Episodes
114: What I would do differently at the beginning of my sales career
In 1998, I started my sales career in the cybersecurity industry. I spent 19 years directly in sales carrying a quota, either as …
113: Denise Hayman, CRO at Sonrai Security talks journey in cyber sec…
Today on the podcast we have our special guest, Denise Hayman, CRO at Sonrai Security. In this episode, we are talking about her …
112: How to help your prospect understand that you have the solution …
Today, we are talking about one of the ways we can make the whole sales process smoother and quicker. Everything we do in the sal…
111: Mike Rogers, CRO at Noetic Cyber, breaks down why Ionic Security…
Mike Rogers, CRO at Noetic Cyber, joins me today to talk about all things Noetic Cyber, his learnings from Ionic Security, buildi…
110: One tool to 3x your discovery
Discovery is not a one-time event. Throughout the sales process we should seek to learn more and more about our prospects and the…
109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer …
Bessemer is one of the legendary VC companies and has a long history of investing in cyber security companies. Amit Karp is a Par…
108: Alex Jones, CRO at NetSPI, talks journey into cyber and building…
Alex Jones, CRO at NetSPI, joins me today to talk about his journey into the cybersecurity sales world and what he’s doing at Net…
107: Chris Smith, CRO at Aqua Security, on 7 steps to hiring great sa…
Chris Smith, CRO at Aqua, joins me today to talk about creating a great sales team as a company that’s growing rapidly by being i…
#106: Momentum Cyber’s Cybersecurity Almanac 2022
Today’s topic is all about Momentum Cyber’s Cybersecurity Almanac 2022. Momentum Cyber is an investment bank that deals with only…
#105: Jay Wallace, VP of Worldwide Sales at Rumble, talks building a …
Jay Wallace, Vice President of Worldwide Sales at Rumble, joins me today to talk about his experience on how someone who didn’t s…
#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…