The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut! (Andrew Monaghan)
Explore every episode of The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut!
| Pub. Date | Title | Duration | |
|---|---|---|---|
| 04 Feb 2022 | 99: 6 reasons security leaders buy from startups | 00:18:34 | |
This episode covers 6 reasons why CISOs and other senior leaders buy from startups.
Oh and don't forget to sign up for the Sales Bluebird email - it's good actionable stuff - salesbluebird.com Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 08 Feb 2022 | 100: Brian Gumbel, CRO At Armis Shares His Tips on Scaling Cyber Security Sales Teams | 00:39:50 | |
Welcome to our 100th Episode! Brian started as a District Manager at NET-Tel in 1997 and with stops long the way at Cisco, McAfee, Tanium and Forescout is now CRO at Armis. Since starting at Armis, Brian has helped double the size of the company. What was a company of 200 employees, is now a company of 500. In this episode, Brian speaks candidly about the decisions he’s made during his career, company changes, the first hires he made, what he looks for in new hires, and much more. Tune in to today's episode to learn about his journey! If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 10 Feb 2022 | 101: How to get better at first meetings (Part 1) | 00:13:31 | |
You know when you’re doing a bunch of first meetings, but not enough of them are converting to a second meeting or demos? Well, we’ve all been there. That first meeting conversion has such a huge impact on how successful we are. If your conversion rate isn't the best, then what ends up happening is you try to make the most of what you have, and do anything you can to have opportunities (good or bad) go through. Maybe it’s something you’re doing, or maybe it's something you’re not doing! In our next three episodes, we will be covering all things “first meetings”. We will be going over a check list I created and thinking through what's happening in those first meetings and what we can do to make sure they’re turning into those quality opportunities that we’re looking for. Now, let's go over a few of those points: #1 Are you truly meeting with your ideal customer profile? #2 Are we having the right level of conversation for who we’re meeting with? #3 Are you carving out 10 minutes at the end of the meeting to agree on the next steps? #4 Have you identified a big enough problem to work through with the prospect or that's big enough for them to be excited to fix? #5 Have you been able to articulate a future for them to move towards and get excited about? #6 How have you spent your time in the meeting? Sometimes we’ve pitched too much in the time we’ve carved out for the meeting #7 Are we asking great questions during the explanation of what we do? Tune into today's episode where we expand on these points and what you can do to score those second meetings! Get the First Meeting Checklist If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com)
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 15 Feb 2022 | 102: Bob Kruse, CEO and co-founder of Revelstoke Security, on how a sales leader becomes CEO of a cybersecurity company | 00:31:19 | |
Bob Kruse, CEO and co-founder of Revelstoke Security, joins me today to talk about his experience and success in the cybersecurity sales world and how that has led him to where he is today as founder of a cybersecurity company. He tells us the journey he has gone through from building a successful sales resume to becoming a CEO and what has kept him in cybersecurity for so many years Bob began his career at F5 Networks in March 2002. He was drawn in by the human element of cybersecurity, or as he calls it the “cyber who done it!” He’s been able to watch this space evolve which has allowed him to advance and grow with it. Now in 2022, he continues in the field leading a company he co-founded. He talks about the transition from sales manager to CEO and founder and how he’s structuring his own team. Tune into today's episode to learn more about Bob, his journey and what’s coming up with Revelstoke as it continues to grow this year! Want to get a hold of Bob? You can reach him at bob@revelstoke.io. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 17 Feb 2022 | 103: How to use your sales deck effectively | 00:15:07 | |
Let’s talk about the part of that first meeting where you describe what you do. Your prospect is asking themselves
This is where we usually pull out a presentation deck. Unfortunately, this deck has become synonymous with pitching and your prospects are apprehensive about salespeople pitching at them. So, let's go over 5 ways to use your deck effectively:
Tune into this episode where we expand more on these points and what you can do to make sure you’re using your deck effectively! Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 22 Feb 2022 | 104: Simple framework for value oriented discovery | 00:14:05 | |
We all know we should understand what is happening with our prospects, but too often discovery turns into interrogation and a frustrating experience all round. 3 things I see quite a bit:
These are the things I see getting in the way of your sessions, so I’ve come up with this 4 Box Framework, that allows you to execute great discoveries. #1 Current situation and current problem #2 Impact of the problem #3 Ideal Future #4 Positive Impact Tune into today's episode where we expand more on these points and what you can do to make sure you're making simple, but great discoveries! If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 24 Feb 2022 | 105: Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team | 00:43:07 | |
Jay Wallace, Vice President of Worldwide Sales at Rumble, joins me to talk about his experience on how someone who didn’t start off in cybersecurity, ended up as VP WW Sales. And is now in the process of building up his sales team from the ground up. Jay started off working in the world of banking by doing financial advisory work. As time went on he realized that the path he was on, wasn’t for him. Tune into today's episode where we expand on the decisions that led Jay to where he is now, how he’s structuring his team, what kind of hires he's looking to make, and what’s coming up for Rumble as they continue to grow. Get a hold of Jay (DM on LinkedIn, Email: jay@rumble.run) If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us your thoughts using voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 01 Mar 2022 | 106: Momentum Cyber’s Cybersecurity Almanac 2022 | 00:20:34 | |
Today’s topic is all about Momentum Cyber’s Cybersecurity Almanac 2022. Momentum Cyber is an investment bank that deals with only cybersecurity companies and is headed by Dave DeWalt. If you’d like to read the Almanac yourself, it is available for download on their website (momentumcyber.com), but today, I will be giving you my 5 key takeaways.
There were also some quick interesting takeaways such as how ransomware isn’t going away anytime soon, the skills shortage continues to be a problem, and how in a world where things are interconnected - 3rd party risk is a big thing. Tune into today's episode where we expand more on these 5 takeaways as well as go more into detail about the interesting facts found within this year’s Almanac! If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 03 Mar 2022 | 107: Chris Smith, CRO at Aqua Security, on 7 steps to hiring great sales talent | 00:44:30 | |
Chris Smith, CRO at Aqua, joins me today to talk about creating a great sales team as a company that’s growing rapidly by being intentional about bringing in the right people. Chris has been in sales for 30 years and has mostly stayed within the cyber security industry for multiple reasons, one of them being how within this career, you're doing something meaningful. Now, as he’s building out his team at Aqua, a cloud native application protection platform, he shares with us his approach he’s taking to ensure he’s making great hires.
