Videos

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.

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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.

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

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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.

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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.

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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.

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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…

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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 …

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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.

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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.

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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.

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The first few weeks for a sales leader at a new company are crucial. Denise Hayman, CRO at Sonrai Security, explains her process.

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Notoriously, sales and marketing at cyber security startups do not collaborate well. Denise Hayman, the CRO at Sonrai Security, shares how she fosters collaboration between the two departments.

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Denise Hayman, the CRO at Sonrai Security, shares her preference for where SDRs should sit and the reason why for cyber security startups. She also explains how she thinks they should be compensated to be aligned to the goals of the sales team.

Podcast and weekly email newsletter: HTTP://www.sale…

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Mark Parrinello, the CRO at SentinelOne, joined the company right before the pandemic in February 2020. It wasn't a rebuild... the cyber security sales team was successful and driving very impressive growth. In this video, he talks about taking over this team and the foundations he had to put in p…

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Mark Parrinello, the CRO @ SentinelOne, talks about how what was needed to build the foundations for the continued hyper-growth of this cyber security company. He was brought in to scale the business dramatically and needed to put in place the elements that would allow that to happen. The sales te…

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It's easy to say "you need to build a bench", much harder to do well and consistently.  Find out 4 steps to take that you can do in under 2 hours per week in this episode.

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There is no worse thing to be called as a sales leader than "micro manager"... so what do you do if that's what happens?

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Top sales talent is rarely on the market... so what is it that causes them to leave? 

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Do you hire the best person you can find at that point in time (a dot) or do you hire someone you've got to know over time and seen them grow and progress (a line)?  Too often we do the first when it makes much more sense to the second.  find out more in this episode.

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You get promoted to run a team and the firehose starts.  Everything comes at you from all sides and it is easy to become overwhelmed.  But not if you follow these 3 steps.

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Open territories can cost you between $0.5m and $1.5m in lost bookings over 2 years.  We can avoid that by being proactive and not reactive in hiring.

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Get the sense that your B2B sales team is bored during your regular team meetings? As a sales manager, here are 3 ideas to get them re-engaged!

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Sales managers: Find your team drifting apart and just focusing on quota and numbers? Change the dynamic by setting a big hairy audacious goal that will bring the team together and rally them around a common cause..

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