outraged that J...

Startup life often includes a dialed-down, DIY approach to onboarding. But tighter doesn’t have to mean slighter—you can still create a robust, tailored process that gives new sales hires the orientation and information they ...

Today we welcome Eric Appel, Worldwide Head of Sales for Island, pioneers in the enterprise browser category. In this episode we talk about Why Eric didn’t hire startup sales people Why it mattered to work with an exec team t...

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 the code on the sales process. But we shouldn’t just accept the chaos. There are …