Tune into today's episode where we expand more on Chris’s journey and his tactics to creating a great sales team by being intentional about bringing in the right people! If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video message at https://zipmessage.com/unstoppable
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 10 Mar 2022 | 108: Alex Jones, CRO at NetSPI, talks journey into cyber and building a great sales team | 00:40:25 | |
Alex Jones, CRO at NetSPI, joins me today to talk about his journey into the cybersecurity sales world and what he’s doing at NetSPI to continue to build a great sales team. Alex spent most of his time building a career outside of cyber (in recruitment), until 5 years ago when he joined NetSpi. At NetSPI, Alex had to dive in head first to learn the terminology and become familiar with the space. Luckily, the nontraditional aspect of his background paid off when he had to make hires to build up his sales team. Alex tells us the 5 key traits he looks for in all potential new hires:
Tune into today's episode where we expand more on Alex’s tactics to creating a great sales team! If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable NetSPI is hiring so, get in touch with Alex on LinkedIn: https://www.linkedin.com/in/alex-jones-9ab28811/ or he says you can find his email - a good sales rep will find it! Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 15 Mar 2022 | 109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture Partners | 00:43:40 | |
Bessemer is one of the legendary VC companies and has a long history of investing in cyber security companies. Amit Karp is a Partner, based in Tel Aviv, who has led some of their cyber security investments in Israel. In this episode we’ll chat:
Tune into today's episode where we expand more on hot trends in cyberspace! If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Get hold of Amit ( karp@bvp.com ) Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 17 Mar 2022 | 110: One tool to 3x your discovery | 00:11:30 | |
Discovery is not a one-time event. Throughout the sales process we should seek to learn more and more about our prospects and the challenges they face. Using the “what we heard” slide will give you the tool to drive continuous discovery. Be sure to make it natural and to make it a collaboration with your prospects. Learn what this slide is and how to use it in today’s episode. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) Support the show (http://www.unstoppable.do) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 22 Mar 2022 | 111: Mike Rogers, CRO at Noetic Cyber, breaks down why Ionic Security was not a financial success | 00:48:29 | |
Mike Rogers, CRO at Noetic Cyber, joins me today to talk about all things Noetic Cyber, his learnings from Ionic Security, building a great working environment, how to figure out who the biggest innovators are, and more. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Noetic is hiring so, get in touch with Mike on LinkedIn: https://www.linkedin.com/in/themikerogers/ or he says you can email him at mrogers@noeticcyber.com Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 24 Mar 2022 | 112: How to help your prospect understand that you have the solution to their problem | 00:15:45 | |
Today, we are talking about one of the ways we can make the whole sales process smoother and quicker. Everything we do in the sales world revolves around a problem. After all, the whole reason we are able to sell to anyone is because of a problem someone is trying to solve, right? I want to challenge your thinking here, and ask you this: Have you ever empathized with a prospect over their problem? I know the quickest response in our minds to a question like that would be, “I know my prospects problem before we even get to a meeting”. But, the truth is that sometimes we “know” the problem and mistake that for having a deeper understanding of the problem. If we can master not only finding the problem that each prospect is dealing with but also being able to empathize how that problem is impacting their lives, they are much more likely to believe we have the solution. If you look at everything you hear from the companies that you work for, I bet you that 80% of it is oriented around the product, the solution, the latest version, the new feature that came out, and we're making ourselves to be the hero of the story. If we are bombarded with these messages, then it's more natural for us over time to end up talking about those things the most. The bottom line is that prospects buy things from people they trust, and someone they believe has the solution to their urgent need. When we are in the sales process, if we can focus on these things we will be able to make our sales cycle much shorter. Tune into the episode to learn how you can understand your prospect problems deeply, explain your solution in an intentional way with those understandings, and use great questions to draw the prospect into a meaningful conversation. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 29 Mar 2022 | 113: Denise Hayman, CRO at Sonrai Security talks journey in cyber security and her biggest learnings | 00:48:48 | |
Today on the podcast we have our special guest, Denise Hayman, CRO at Sonrai Security. In this episode, we are talking about her experience in the cyber security industry and learning the different takeaways that she kept from each of her roles in different companies. With the pressure to constantly bring in numbers, it’s important to think about what your priorities are and how you will work effectively with them. Denise tells us that just because someone may have only been successful in one company, it doesn't mean that they can't be successful in a different company, but they need to have the right motivation, the right coachability and the right desire to do something different. When it comes to the sales process she experienced in her career, there was a very formal qualification process and a formal kickoff to the POC, that involved socializing with the executives to make sure that there was going to be buy in. Denise stresses that having the basics in place is extremely important, and with most companies they are not consistent with keeping up with the process that needs to happen to make sure you’re speaking to the right people in the sales process. If you have an open mind about each company to understand what’s going on in each one you will be able to see how you can best use your skill sets to benefit the company. When you rise above the noise and go the extra mile, you will be able to flourish. Tune into the episode to hear more about Denise’s experience and how you can implement some of her greatest learnings into your career journey! If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 01 Apr 2022 | 114: What I would do differently at the beginning of my sales career | 00:17:13 | |
In 1998, I started my sales career in the cybersecurity industry. I spent 19 years directly in sales carrying a quota, either as a seller or as a sales leader. Then, I spent about eight or nine years working with sales teams, as a consultant, trainer and coach to help them succeed in the cybersecurity space. While in my sales career, I qualified for eight out of the 12 President's clubs. By most measures, I did pretty good. I feel reasonably satisfied with how things have gone. Now, years after leaving and really looking back on it, there are definitely some things that I would change if I could do it all over again. When I speak with my clients, a burning question that many people have is, “what would you do differently in your past sales career if you know what you know now?” Some people may not want to look back on the past and wish they did something differently. But, there’s a difference between regretting something and thinking of how you can use your experiences to teach and inspire others. So in this episode, I’m going to break down the four different things that I would have done differently, in hopes that you will be able to take this advice and avoid making these mistakes for yourself. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 05 Apr 2022 | 115: Mark Parrinello, CRO at SentinelOne, building the revenue organization for hyperscale and IPO | 00:42:45 | |
On this episode, we have our special guest Mark Parrinello, the CRO at SentinelOne who talks about how he prepared his sales organization for the 2021 IPO and the hyper growth trajectory the company is on. Mark stresses the importance of keeping a candid culture so that you can have your team buy into the company concepts, persevere through constant changes and keep an entrepreneurial spirit as you continue to grow and stretch your team. In his experience, something that will simplify the process of preparing for IPO and hyper-growth is to create a proper sales process and operations roadmap that has actionable goals with realistic timelines. Sometimes we can be hasty and want things done as soon as possible, but building those plans in bite sized chunks is so much more effective. Most importantly, when it comes to the IPO, it’s important to not only focus on your strengths and weaknesses throughout it but we have to enjoy the process. Enjoy the learning opportunities and take a minute to step back and remember what you’ve accomplished and how far you’ve come. Tune into the episode to learn more about Mark’s journey and how you can use his career learnings as insight for moving forward in your career. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 07 Apr 2022 | 116: Pipeline generation mini-episode #1 with Rick Hill, VP of Sales at Ava Security | 00:09:20 | |
This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. 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 the top 3 things he implemented to excel in pipeline generation. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 12 Apr 2022 | 117: Chris Beall, CEO at ConnectAndSell, on how to make a great cold call (and he improves mine!) | 00:47:01 | |
On this episode, we have our special guest Chris Beall, the CEO at ConnectAndSell. Chris goes over some insightful tactics that cover the psychology behind the call and how to grab your potential prospects' attention right away, and how he has been training people on how to do the same. The truth is, if you don’t master the first seven seconds and get trust, the rest of the call is utterly meaningless. The springboard to curiosity is trust. If you don't get there, you can't get there. When people are in sales training, a big piece that is missing is the real conversations. Chris realized that the unique experience of talking over and over to real prospects, and being coached on every conversation is what was needed to be able to help sellers grow in their sales expertise. While sharing his insight about the flow of the calls, Chris goes over how there are 4 parts of the conversation you will be having with prospects. The first part is the opener, the second part is the conversation going somewhere, the third part is objections, and the fourth part is asking for the meeting. Chris created his flight school based off of these concepts and structured the training for sellers to have the best results. Tune in to the episode to learn in depth all of the different pieces of learning sales and how to master the full process from getting on a cold call to moving the prospect to an official meeting. Stay connected with ConnectAndSell (https://connectandsell.com/) If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 14 Apr 2022 | 118: Pipeline generation mini-episode #2 with Scott McCrady, CEO of SolCyber | 00:04:56 | |
