When I finally finished asking my prospect the seemingly 5 minute question, she just looked at me confused. "Huh"? This was not good... Check out this video for more tips on asking the right questions to improve your discovery (and not make the same mistake as me!).

Sometimes the simplest answer to generating pipeline is right in front of us! Joe Mara says to go 'old school' and use your network! Check out 2 other ideas he shares on this episode.

In this episode, Theo Nasser, CEO and Co-Founder of Right-Hand Cybersecurity, draws on his years of experience in creating and scaling businesses to tackle pipeline generation. He dives headfirst into the three biggest areas of focus every business leader should have, and how each branch builds out and supports one…

In this episode, Ryan Reisert, the Founder of Phone Ready Leads™ gives us 3 tips to help when making outbound calls.

In this episode, Andrew shares sales tips on asking the right questions to optimize your discovery meetings.

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 telling us…

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 generation and customer satisfaction. In this…

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.…

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…

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.

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

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.

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.

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.

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.

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.

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.

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.

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.

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

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…

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.

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: https://www.salesbluebird.com