We all know we should understand what is happening with our prospects, but too often discovery turns into interrogation and a fru…
Let’s talk about the part of that first meeting where you describe what you do. Your prospect is asking themselves what does your…
Bob Kruse, CEO and founder of Revelstoke Security, joins me today to talk about his experience and success in the cybersecurity s…
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…
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…
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…
In this episode, we're going to look at how using buzzwords negatively impacts sellers. And 1 simple tip to avoid this pitfall. 0…
Aurelien "Ray" Mottier runs the sales acceleration and lead generation company, Operatix. Ray talks about the decision to insourc…
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…
Mike Baker, CRO at Noname Security, joins me today to talk about his experience (and success) in the cybersecurity sales world an…
Why do we struggle with building a connection with a prospect and then keeping their attention? Check out this episode for practi…
A conversation with Ty Flippin on selling value and other tips and tricks to help you drive larger deals and faster sales cycles.…
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…
Cybersecurity....it's not a domestic problem. It's a global problem. Paul Ayers, CEO of Noetic Cyber, has an impressive history o…
CRO MT Robertson talks about how he transitioned his sales model from exclusively enterprise sales led to product led growth. F…
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…
Sometimes it feels like we have very little connection with a prospect. There is little rapport and not much commitment to chang…
When making a career move to cybersecurity you have to educate yourself in a new market, a new world, and new terminology. This e…
Most product training that is done is really hurting and not helping the sales team. This episode gives you three ways that we ca…
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…
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…
David McKeough has been in cyber security sales for over 15 years starting as an individual contributor and now is the CRO at Tru…
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…
This is an interview with Mark Small a multiple-time VP of Sales at cybersecurity companies, both large and small. He talked abou…