This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. 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 episode, Scott is telling us the top 3 things he implemented to excel in pipeline generation. Tune in to hear how he does it! If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 19 Apr 2022 | 119: Rick Hill, VP Sales at Ava Security, on the process of being acquired (and how it feels) | 00:39:48 | |
On this episode, we sit down with Rick Hill, Vice President and General Manager of the Americas at Ava Security. Rick started his career at Cisco in the Sales Associate Program and ended his 16 year career with them as Director of Sales, Global Enterprise to make the move to Ava Security to become their VP & GM of the Americas. In his career at Cisco, Rick progressed through the ranks and eventually made the decision to leave the nest. He recalls times where some thought he was crazy for leaving his role in Cisco, but for him it was time to do something different. Now, the startup world and culture is a different beast altogether, so it’s not for everyone, but for Rick, it was the right time to do something different. It was the right time for him to take all of the skills and talents that he had the chance to grow and accumulate at Cisco and put them to work in a different way. Rick explains the adjustment from going from a large company like Cisco to a startup where he was tasked with consistently making big decisions. He went from making decisions with a significant amount of data points to making a volume of decisions with a high level of intensity. He explains how although this change at first felt intense and exhausting, with time he was able to adjust. As Rick likes to say: it’s where the fun is. At Ava Security, Rick leads the Americas business with the responsibility to help their partners, customers, and communities leverage the technology to disrupt the market and protect their people, places, and intellectual property. Tune in to the episode to learn more about Rick’s journey, his transition to Ava Security, and to go in depth into how his company was recently acquired and everything that went into that process. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 21 Apr 2022 | 120: Pipeline generation tips #3 with Ryan Reisert, Founder of Phone Ready Leads | 00:08:43 | |
This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. Ryan Reisert, the Founder of Phone Ready Leads and host of the Revenue Champions podcast is an accomplished leader in the sales development realm. He's incredibly well versed in the business landscape and fluent in the languages of tech, media, eComm and sales. In this episode, Ryan is telling us the top 3 things he implemented to excel in pipeline generation. Tune in to hear how he does it! If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 26 Apr 2022 | 121: Theo Nasser, CEO at Right-Hand cybersecurity, on ditching corporate sales life and starting a cybersecurity company | 00:41:07 | |
On this episode, we sit down with Theo Nassar, CEO at Right-Hand Cybersecurity, to talk about how Theo made a change in his work life and did something a lot of us wish we could or did do. Theo started out his journey in cyber as an intern with FireEye and then ended up getting an offer to join them as a Sales Development Representative. Now, 8 years later, he has started a business of his own called Right-Hand Cybersecurity. Starting a company is something that Theo had always wanted to do. What it came down to was a conversation between him and his wife about three things… #1 What were they going to do? #2 Who were they going to do it with? #3 Where were they going to do it? Once he felt confident in the network he had accumulated combined with the problem he had identified, it felt like the right time to take the plunge. So what were some of Theo’s first hires? Well, it wasn’t salespeople. He started off with hiring engineers to help build and establish his product. At first, he explains how when making those first hires, whether it was those early engineers or the early people on his go to market team, you’re hiring for a brand that is relatively unknown. Basically, you’re hiring on a vision and you're selling the vision of what you want to do, and the potential you want to unlock. His #1 advice he’d give to an entrepreneur looking to hire the first members of their team would be to build in public. As CEO, Theo continues to make cold calls, do outreach for prospects, and has the discipline to take what he learned during his years as an SDR and apply them to his practice and routine today. Tune in to the episode to learn more about Theo’s journey from intern in cybersecurity to being founder and CEO of his own business. If you want to get in touch with Theo, the best way is to contact him on LinkedIn or email him at theo@right-hand.ai.com If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 28 Apr 2022 | 122: Pipeline generation tips #4 with Kevin Hopp, CEO of the Hopp Consulting Group | 00:13:13 | |
This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. 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 the top things he implemented to excel in pipeline generation. Tune in to hear how he does it! If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 03 May 2022 | 123: Scott McCrady, CEO of SolCyber Managed Security Services, talks about the important role MSSP plays in today's cyber security market | 00:44:42 | |
We are in for a treat for today’s episode. Scott McCrady, CEO of SolCyber Managed Security Services, joins me today to talk about his incredible story about how he went from being an engineer to switching careers and working his way up in the cybersecurity sales space. When he left his engineer job to pursue his passion of working in sales, he started his new career with Symantec. While he was there for an entire decade, he was able to bring businesses from zero to helping them create a solid foundation in their Asia Pacific in Japan and Sydney businesses. Because of his incredible work, he got asked to come back and run the whole business which at the time, was one of the largest MSSP in the world, with 450 to 500 employees, and six security operations centers around the world. Later in his career he decided to go somewhere smaller and helped build out FireEye’s MSSP program, both for sales outbound, but also to work with partners and channels. With years of experience in MSSP, Scott is sharing what he feels like his biggest learnings were, what could be different and what he took from it to make SolCyber Managed Security Services the best in the industry. Tune into today's episode where we expand more on Scott’s thoughts on how to cut through the noise in a world where everybody can call themselves an MSSP and rise above it by really delivering results and building your reputation. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Make sure to get in touch with Scott on LinkedIn to get connected: https://www.linkedin.com/in/scottmccrady/ Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 05 May 2022 | 124: Pipeline generation tips #5 with Joe Mara, AVP, North American SLED & Canada at Elastic | 00:08:14 | |
It’s no secret that the number one challenge for sellers in cyber security is generating pipeline. In this episode, Joe Mara who is a longtime cybersecurity seller and sales leader, responsible for generating over $250 million in revenue in highly competitive markets is giving his pointers on how he strategically created ways to generate new pipeline. Throughout the past two years with so many people being out of the office and working from home, it brought up new challenges for sellers to get in touch to schedule meetings with prospects and keep their prospects engaged. With Joe’s unique blend of sales skills, opportunistic vigilance, and keen business acumen, we will learn in this episode what he does to fix this problem and get better results in the process. Tune in to this episode to learn the top things he implemented to excel in pipeline generation. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 10 May 2022 | 125: The power of asking short questions like Barbara Walters | 00:16:20 | |
Like in big news interviews, mastering the perfect question in sales can make all the difference. In this episode, Andrew dives into two interviews by Barbara Walters to glean what we can learn about question length. Barbara Walters is known for handling the big, tough interviews well and for getting to the core of her interviewees so much so that they often cry. As sellers, we can learn from the best, especially when it comes to question length. Tune in to learn:
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 12 May 2022 | 126: Pipeline generation tips #6 with Theo Nasser, CEO and Co-Founder of Right-Hand Cybersecurity | 00:07:17 | |
The ongoing Pipeline Generation series has sales landscape leaders and experts pop by and share their pearls of wisdom on building and growing a sales pipeline. 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 another. Are you focusing your efforts where they’re most needed to grow your pipeline? Tune in to this episode to learn mindset from the master. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 17 May 2022 | 127: 2 questions to ask the CEO/founder before joining a cyber security startup | 00:13:18 | |
At a startup, the founder usually has a big impact on everything to do with the company. With that being said, it’s not uncommon to have the founder come in and critique the work being done in every department. They are a part of the culture, character, messaging, vision and so much more that will directly affect the success of the company. So, what intrigues people about joining startups compared to established companies? Unfortunately, many people are sold a dream when they join a startup. They are attracted by promises of untold riches and IPO’s for joining the rocket ship early, but it’s not always as it seems. After Andrew’s experience being a part of three different startups, in this episode he is going over how to make the most out of the opportunity to meet the founders, and what two important questions you should ask them. Tune in to the episode to learn what questions he would ask, and the meaning behind them. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 19 May 2022 | 128: Pipeline generation tips #7 with David Dulany, Founder and CEO of Tenbound | 00:07:29 | |
The ongoing Pipeline Generation series has sales landscape leaders and experts pop by and share their pearls of wisdom on building and growing a sales pipeline. In this episode, David Dulany, Founder and CEO of Tenbound, shares his introspective insight into looking - really looking - at your past dead leads and examining them with a critical lens. What patterns do you see? What’s missing? Might the company still be having the same problem? A lead audit can be just what you need to set yourself up for success and help create proper customer profiles. Are your leads and pitch approaches where they need to be? Tune in to this episode to delve into lead organization and planning. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 24 May 2022 | 129: David Hatchell, Cybersecurity sales and business leader talks industrial controls systems and operational technology | 00:51:43 | |
