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…

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 tank the…

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:…

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: htttps://www.salesbluebird.com

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: https://www.salesbluebird.com

The first few weeks for a sales leader at a new company are crucial. Denise Hayman, CRO at Sonrai Security, explains her process. Podcast and weekly email newsletter: https://www.salesbluebird.com/

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

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: https://www.salesbluebird.com/

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…

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…

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. Support the show (http://www.unstoppable.do)

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? Support the show (http://www.unstoppable.do)

Top sales talent is rarely on the market... so what is it that causes them to leave? Support the show (http://www.unstoppable.do)

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.…

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. Support the show (http://www.unstoppable.do)

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. Support the show (http://www.unstoppable.do)

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!

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.. Support the show (www.unstoppable.com)

Great questions yield the best answers unless you screw up when asking them! Find out how to avoid one common mistake in this episode. Support the show (http://www.unstoppable.do)

Very few people are truly motivated by money. and I count salespeople in that statement. So what are salespeople motivated by? Support the show (http://www.unstoppable.do)

You want to coach your team member but you know what they should be doing. In fact, it's burning a whole in your head. Many of us offer advice dressed up as a question. Right or wrong? Find out in this episode. Support the show (http://www.unstoppable.do)

The 1st line manager in a B2B sales organization is the least rewarding job in the company. This episode is the start of helping you be great. Support the show (http://www.unstoppable.do)

Ever find your prospects switch-off when it's your turn to talk? Maybe you have the menu in the wrong order. Support the show (http://www.unstoppable.do)

Sales manager training: people have been studying people and life for millennia and despite all the huge advances in the last few hundred years, the nature of humans has not changed much. Greats sales leaders understand these 3 concepts from ancient philosophy. Sales manager tips.