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Episodes

Jan. 26, 2023

184: One way to maximize a first meeting

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 …

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Jan. 24, 2023

183: How to take on the 800lb gorilla with Russell McGuire and Ben Wh…

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!!!...

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Jan. 19, 2023

182: Being “me” focused during sales calls is slowly killing our conn…

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...

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Jan. 17, 2023

181: How to use a company podcast to get more exposure with Lindsay T…

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 …

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Jan. 10, 2023

180: Learn how an SMB sales team is being successful with Brian Penne…

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 ...

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Dec. 15, 2022

179: 13 sales mistakes founders make

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...

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Dec. 13, 2022

178 - How to be valuable on a sales call with Amanda Carvahlo, Sales …

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 …

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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 watch the videos, and often their conclusion is, "meh, pretty much like these other guys." In th...

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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 took everything he learned from being in the business for over 20 years to create a compelling ...

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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 straplines, tag lines, and cute sayings. That may work for websites and email blasts but it doesn’t …

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

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

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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 example of that. In this episode learn all about: The Token ring and how it is revolutionizing MFA Th...

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

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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 the sellers. Founders should look for a sales leader who is able to do this. In …

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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: 3 different levels of differentiation (2 you probably don’t think about) How not to be tactical...

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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 he has learned a lot about what it takes to bring a product to market successfully. In this episo...

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

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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. In this episode you'll learn: How to engage with the channel if you are an early stage cyber s...

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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 transformed if you took away the concept of abundance, and instead imposed constraints that for...

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

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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 create a robust, tailored process that gives new sales hires the orientation and information they ...

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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 talk about Why Eric didn’t hire startup sales people Why it mattered to work with an exec team t...

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

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