“Industrial cybersecurity” is not just an imposing sounding term, it's a multi-billion dollar industry. From monetizing endpoints to breaking apart the systems and structures as a whole, cybersecurity has become something that’s top of every business leader’s mind. In this episode, Dave Hatchell, long-time cybersecurity sales and business leader joins us to walk us through this subset of cyber security. We take a deep dive into why customers need the software that runs their business to also hold up on the protection side of things. But those are two different selling points. How does the customer vary? From leaning into that question, you can start to determine how your sales approaches should vary. Where do enterprise and industrial clients differ? With so many particular needs across so many particular industries, there are all kinds of start-ups popping up to address those highly specific industry needs. We touch on how you can be expected, as a salesperson, to solve those problems from industry to industry and from funding size to funding size. At the end of the day, this is a hot topic and a hot industry. How can you plan to break into it on the sales front? As businesses expand into more verticals, you can be ready to meet them where they need their struggles solved. From automation to political insecurity, the critical infrastructure and OT security industry is only going to grow bigger. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 26 May 2022 | 130: Ani Chaudhuri, CEO and co-founder of Dasera, an Innovation Sandbox finalist at RSA this year | 00:32:50 | |
In this episode, we chat with Ani Chaudhuri, co-founder and CEO of Dasera, who was selected for the RSA Conference innovation sandbox. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 27 May 2022 | 131: Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, an Innovation Sandbox finalist at RSA | 00:29:52 | |
In this episode, Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, joins us to explain what Talon does and the big innovation they are bringing to the market. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable. Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 31 May 2022 | 132: Sharon Goldberg, Founder and CEO of BastionZero talks selling targeted cybersecurity solutions | 00:40:25 | |
In this episode, Sharon Goldberg, Co-Founder and CEO of BastionZero, who is fresh off her selection for the RSA Conference innovation sandbox, joins us to discuss which targeted areas her company has found opportunities in. Sharon and Ethan’s (her co-founder) journey over the last decade has taken a few twists and turns but ultimately ended up with the BastionZero team working on something they are passionate about and which customers really love. Sharon explains their learnings over the last few years and the innovation they have brought to market. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 02 Jun 2022 | 133: Brian Lake, COO of Torq, Innovation Sandbox finalist on their innovation and the importance of staying focused on the problems to solve | 00:29:05 | |
In this episode, Brian Lake, COO of Torq, who is fresh off his selection for the RSA Conference innovation sandbox, talks about the role automation plays in cyber security. Many businesses today find themselves stuck in an accidental cycle of handling cybersecurity updates and processes in-house and manually. What that means is not only a lot of confusion as specs change, but also a super high risk for mistakes or things to slip through the cracks. Brain talks about how important it is to stay focused on the problem you solve. And how getting the right people on board is super important to the success of the company. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 03 Jun 2022 | 134: Greg Fitzgerald, Co-Founder and President of Sevco Security, talks the importance of understanding the problem the customer has | 00:32:12 | |
In this episode, Greg Fitzgerald, co-founder and President of Sevco Security, who is fresh off his selection for the RSA Conference innovation sandbox, joins us to share and expand on Sevco’s driving philosophy: “You can’t protect what you don’t know.” There are lot’s of companies that have worked on this problem, however Greg explains how Sevco’s deep understanding of correlating data enables them to create a compelling single source of truth. Greg discusses how Sevco found its problem-solving niche, how that approach to solving for blind spots can be translated across companies and much more. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Support the show You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 06 Jun 2022 | 135: Giora Engel, Co-Founder and CEO of Neosec, talks unique ways to tackle API security | 00:19:26 | |
In this episode, Giora Engel, Co-Founder and CEO of Neosec, who is fresh off his selection for the RSA Conference innovation sandbox, joins us to share and expand on the unique ways Neosec tackles API security. Many businesses operate fully digitally for selling their products and services. The impact of not protecting your API’s is clear, because it is a direct portal to your most sensitive business logic. When it comes to the actual applications and API's, the security teams are completely blind. Neosec helps security organizations to discover API's to find vulnerabilities, stop abuse, and build more urgency around protecting their API’s which is the ultimate goal. Giora discusses how Neosec found its problem-solving niche, how they used that approach to solving blind spots in the market, how they helped buyers in security organizations become more aware, and much more. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow Giora Engel on LinkedIn: https://www.linkedin.com/in/giorae/ You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 08 Jun 2022 | 136: Peter Prizio, CEO of SnapAttack talks the value in combining disparate tools to make the lives of red and blue teams easier | 00:31:04 | |
Peter Prizio, CEO of SnapAttack, part of the early stage expo at RSA this week, joins us to talk about the tools to make operations easier in cybersecurity. Snap Attack is a product company that has a continuous purple teaming platform. It allows people who work on offensive and defensive cybersecurity to come together and get a new hunt package or deploy alerts to their alerting tools. Peter tells us that when it comes to describing the problem and pitching the product, it’s all about having coverage and confidence. In a sales conversation, it’s important to show the CISO’s that the attack could happen to anyone, and they can leverage red and blue teams to be able to lower the chances of them having a new threat or breach. In this episode, Peter talks about his biggest learnings in the cybersecurity industry, what has been working for SnapAttack with their messaging to prospects and how they were able to leverage collaboration to create better results for their companies. What you’ll learn:
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 14 Jun 2022 | 137: Ian Bramson, Global Head of Industrial Cybersecurity at ABS Group, talks about the 3 shifts coming in industrial and operational tech security | 00:33:03 | |
Cyber security for operational technology and industrial systems is a hot topic right now. The security of these systems is important to the critical revenue generation parts of companies and also to governments and countries. In this episode, Ian Bramson, Global Head of Industrial Cybersecurity at ABS Group, talked at RSA about the 3 shifts coming in this space and we are giving you a sneak peak today. Ian discusses the importance of market drivers, how industrial cyber hygiene will be a competitive advantage, how OT is taking domain priority, and much more. Tune in to learn:
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow Ian Bramson on LinkedIn: https://www.linkedin.com/in/ianbramson Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 16 Jun 2022 | 138: Vladi Sandler, Co-Founder and CEO at Lightspin talks protecting cloud and Kubernetes environments from unknown risks | 00:21:07 | |
Any software that does a lot of work behind the scenes that makes the user’s life simple is going to be attractive as an operational efficiency driver. In this episode, we have Vladi Sandler, co-founder and CEO at Lightspin joining me to talk about how he does that in his company. Lightspin is a proactive cloud security platform that protects cloud and Kubernetes environments from unknown risks. Vladi shares that he helps customers focus on what needs to be done and how it can be fixed. At Lightspin, they do root cause analysis to automatically generate the infrastructure, code, right configuration, and ultimately to fix the problem. Tune in to learn:
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow Vladi Sandler on LinkedIn: https://www.linkedin.com/in/vladi-cloud-security/?originalSubdomain=il Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 21 Jun 2022 | 139: Jason Prindle, the Senior Director of Global Sales Development at Big ID, talks about his experience with hyper-personalization along with his four-pronged approach and how to put that approach into real-life | 00:12:12 | |
The world of sales is a crowded one where prospects in your pipeline are flooded with pitches. So the challenge for salespeople is to stand out and to make an impression. A great way to do that? Get hyper-personalized. Hyper-personalization shows attention to detail right from the start. This lets your prospects know that not only is the sales experience likely to be a smooth one, but that you’ve done your research and are only reaching out to them with a solution that they actually need. The question is how do you approach a hyper-personalized strategy? In this episode, Jason Prindle, the Senior Director of Global Sales Development at Big ID, takes over the podcast to share his company’s experience with hyper-personalization. He discusses his four-pronged approach (personalization, assumption of pain, proof point and call to action), and how to put that strategy into real-life action. How could hyper-personalization help you reach or exceed your various goals? Where can you make your prospecting materials a little more personalized? How specific can you get on solving customer struggles? Find out in this episode! If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Support the show You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 23 Jun 2022 | 140: Ismet Geri, CEO at Veridium, talks in-depth about passwordless security | 00:24:34 | |
In this episode, Ismet Geri, CEO at Veridium, joins us to talk in-depth about passwordless security - what it means, the adoption struggles he’s been overcoming from the industry, how it works, enterprise complexities, how Veridium is making data safer for their customers & more! Find out in this episode where Veridium is in their growth journey, how they have structured their sales team and the plans for the coming year.
Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 28 Jun 2022 | 141: Garret Grajek, CEO and Co-Founder at YouAttest on how he is making the lives of risk managers exponentially easier | 00:21:32 | |
Garret Grajeck hated access reviews when he was running technology teams at companies like Cyland and SecureAuth. They were a pain in the ass, took up valuable resources and seemed to take months to complete. But they needed to be done. Garret founded YouAttest to make access reviews exponentially easier for risk managers. In this episode, Garret Grajek, the CEO and founder of YouAttest talks about the need for access reviews, the penalties of not doing them and his go-to-market learnings while building the company. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 08 Jul 2022 | 142: Michael Shieh, CEO and Founder at Appaegis, talks about making security professionals jobs easier and how to build a successful sales team | 00:24:09 | |
In this episode, Michael Shieh, founder and CEO at Appaegis, joins us to delve into his own business’s journey from founding to expansion. We talk about the specific cybersecurity solutions his team deploys and how he has been able to recognize holes in the market to meet business needs. We also discuss his philosophy for building a sales team and for nurturing the sales process from prospect through customer. How do you approach finding new customers? How do you know who to sell to and what they need? Is your own sales team built up for success in this industry? We address all these questions and more in today’s episode. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 12 Jul 2022 | 143: How to answer the “What does your company do?” question without being boring or using buzzwords | 00:17:28 | |
We are asked about it a lot. “What does your company do?” Unfortunately too many times our answers are less than stellar. Too many times we use buzzwords and are bored. Too many times we confuse our prospect and when that happens we miss a prime opportunity to rise above the noise and be memorable. But, the good news is there is a simple framework to use that works. In this episode we go over the framework and use an example or two so show how effective it can be. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Support the show You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 14 Jul 2022 | 144: Rajiv Pimplaskar, CEO and President at Dispersive, talks about connecting with cybersecurity customers and scaling sales | 00:23:49 | |
In this episode, Rajiv Pimplaskar, President and CEO at Dispersive, joins us to discuss why all the fancy features and complicated backend in the world mean nothing if you can’t communicate concisely. What do your customers care about? What is the heart of their struggle that you solve? And how do you scale those solutions to meet multilayer needs? When it comes to building business, you need to look at primary drivers and secondary, tertiary, etc. benefits. What more do you offer and how do those offerings contribute to your customer’s peace of mind? We also talk through scaling sales, from the sales team (initial hires, strategic expansions) to channel expansion (maximizing leadership, branching out into other adjacent arenas) to increasing offerings (what other benefits customers need, what levels of service). It’s important to hire the right people and place them in specific roles. Beyond industry intelligence, you’re also hiring for and building loyalty. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Support the show You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 22 Jul 2022 | 145: Snehal Antani, CEO at Horizon3, talks about telling the right stories and setting up the right pitch for customers | 00:34:04 | |
In this episode, Snehal Antani, CEO at Horizon3, joins us to discuss the journey from business idea to successful business operations. It all begins with identifying a niche enough problem that you can provide a unique solution, yet one that’s widespread enough that enough people need your unique solution. From there, it’s deeply about storytelling. You have to tell a compelling and layered story about your product and build cohesion in brand voice and problem-solving. Once a customer is drawn in by a story, then, they need to be sold on credibility. So the next phase of storytelling involves the right storytellers - brand ambassadors and salespeople with industry cred - and the right audience. Do the people you’re telling these stories fit your criteria? We also talk about scaling sales and all that entails. You can’t be the only run pitching and driving, or you hit a plateau. So how you set others up in your company to learn the ropes and keep on telling those important stories is going to play a big part in your future growth. How do you tell your product’s story? How are you getting in front of - and connecting with - the right customers? What are your plans to scale and are you prioritizing consistency? We address all these questions and more in today’s episode. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Support the show You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 28 Jul 2022 | 146: A break down of 2 companies’ answer to “what do you do?” | 00:19:36 | |
2 companies answer the question “What does your company do?” We break down their responses and offer ideas for how they could have answered the question better. We are asked about it a lot. “What does your company do?” Unfortunately too many times our answers are less than stellar. Too many times we use buzzwords and are bored. Too many times we confuse our prospect and when that happens we miss a prime opportunity to rise above the noise and be memorable. But, the good news is there is a simple framework to use that works. The other week we went over the framework of answering these questions, and in this episode we are going over real examples to show how effective it can be. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Support the show You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 02 Aug 2022 | 147: Snir Ben Shimol, CSO at Cider, talks about market education & selling into the unknown | 00:37:10 | |
In this episode, Snir Ben Shimo, CSO at Cider Security, joins us to talk about the progress of Cider Security and how they have built a vehicle for market education and understanding. How do you educate your consumer on threats around them? How do you explain the benefits of what you’re selling if they don’t know why they’re buying it? And, most importantly, how do you understand and solve their pain points? We talk about identifying opportunities and how to sell into them, segmenting an audience, building up and off of thought leadership, the importance of community in cybersecurity, sales structures, partnerships, and much more. How can you be selling more effectively into your own customers’ unknowns? If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Sign up for our newsletter (https://www.salesbluebird.com) We want your questions and topic suggestions for future episodes. Send them to andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable Support the show You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 04 Aug 2022 | 148: How to use strategic narrative to engage with prospects with Andy Raskin | 00:40:06 | |
Cybersecurity is a notoriously technical and overcrowded arena. You’re solving problems in a way that your average prospect will not always naturally grasp. Not to mention, the competition is stiff. How do you bridge the gap between your product and its buyers, stand out from the crowd and sound different… even when your product shares similarities with your competitors in the market? The answer is by leveraging the power of story in your brand narrative, and in this episode I sit down with the man, the myth, the legend Andy Raskin (he’s also a strategic narrative expert!) to discuss how to use it in order to get attention and interest. You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 05 Aug 2022 | 149: A break down of two more companies’ answers to “What We Do” and how they could improve them | 00:19:18 | |
Two more companies answer the question “What does your company do?” We break down their responses and offer ideas for how they could have answered the question better. We are asked about it a lot. “What does your company do?” Unfortunately, too many times our answers are less than stellar. Too many times we use buzzwords and bore our audience. Too many times we confuse our prospect and when that happens we miss a prime opportunity to rise above the noise and be memorable. But, the good news is there is a simple framework to use that works. The other week we went over the framework of answering these questions, and in this episode we are going over real examples to show how effective it can be. You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 09 Aug 2022 | 150: Wias Issa, CEO of Ubiq Security, on how Ubiq’s GTM for their API encryption for developers | 00:40:40 | |
On today’s episode, I sat down with Wias Issa, CEO and founder of Ubiq Security, to discuss the genesis of his product and how he has tailored both the product itself and its messaging based on listening to what his consumers were asking for. Wias is a great example of someone who listened to his customers and developed a solution they were asking for in a market that sorely needed it. When cybersecurity gets technical and complicated, Wias brings it down to earth and simplifies the process, showing you what to focus on, what to ignore, and how to find the best engineers, product developers and team members to make your product the best it can be. You’ll Learn:
If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do. Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 12 Aug 2022 | 151: Ayal Yogev, CEO and Co-Founder of Anjuna: What's more important... product or sales? | 00:25:24 | |
In this episode, I sit down with Ayal Yogev, CEO and Co-founder of Anjuna to discuss confidential computing and their role in creating additional layers of protection in the cloud. We also dig into how Anjuna were able to look into the market, recognize the gaps in cloud-based security systems and provide one that filled in the blanks and upleveled existing solutions. Ayal looks at where cloud-based computing is heading, including a vision of a hybridized cloud system where users can work across various cloud platforms at once. You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 16 Aug 2022 | 152: Christian Torres, CEO of Kriptos - importance of technology partners and why he brought on his first salespeople very early | 00:39:52 | |
In this episode, Christian Torres, CEO at Kriptos, joins us to talk about all things data classification. He walks us through how he created his business, why and how to classify data, and who needs it. We dive deep into the challenges of data classification, including where to find the data and how to assess it. Torres also shares Kriptos’ strategy for scaling their business and how they navigate the complicated world of sales. We dig into what it means to rise above the noise in the industry and how to get your business noticed. Lastly, Torres describes his vision for Kriptos and data classification services in the future. If you’re interested in this exciting branch of cybersecurity and learning how to scale your business, this episode is for you. You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 19 Aug 2022 | 153: Should you add more sellers to your sales team? | 00:16:07 | |
