Videos

Kevin Hopp, the Founder of the Hopp Consulting Group and host of the Sales Career podcast has helped over 70 different early-stage SaaS businesses with their sales process and strategy. He advises early-stage companies on how to build a reliable framework for growth.
In this episode, Kevin is telli…

View more

Scott McCrady, the CEO of SolCyber, is an accomplished international executive with broad experience in sales, business development and the operations side of a cloud based and information security based business.
He has a proven track record at driving results in sales, operations, revenue genera…

View more

In this episode, we have Rick Hill, the VP of Sales at Ava Security talking about the biggest challenge he and his peers have had with pipeline generation and how to fix it.

Rick led a sales team through all sorts of awareness challenges through to acquisition earlier this year. Tune in to learn …

View more

Mike Rogers, CRO @ Noetic Cyber, talks about 3 things he is bringing to Noetic Cyber from lessons learned at Ionic Security.
In this video, Mike goes in more depth on building a high caliber team, ensuring market need has been identified and having the right technology to differentiate from compet…

View more

Mike Rogers, CRO @ Noetic Cyber, shares how he found innovative, passionate CISO's that were willing to take a risk during his time at Ionic Security.

View more

Mike Rogers, CRO @ Noetic Cyber, shares how they built a community of exceptional design partners & early adopters at Ionic Security.

View more
View more

Chris Smith is the Chief Revenue Officer at Aqua Security who are in hyper-growth mode right now. This means that he is hiring cyber security sellers and sales leaders and in this video, he talks about one aspect of his process.

View more

Chris Smith is the Chief Revenue Officer at Aqua Security who are in hyper-growth mode right now. This means that he is hiring cyber security sellers and sales leaders and in this video, he talks about one aspect of his process.

View more

Chris Smith is the Chief Revenue Officer at Aqua Security who are in hyper-growth mode right now. This means that he is hiring cyber security sellers and sales leaders and in this video, he talks about one aspect of his process.

View more

Chris Smith is the Chief Revenue Officer at Aqua Security who are in hyper-growth mode right now. This means that he is hiring cyber security sellers and sales leaders and in this video, he talks about one aspect of his process.

View more

Chris Smith is the Chief Revenue Officer at Aqua Security who are in hyper-growth mode right now. This means that he is hiring cyber security sellers and sales leaders and in this video, he talks about one aspect of his process.

View more

Chris Smith is the Chief Revenue Officer at Aqua Security who are in hyper-growth mode right now. This means that he is hiring cyber security sellers and sales leaders and in this video, he talks about one aspect of his process.

View more

Chris Smith is the Chief Revenue Officer at Aqua Security who are in hyper-growth mode right now. This means that he is hiring cyber security sellers and sales leaders and in this video, he talks about one aspect of his process.

View more

Chris Beall from Connect and Sell explains why the first 7 seconds of the call will determine its success and how to build trust in that short period of time. He also explains why personalization is over rated.

View more

Chris Beall from Connect and Sell critiques my cold call script for calling sales leaders at cyber security startups.

View more

In the summer of 2014 I got introduced to Connect and Sell. I was in the sales team at a cyber security company and tried it to help book more meetings. I had no idea what I was getting in to and ended up making cold calls parked by the side of the road.

View more

Looking back with the time to reflect, there is one thing that Mark Parinello, the CRO at SentinelOne, wishes he would have done differently at the time of the IPO. This is a useful tip for all other cyber security sales leaders going through the IPO process.

View more

What effect does an IPO have on the day to day life of a sales leader at a cyber security company? Mark Parrinello, the CRO at SentinelOne explains.

Podcast and weekly email newsletter: HTTP://www.salesbluebird.com

View more

An IPO can be exciting for a cyber security sales team but the company can't afford for the team to get distracted. The sales team needs to stay focused on delivering deals and revenue during a period of excitement and change.

Mark Parrinello, the CRO at SentinelOne, went through this recently wit…

View more

Mark Parrinello, the CRO at SentinelOne, goes through the process any company will follow when choosing their forecasted revenue growth post-IPO. This is perhaps the most important metric when valuing a software IPO stock. Too low will impact valuation for the IPO, too high (which you miss) will …

View more

Mark Parrinello, the CRO @ SentinelOne talks about when the decision was made to IPO and some of the thinking behind it. The cyber security sales team at SentinelOne had been growing the business substantially and it was important to keep the growth going.

Podcast and weekly email newsletter at: H…

View more

Denise Hayman, CRO at Sonrai Security, used to be the sales leader at Vontu, one of the pioneers of DLP. Vontu was known for having a disciplined sales process and Denise has drawn on what she learned when creating the process at subsequent companies.

Podcast and weekly email newsletter: HTTP://w…

View more

Although it would seem that the CISO would be the buyer for a cyber security startups products. Often, that is not the case! Denise Hayman, CRO at Sonrai Security, explains why.

Podcast and weekly email newsletter: HTTP://www.salesbluebird.com

View more