On this episode of Sales Bluebird, we hear from the Tom Pace, co-founder of NetRise, a company that provides visibility into device firmware to help make informed decisions on potential risks. The speaker shares insights on targeted outreach, utilizing networks and introductions, and evangelizing the problem they solve. Tom also…

Uncover the most effective techniques for selling value at your cybersecurity startup. My special guest is Russell Coleman. Meet Russell Coleman, a seasoned expert in the art of selling value. With years of experience under his belt, Russell has honed his skills and established himself as a go-to resource for…

Paul Lewis is a highly accomplished entrepreneur and founder dedicated to creating solutions to better protect data. As the CEO of Calamu, he is pioneering a novel way to approach data protection. His diverse experiences have laid the foundation for his success, including interning with AT&T, founding six companies, and…

Everyone can create a sales deck to use in early-stage meetings with prospects. But sometimes they are awesome and sometimes they are awful. In this episode, I find 2 sales decks I used approximately 1014 years ago while selling at McAfee and break them down. Spoiler: one is very much…

Sellers are often told to prepare for the first call with a prospect, but rarely are they taught how to do it properly. Check out this video where Amanda explains: -where to start doing the research -how to think about representing the business value you might bring to the prospect…

Abhishek once received some great advise. Product market fit is there when you take somebody who knows nothing about your product can sell your product. So his team hired their first VP of sales in 2020. Although COVID played a role in some challenges, Abhishek and his team are averaging…

Showing value is when we show time to value reduced as much as possible. The challenge with a lot of solutions in cybersecurity is just the nature of cybersecurity is very complex and it takes a lot of time to show value.

Learning how to sell. Abhishek says to keep this question at the forefront. How can we take away the most amount of problems for customers to just try our product? And also, be realistic about procedures such as the procurement cycle that you have to go through regardless of how…

How do you avoid getting sucked into buzzword bingo when describing how you are different? Andy Raskin, the OG of Strategic Narrative, talks about the role of a "movement" in this clip. Listen to the whole episode wherever you get your podcasts or check out this clip.

"It's all well and good with all the marketing speak, but our buyers want technical information". Not so fast, says Andy Raskin. It's often the technical folks who often crave a break from speeds, feeds, and feature comparisons. Listen to the full episode in your favorite podcast player or check…

In a market that is so crowded, HOW you differentiate matters. Here Andy Raskin explains what strategic narrative is… Listen to the whole episode wherever you get your podcasts or check out this clip. https://www.salesbluebird.com/148-how-to-use-strategic-narrative-to-engage-with-prospects/

With Michelle Torrey-Teunissen, CRO @ 6clicks on the power of product reviews. With buyers being more sophisticated, Michelle predicts that 3rd party sites such as reviews will become more important in cyber security sales. Customers are self-educating and they're looking for product reviews. -what kind of rating you have -what…

When Michelle Torrey-Teunissen, CRO @ 6clicks, joined the company, she found the company was very knowledgeable about the advisory space and so brought in a channel manager, developed a security sales channel program and put all of the foundational pieces in place to really embrace the channel. And she even…

With Michelle Torrey-Teunissen, CRO @ 6clicks, on the importance of having a compelling technology story to begin with for mindshare. And then layering on other channel benefits such as motivating the salespeople (vendor and reseller) with the right program, and getting leads. etc

Eric Appel, head of WW Wales at Island, talks about Island's sales team. A group that has worked together for 15+ years - but lacked startup experience. Instead, what they brought was an understanding of how to sell security and even security platforms, and they also brought with them a…

When Eric Appel joined Island, it was just him, Terry Lewis and Bill Gardini. And so the 3 of them started selling. Hear why that was an amazing experience for Eric and why he encourages others to do the same if given the opportunity.

In cybersecurity sales, getting your buyers to actually pay is hard. Hear what question Adam Gavish, CEO of DoControl asks his customers.

In cybersecurity sales, learning how to stand out above the noise and be noticed is critical for success. Hear what Adam Gavish, CEO of DoControl has to say.

I'll share 3 tips on how to use your sales deck effectively. Watch part II for more!

Check out part II for 2 more tips on how to use your sales deck effectively.

#4: Ani Chaudhuri, CEO and co-founder of Dasera, gives us 3 hiring tips for growing cyber security start ups. 4 part series with Ani on how he is bringing an innovation to market that has multiple stakeholder groups in the buying process.

#3: Ani Chaudhuri, CEO and co-founder of Dasera, gives us 3 tips on customer acquisition. -Listen to the customer’s problem -Demo product -Deploy in their environment 4 part series with Ani on how he is bringing an innovation to market that has multiple stakeholder groups in the buying process.

#2: Ani Chaudhuri, CEO and co-founder of Dasera, tells us how their time to value in their platform is under one hour. 4 part series with Ani on how he is bringing an innovation to market that has multiple stakeholder groups in the buying process.