In the early stages of a start-up, it’s tempting to keep hiring for your sales team. You might make the assumption that adding more heads and assigning more quota will lead to higher productivity. But there’s a little more nuance to it than that. Every company is different, which means every company requires its own individualized model. In this episode, I give you the lowdown on deciding when and how to scale your sales team depending on your business. I’ll show you three concrete things to look at to decide whether or not to hire: your calendar, the velocity of deals coming down the pipeline, and your process for setting new hires up for success. These questions can help you determine if it’s time to add to your sales team or if you should dig deeper for further analysis first. Join me as I demystify this complex and sometimes confusing process. You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 24 Aug 2022 | 154: Ashley Leonard, CEO of Syxsense - How to go after the mid market | 00:25:24 | |
What’s the first thing that comes to mind when you hear endpoint security? Is it “crowded market, little differentiation?” Syxsense is in that market and building impressive traction. Find out how in today’s episode featuring Ashley Leonard, CEO of Syxsense. Syxsense has perfected a tool that unifies the security and management of endpoints. It’s the ideal solution for midmarket companies who don’t have a large cyber security team or the budget to buy multiple tools and then learn how to make them work together. Join us as we explore what Syxsense does, what’s in their secret sauce, and how they’ve invested in their marketing team to help themselves stand out in a crowded market. You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 30 Aug 2022 | 155: Evangelize the problem, not your product | 00:22:50 | |
Too many companies are getting it wrong: they’re evangelizing their product, not the problem. When you focus on the problem it solves, you might just revolutionize your approach to the market. Shifting your sales and marketing tactics to address your clients’ pain points positions you as an empathetic, human-centered company–and draws in more business. In this episode, I’ll discuss how sales teams can translate the excitement for a new product by establishing what problem it solves and figuring out how to evangelize it to prospects. I’ll walk through an example of how you can put this technique into practice and what kind of language to use. Join me to learn how to differentiate your company as an expert on the industry, not just your product. You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 01 Sep 2022 | 156: Dave Phelps, RSM at Crowdstrike - Make your territory, your franchise | 00:37:00 | |
Chatting with CEOs and CROs is enlightening and valuable, but sometimes you need practical and actionable tips from someone who’s down in the trenches. Dave Phelps, RSM at Crowdstrike joins us this episode to give us expert advice on owning your territory and knowing your customers. Dave walks us through his process for planning and working a territory and doing research before meetings. He shares his mindset on approaching a territory like your own franchise, and offers a five-step plan for building an actionable business plan. Whether you’re a junior seller or an account manager with years experience, tune in for real insight from one of the best in the business, and learn how to take your sales game to the next level. You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 07 Sep 2022 | 157: Erkang Zheng, CEO of Jupiter One - need for sales structure | power of community in building a customer base | founder led selling | 00:36:51 | |
Erkang Zheng, CEO of Jupiter One, knows all about building a solid foundation and growing from there. He joins us today to discuss how he built his company, scaled its sales team, and uses content and word-of-mouth marketing to develop its reputation. Tune in to this episode to learn more about what Jupiter One does, how they use context to make their team more efficient, their biggest innovations in the cybersecurity space, and so much more. We’ll talk about why focusing on specific use cases is helpful and how to stand out in a crowded market. At the end of the episode, I share my takeaways from our conversation and how they can apply to your business. You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 13 Sep 2022 | 158: Abhishek Dubey, CEO of Bolster - Fast time to value = a new deal per week | 00:30:08 | |
Digital risk protection is one of the most important pieces of cybersecurity. Expert and Bolster AI CEO Abhishek Dubey joins us today to give us an inside look into this side of the industry and how his company solves digital risk protection problems proactively. From the importance of accuracy when scaling to how to approach big accounts with sensitivity, Abhishek shares cutting-edge insight on how Bolster does what they do so well. We discuss how they stand out from their competitors, how he scaled his sales team and the impacts of COVID on sales in general. Tune in for an enlightening conversation on digital risk protection and plenty of tips on how to plan for the future of selling in your company. You’ll Learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 20 Sep 2022 | 159: Adam Gavish, CEO of DoControl - People don’t sell, people buy. | 00:32:37 | |
DoControl founder and CEO Adam Gavish joins us today with his take on security policy enforcement and how his company is innovating through a people- and problem-first approach. Gavish is a firm believer in developing rapport and trust upfront. Creating relationships helps him and his team approach engagements from the client’s perspective—the problem they have and how the product can help them. DoControl’s big innovation? Streamlining with a proprietary workflow engine that delivers high visibility with no-code or low-code. Listen in for a dialogue on collaboration, remediation, and pain points (including internal politics), and find out the best time to bring others into your startup. You’ll Learn: o Why you should treat clients like human beings first and foremost o How and why to leverage successes, even small ones o Why it’s a good thing to have competitors o Why feedback is king o Why the window seat is less punishing Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 27 Sep 2022 | 160: Anurag Gurtu, Chief Product Officer at StrikeReady: How to sell a platform | 00:35:26 | |
Today we are joined by Anurag Gurtu, Chief Product Officer at StrikeReady. StrikeReady is revolutionizing the way that security people do their jobs by creating CARA, an intelligent system that delivers expert knowledge and completes tasks for the security team. It’s a platform with lots of possible use cases; hard to sell, right? Or is it…
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 29 Sep 2022 | 161: 5 ways to reduce the chaos in startup selling | 00:15:36 | |
Selling at early stage startups is chaotic!! So much is still up in the air and the team is constantly looking for ways to crack the code on the sales process. But we shouldn’t just accept the chaos. There are ways to reduce it. In this episode, we talk about:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 04 Oct 2022 | 162: Eric Appel, CRO @ Island: why stealth is sexy and the different way Island has built the sales team | 00:51:46 | |
Today we welcome Eric Appel, Worldwide Head of Sales for Island, pioneers in the enterprise browser category. In this episode we talk about
“Sometimes when you change one thing, you change everything.” My first thought when I heard this tag line: urgggh, here we go again! Another cyber security company is going to over hype themselves. But when I found out what they were building, my mind changed. It might just be true for Island! Eric remembers nearly everything about the day Island scored their first order. It was a big moment, and the next 10-11 orders were equally noteworthy, especially when you consider that Island was still in stealth mode. They eventually came out of stealth with a roster of prominent and influential clients where they’d proven their use cases and won over the CISOs. Coming out of stealth—and growing into that position—meant growing their sales team. Unlike most startups, Island went deep, into their networks. They hired folks they trusted, had worked with, colleagues and friends who had proven sales successes and a network to bring with them. Island also came to depend on the satisfied CISOs they worked with to talk about the product in their underground chat spaces, peer to peer. The rise in interest and confidence was something a sales pitch could never achieve on its own. Join me for a discussion with Eric Appel—a self-described early bird who likes to wake up to “the promise of the day”—who has helped Island seize that promise as well. “Sometimes when you change one thing, you change everything.” Now I’m a believer. Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 06 Oct 2022 | 163: How to onboard new sellers yourself | 00:20:27 | |
Startup life often includes a dialed-down, DIY approach to onboarding. But tighter doesn’t have to mean slighter—you can still create a robust, tailored process that gives new sales hires the orientation and information they need to succeed. In this episode, we talk about: ● The single most important thing to focus on at the start ● One sales tech tool that is going to be SO important ● Which metrics to focus on to orient your whole onboarding process ● How to filter, focus, and fine-tune your sales team onboarding Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 08 Oct 2022 | 164: Two CISOs discuss the conviction of ex-Uber CISO, Joe Sullivan | 00:29:58 | |
In a shocking turn this week, Joe Sullivan, the ex-CISO of Uber, was convicted of charges related to the cover-up of a 2016 data breach. Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 14 Oct 2022 | 165: One powerful tool to improve how you sell and how you get better | 00:21:00 | |
What is your sales team doing right now that needs to be improved, what are *your* pain points internally? And how could those be transformed if you took away the concept of abundance, and instead imposed constraints that forced your sales reps to go deeper, think more critically, and tighten their questions, pitches, decks, and presentations? Use constraints! In this episode, I offer six examples of constraints that startups could embrace to inject creativity into their sales processes and deliver better outcomes with more agile sales teams. What happens when new ways of thinking uncover the biggest innovations, true key differentiators, and most compelling stories? Let’s find out. Today you’ll learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 18 Oct 2022 | 166: Michelle Torrey-Teunissen, CRO at 6clicks: best practices for working with the channel | 00:48:24 | |
