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Episodes

March 24, 2022

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 sales world revolves around a problem. After all, the whole reason we are able to sell …

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March 22, 2022

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, building a great working environment, how to figure out who the biggest innovators are, and more. Mike...

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March 17, 2022

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 challenges they face. Using the “what we heard” slide will give you the tool to drive continuou...

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March 15, 2022

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 Partner, based in Tel Aviv, who has led some of their cyber security investments in Israel. In …

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March 10, 2022

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 NetSPI to continue to build a great sales team. Alex spent most of his time building a …

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March 3, 2022

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 intentional about bringing in the right people. Chris has been in the cyber sales industry for …

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March 1, 2022

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 cybersecurity companies and is headed by Dave DeWalt. If you’d like to read the Almanac yoursel...

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Feb. 24, 2022

#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 start off in cybersecurity, ended up as VP WW Sales and is now in the process of building …

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Feb. 22, 2022

#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 frustrating experience all round. 3 things I see quite a bit: We’re tempted to rush the discovery W...

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Feb. 17, 2022

#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 company do? who are they like that they already know about so they can do a comparison? …

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Feb. 15, 2022

#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 sales world and how that has led him to where he is today as founder of a cybersecurity company. …

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Feb. 10, 2022

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, we’ve all been there. That first meeting conversion has such a huge impact on how successful …

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Feb. 8, 2022

#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 this landmark episode, we have a special guest, Brian Gumbel, CRO at Armis, who joins …

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Feb. 4, 2022

#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 company, you are in the right place. We want your questions and topic suggestions for …

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Feb. 1, 2022

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. 00:00 – Introduction 01:10 – Learning a new language, aka ‘vendor speak’ 02:00 – An email that w...

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Jan. 27, 2022

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 insource vs outsource, measuring success, how hard it is to be an SDR and a whole lot more. If you are ...

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Jan. 25, 2022

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 despite winning gold and silver at the Winter Olympics many were disappointed in her performance i...

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Jan. 21, 2022

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 and how he tends to go the opposite way of where the masses head…because that's where the growth, ...

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Jan. 18, 2022

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 practical strategies on how you can overcome this barrier:- The no-pitch, pitch deck Every point you w...

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Jan. 14, 2022

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. If you want to hear more, then this show is for you. People don't care about your …

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Jan. 11, 2022

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…but somehow your meeting was a complete disaster?!? We’ve all been there so don’t beat yourself u...

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Jan. 5, 2022

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 of helping U.S. cybersecurity companies expand into the European market. In this podcast episode,...

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Dec. 2, 2021

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. Find the changes Bluescape had to make to enable this shift and how it is working for them in thi...

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Nov. 18, 2021

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 and deliver. In this episode CRO Jeff Lauer talks about his experiences, why this might be, …

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