Episodes
#104: Simple framework for value oriented discovery
We all know we should understand what is happening with our prospects, but too often discovery turns into interrogation and a fru…
#103: How to use your sales deck effectively
Let’s talk about the part of that first meeting where you describe what you do. Your prospect is asking themselves what does your…
#102: Bob Kruse, CEO and co-founder of Revelstoke Security, on how a …
Bob Kruse, CEO and founder of Revelstoke Security, joins me today to talk about his experience and success in the cybersecurity s…
#101: How to get better at first meetings - Part 1
You know when you’re doing a bunch of first meetings, but not enough of them are converting to a second meeting or demos? Well, w…
#100: Brian Gumbel, CRO At Armis Shares His Tips on Scaling Cyber Sec…
Welcome to our 100th Episode! I want to start off by thanking you for joining me on this journey for these past two years. For th…
#99: 6 reasons why security leaders buy from startups
Welcome to the Sales Bluebird podcast! If you are a seller or sales leader at a B2B startup, especially if it is a cyber security…
98: One tip to avoid sounding stupid in conversations with your prosp…
In this episode, we're going to look at how using buzzwords negatively impacts sellers. And 1 simple tip to avoid this pitfall. 0…
97: Aurelien Mottier, CEO of Operatix on effective pipeline generatio…
Aurelien "Ray" Mottier runs the sales acceleration and lead generation company, Operatix. Ray talks about the decision to insourc…
96: Mikaela Shiffrin. 1 thing B2B sellers can learn from the greatest…
We can all learn from Mikaela Shiffrin, one of the greatest skiers of all time. Mikaela had a pretty good season in 2018. But de…
95: Mike Baker, CRO at Noname, talks about leading a sales team throu…
Mike Baker, CRO at Noname Security, joins me today to talk about his experience (and success) in the cybersecurity sales world an…
94: 3 tips if you struggle to build a connection with a prospect in a…
Why do we struggle with building a connection with a prospect and then keeping their attention? Check out this episode for practi…
93: Ty Flippin, VP of Sales at DecisionLink, shares the impact of val…
A conversation with Ty Flippin on selling value and other tips and tricks to help you drive larger deals and faster sales cycles.…
92: Why you are "losing" your prospects and ONE drastic way to stop it
Ask yourself, as a seller, have you ever prepared so well for a sales call with your prospect and couldn’t feel more confident…bu…
91: Paul Ayers, CEO of Noetic Cyber, reveals tips on breaking into th…
Cybersecurity....it's not a domestic problem. It's a global problem. Paul Ayers, CEO of Noetic Cyber, has an impressive history o…
90: MT Robertson CRO at Bluescape Software on how to transition to pr…
CRO MT Robertson talks about how he transitioned his sales model from exclusively enterprise sales led to product led growth. F…
89: Jeff Lauer CRO at Standard Custody on why CROs don't last longer
The average tenure for a CRO right now is around 18 months. Sales leaders and sellers don't have much time to make a difference a…
88: 3 tips to connect better with prospects
Sometimes it feels like we have very little connection with a prospect. There is little rapport and not much commitment to chang…
87: John Mayhall Chief Revenue Officer at CyberGRX on what to do when…
When making a career move to cybersecurity you have to educate yourself in a new market, a new world, and new terminology. This e…
86: Your product training is hurting your sales team
Most product training that is done is really hurting and not helping the sales team. This episode gives you three ways that we ca…
85: Dan Parelskin, VP WW Sales @ Axis Security on getting the first c…
One of the things that is always impacted as teams grow rapidly is culture and the values that you want to instill in the team th…
84: 3 ways to improve the effectiveness of your sales deck
Your company has given you a great sales deck to use, but you just know that your prospects don't always enjoy hearing you talk a…
83: David McKeough, CRO at Trusona talks about being creative in how …
David McKeough has been in cyber security sales for over 15 years starting as an individual contributor and now is the CRO at Tru…
82: 5 steps to ramp new sellers when you have no enablement and no ti…
The good news is you have headcount to grow the team and have some great sellers lined up. The bad news is that you don't have a…
81: Differentiate by being human with Mark Small, multiple time VP of…
This is an interview with Mark Small a multiple-time VP of Sales at cybersecurity companies, both large and small. He talked abou…