Michelle Torrey-Teunissen, CRO at 6clicks, spent many years working in the traditional security channel with well known resellers.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 20 Oct 2022 | 167: 2 approaches to bringing on your first sales team | 00:24:04 | |
You’ve won your first few customer and now you are ready to bring in your first sales team members. There are LOTS of ways to do it, but I have seen 2 models work more often than not.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 25 Oct 2022 | 168: Tom Miller, sales leader and author of Call Your Shots - knowing your value | 00:48:13 | |
Tom Miller is a multi-time cybersecurity sales leader and currently the Chief Gravity Officer at Human Security. Along the way he has learned a lot about what it takes to bring a product to market successfully. In this episode you will learn:
Tom’s book, “Call Your Shots” is available on Amazon Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 27 Oct 2022 | 169: Differentiate your product so prospects remember | 00:26:31 | |
With 3,000 vendors in cyber security it can be tough to differentiate your product from all the others.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 02 Nov 2022 | 170: Important leadership trait: bringing great people with you. But how do you do that? | 00:34:04 | |
Life in startup sales is a little bit easier if there is already trust and a relationship between the sales leader and some of the sellers. Founders should look for a sales leader who is able to do this. In this episode with Craig Denton, the RVP of Sales at Beyond Trust, you will learn:
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| 03 Nov 2022 | 171: Outbound is Broken | 00:17:55 | |
I have little doubt in my mind that outbound is broken. It’s not working nearly as well as it used to and the people on receiving end of it, the people that we want to trust us and spend money with us, hate it. In this episode we go over:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 08 Nov 2022 | 172: How to bring a HARDWARE innovation in cybersecurity to market with Jack Wilson, the CRO at Token | 00:34:41 | |
Sometimes the boring and slow growing area of cyber security are most in need of innovation. Hardware tokens are a classic example of that.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 10 Nov 2022 | 173: Increase your close rate by working with mobilizers and innovators (and who these people are!) | 00:21:30 | |
It takes someone special to buy from an early startup. There are at least 55 reasons why a person and a company shouldn’t take the risk! But many do because they have innovators and mobilizers. In this episode, learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 15 Nov 2022 | 174: How to make sure you are paid with Dan Goodman, CEO of TruCommish | 00:41:50 | |
Comp plans can be so complex these days, it is nuts!! Often it is hard to work out exactly what you WILL be paid on a deal and what you HAVE been paid. In this episode learn:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 17 Nov 2022 | 175: Marketing messaging is not sales messaging | 00:17:00 | |
Too often companies spend a lot of time and resources on figuring out how to describe what they do on their website. The straplines, tag lines, and cute sayings. That may work for websites and email blasts but it doesn’t work for the sales team. Too often people confuse marketing messaging and sales messaging. You'll learn why marketing and sales messaging are different:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 06 Dec 2022 | 176: Corey White, CEO @ Cyvatar: how to create a compelling cybersecurity product for SMBs | 00:40:44 | |
Many cybersecurity companies skip over SMBs as a target market. But that's NOT what Corey White did when he founded Cyvatar. He took everything he learned from being in the business for over 20 years to create a compelling value prop for SMBs.
Cyvatar: www.cyvatar.ai Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 08 Dec 2022 | 177: How to think bigger, bolder and clearer when differentiating | 00:20:23 | |
Security leaders believe that many security products are pretty much the same. They do the demos, listen to the pitch deck, and watch the videos, and often their conclusion is, "meh, pretty much like these other guys." Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 13 Dec 2022 | 178: How to be valuable on a sales call with Amanda Carvalho, Sales Director at Gytpol | 00:34:56 | |
Sellers are often told to prepare for the first call with a prospect, but rarely are they taught how to do it properly.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 15 Dec 2022 | 179: 13 sales mistakes founders make | 00:15:59 | |
Cybersecurity company founders rarely have much experience selling and are suddenly asked to pick up this skill without any training in a high-stakes environment. They don’t want to waste valuable time with prospects! In this episode, learn 13 mistakes founders make when selling, including…
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 10 Jan 2023 | 180: Learn how an SMB sales team is being successful with Brian Penney, VP of Sales at Blumira | 00:46:42 | |
Blumira is targeting an underserved part of the market; SMBs. Brian, the VP of Sales at Blumira, joins us to discuss how he is successfully running the sales team and growing revenue. His background is in Enterprise selling and he highlights what is similar and also what is different with selling to SMBs. In this episode, you’ll learn:
You might also like the following: Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 19 Jan 2023 | 182: Being “me” focused during sales calls is slowly killing our connection with prospects | 00:27:51 | |
Talking about ourselves too often is a scourge of cyber security sales teams and their output in cyber security. It is slowly killing the connection they are trying to make with their prospects. In this episode learn:
Action:
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| 17 Jan 2023 | 181: How to use a company podcast to get more exposure with Lindsay Tjepkema of Casted | 00:50:30 | |
You know how you wish more people knew about your company and products, but they don’t?! Lindsay Tjepkema, co-founder and CEO of Casted explains all this in this weeks episode. Listen in to learn:
You might also like the following: 180: Learn how an SMB sales team is being successful with Brian Penney, VP of Sales at Blumira 174: How to make sure you are paid with Dan Goodman, CEO of TruCommish 165: One powerful tool to improve how you sell and how you get better Sponsor This week’s newsletter is sponsored by the Security, Funded newsletter. Are you interested in staying on top of the latest developments in the global business of cybersecurity funding? If so, check out the Security, Funded newsletter from Mike Privette. Each week, Mike cover's the latest news and insights on cybersecurity funding, including investment trends, funding rounds, new startup launches, as well as analysis and commentary from a career cybersecurity person. By subscribing to the newsletter, you'll gain valuable insights and perspectives that you won't find anywhere else. Whether you're an entrepreneur, investor, or just someone who wants to stay informed about this rapidly-evolving industry, the Security newsletter has something for you." Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 24 Jan 2023 | 183: How to take on the 800lb gorilla with Russell McGuire and Ben White from Ironscales | 00:50:16 | |
Ironscales has grown remarkably since its founding in 2014 (they have 7,000 customers!). After years of success in the mid-market, it is now taking on the dominant player in the enterprise segment. This is not easy to do!!! Learn in this episode:
Action: You might also like the following: Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 26 Jan 2023 | 184: One way to maximize a first meeting | 00:20:09 | |
First meetings are hard to get so it is crucial we maximize them! One way we often let ourselves down is by not getting a good understanding of why our prospect wants to put resources and money into working on the problem we solve. In this episode learn:
Action: You might also like the following: Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 31 Jan 2023 | 185: A better way to match cybersecurity sales job seekers with hiring managers | 00:12:16 | |
Lots of people, maybe even you, are looking for jobs right now. But finding the right opportunities at the right companies can be incredibly challenging. There are 3,000 companies in our space which makes it tough to figure it all out. So I created a job board. Just for cybersecurity sales jobs. And just at startups.
How to use it as a seeker:
If you are hiring:
Action: Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 02 Feb 2023 | 186: From awful to awesome: a cybersecurity company’s transformation of their first meeting deck | 00:34:25 | |
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 NOT good and the other, well...is the opposite
You might also like the following: 184: One way to maximize a first meeting 163: How to onboard new sellers yourself Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 07 Feb 2023 | 187: Why and how you implement value selling with Russell Coleman | 00:46:49 | |
Russell Coleman truly epitomizes cybersecurity value selling. It's just in his blood. It's how he operates. And he joined me to share his insight on the importance of value selling frameworks, especially for cybersecurity start-ups. Learn in this episode:
Unstoppable only works with cybersecurity startups and helps you build your own playbooks. These are based on frameworks that have been proven over many years at companies similar to yours. You will find you are guessing much less, converting through the funnel much better, and feeling more confident in reaching your goals. You will grow sales faster. Action: Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 10 Feb 2023 | 188: How to get first meetings using VC programs, CISO networks, resellers & sales networks | 00:18:13 | |
“Brute forcing first meetings is just not working anymore.” Every cybersecurity startup wants to get more first meetings with prospects, but with 3000+ vendors vying for the same attention, brute-forcing by sending more emails and making more cold calls won't work -- so here are four compelling resources to get out of this daunting dilemma. Here's what I cover: 1. How to leverage VCs programs to get first meetings with ideal prospects 2. How to use CISO groups and how they charge for access 3. Why some resellers might help you and 2 tricks to getting traction with them 4. What tips to consider when hiring salespeople who can bring a Rolodex of contacts? “What we really want to be doing is talking with prospects who are more likely to at least be open to our new approach.”
3 pipeline generation tips with Jason Prindle, the Senior Director of Global Sales Development at Big ID. If you enjoy the podcast, please give a review by going to www.salesbluebird/r. It would mean a lot to me personally and it helps grow the podcast.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 14 Feb 2023 | 189: Unlocking Data Protection with Paul Lewis, CEO of Calamu | 00:34:55 | |
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 selling two. He's passionate about turning the tables on the bad guys and making the cyber world safer. Paul's story is an inspiring one for any aspiring entrepreneur or founder. "I always believed in the mission. I always believed in the outcome. I'm 100% committed to solving this problem and trying to make the cyber world safer, which is desperately needed." In this episode, you will learn the following: 1. How does Calamu protect data in a way that no other product can? 2. What is the difference between protecting systems and protecting data? 3. How does one balance starting a business to solve a problem and making a profit? Resources: Other episodes you'll enjoy: Interview with Denise Hayman, CRO at Sonrai Security Differentiate so your prospect remembers Make the biggest impact by giving your prospect dessert first Connect with me: YouTube: https://www.youtube.com/@salesbluebird Twitter: https://www.twitter.com/unstoppable_do LinkedIn: https://www.linkedin.com/andrewmonaghan Loved this episode? Leave us a review and rating here: https://ratethispodcast.com/bluebird Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 16 Feb 2023 | 190: How to balance selling what the product does now & selling the big vision | 00:15:45 | |
Cybersecurity startups must balance selling their product's current capabilities with their powerful, inspiring vision without misleading prospects. When you get it right, you will inspire the right people to want to work with you, with complete transparency about what you can deliver for them right now.
1. How can you get the balance right between selling what your product can do right now and what your big vision is 2. How can you inspire early adopters to join you on your journey without being misleading 3. How can you use philosophical conversations and starting use cases to attract the right people to your product
How to get first meetings using VC programs, CISO networks, resellers & sales networks Marketing messaging is not sales messaging How to use a company podcast to get more exposure with Lindsay Tjepkema of Casted Action: Loved this episode? Leave us a review and rating here: https://ratethispodcast.com/bluebird Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 21 Feb 2023 | 191: A different path to product creation and scaling a cybersecurity company with Mirza Asrar Baig | 00:47:58 | |
Mirza Asrar Baig, Founder and CEO of CTM360, shared his story of starting a cybersecurity company from Bahrain in the Middle East. Contrary to the usual way, Mirza didn’t take VC funding, didn’t launch a point product, and didn’t immediately try to sell in Europe and North America. Find out why he took this different approach and how it is working. Listen to his episode to hear about:
Resources: Contact Arsalan Iqbal at CTM 360 by email: arsalan@ctm360.com Other episodes you'll enjoy: Dave Phelps, RSM at Crowdstrike - Make your territory, your franchise Vladi Sandler, Co-Founder and CEO at Lightspin talks about protecting cloud and Kubernetes environments from unknown risks The power of asking short questions like Barbara Walters Connect with me: YouTube: https://www.youtube.com/@salesbluebird Twitter: https://www.twitter.com/unstoppable_do LinkedIn: https://www.linkedin.com/in/andrewmonaghan Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 23 Feb 2023 | 192: How to transform a boring case study into a compelling story | 00:12:45 | |
Telling great stories is a powerful tool to convert more first meetings into second meetings, and more second meetings into demos, and demos into POCs. We are often given case studies and told to “use them with customers”. But how do you do that? How do you turn a case study into a great story? In this episode, you will learn the following: 1. How to tell a compelling customer story in 90 seconds or less Sponsor This episode was brought to you by IT-Harvest.
Chris Beall, CEO at ConnectAndSell, on how to make a great cold call (and he improves mine!) You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you! If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.
YouTube: https://www.youtube.com/@salesbluebird Twitter: https://www.twitter.com/unstoppable_do LinkedIn: https://www.linkedin.com/in/andrewmonaghan Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 28 Feb 2023 | 193: How to start growing revenue with Ted Miracco, CEO of Approov | 00:39:49 | |
This week on Sales Bluebird, we sat down with Ted Miracco, CEO of Approov Mobile Security. Hear what he has to say about the future of mobile security and why his company is so well-positioned to make an impact. 1. Why Approov is so well positioned 2. Ted’s main focus as the new CEO for the next few quarters 3. The challenge Approov faces with reaching application developers and getting noticed in a very noisy market
https://www.linkedin.com/in/tedmiracco/ Sponsor This episode was brought to you by IT-Harvest. With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in. IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research Other episodes you'll enjoy: 72: Top 8 reasons why great sales people leave 71: Why you should hire lines not dots (and what the heck that means!) 192: How to transform a boring case study into a compelling story Action: You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you! If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.
YouTube: https://www.youtube.com/@salesbluebird Twitter: https://www.twitter.com/unstoppable_do LinkedIn: https://www.linkedin.com/in/andrewmonaghan Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 02 Mar 2023 | 194: How to know if a prospect is an innovator | 00:13:43 | |
Cybersecurity startups do best when their prospects are innovators. People and companies who are able to buy from and work with startups and less mature technology. But how do you know if your prospects are innovators?
Twitter: https://www.twitter.com/unstoppable_do LinkedIn: https://www.linkedin.com/in/andrewmonaghan Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 07 Mar 2023 | 195: Eric Olden on building a successful cybersecurity company | 01:01:38 | |
Eric Olden, CEO and co-founder of Strata Identity, joined us to share his journey from building a security software company in a garage, to taking a leap of faith to join Oracle, and then finally founding Strata Identity. Tune in to hear his story and the tips, tricks, and experiences he has learned along the way.
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in. IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research
Other episodes you'll enjoy: Action: Connect with me: Twitter: https://www.twitter.com/unstoppable_do LinkedIn: https://www.linkedin.com/in/andrewmonaghan Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 09 Mar 2023 | 196: Liat Hayun’s journey from working at big cybersecurity companies to starting Eureka Security | 00:50:52 | |
Starting a cybersecurity startup may seem daunting and complex, but with the right team and resources, it can be done.
Sponsor: With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in. IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research
Twitter: https://www.twitter.com/unstoppable_do LinkedIn: https://www.linkedin.com/in/andrewmonaghan Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 14 Mar 2023 | 197: From employee to founding a cybersecurity startup with Jori VanAntwerp | 00:52:51 | |
Moving from being an employee to founding your first company is a big step for anyone to take. In this episode, Jori VanAntwerp, CEO & Co-Founder at SynSaber, talks about how he did that and more. In this episode, you will learn the following: 1. The big impact SynSaber is making in the operations technology space 2. The people who guided Jori along the way 3. Why his first sales hire was a VP
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in. IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research Other episodes you'll enjoy: Mike Baker, CRO at Noname, talks about leading a sales team through hyper-growth
Twitter: https://www.twitter.com/unstoppable_do LinkedIn: https://www.linkedin.com/in/andrewmonaghan Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 16 Mar 2023 | 198: Unlocking the Power of Cybersecurity with Maxime Lamothe-Brassard | 00:53:52 | |
In this episode, Maxime Lamothe-Brassard, Co-founder and CEO of LimaCharlie, embarks on a bold mission to revolutionize the cybersecurity industry by creating an "AWS-like" model for cybersecurity tools and infrastructure, juxtaposing the old-school approach that has dominated the industry.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||