Are you tired of sales negotiations feeling like a hostile game of poker against procurement pros who seem to hold all the cards? Wondering if there’s a way to maintain your deal’s value without relying on outdated, adversarial tactics? Struggling with year-end deals where buyers expect last-minute discounts and you’re anxious about giving away too much? This episode is for cybersecurity sales and marketing leaders seeking a transparent, effective, and less stressful way to close deals.

In this conversation, we discuss: 

👉 Why traditional and commonly taught sales negotiation techniques no longer fit today’s buyer-seller dynamic
👉 Todd Caponi’s “Four Levers Negotiating” framework to build trust and keep more margin
👉 Practical, actionable ways to position pricing and negotiations, especially at year-end, so both parties win

About our guest:
Todd Caponi is a multiple-time sales executive and author with experience leading revenue organizations through two successful exits. He now advises, teaches, and speaks to sales teams about transparency and behavioral science in negotiation. Todd’s upcoming book, "Four Levers Negotiating," outlines a straightforward approach that’s transforming how sales teams manage deal-making conversations.

Summary:
Listen in as Andrew Monaghan and Todd Caponi unpack how cybersecurity sellers can escape the cycle of adversarial negotiations by embracing a transparent, lever-based approach. Discover how to reframe value conversations, negotiate with confidence, and earn buyer trust—so you close deals faster with less discounting. Tune in and rethink your negotiation mindset!

Connect with Todd Caponi on LinkedIn and visit toddcaponi.com. 

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

Are you struggling to scale your cybersecurity sales team without ramping up headcount or getting drowned in technical complexity? Wondering if AI can really move the needle for high-value, complex sales cycles? Curious how leading founders are reimagining go-to-market operations to win in today’s fast-paced, AI-driven environment? This episode of the Cybersecurity Go-To-Market Podcast dives right into these pressing questions.

In this conversation we discuss: 

👉 The ground-breaking approach of building a $30m ARR SaaS company with only 3 founders and a suite of AI agents and no additional employees. 

👉 How AI-driven agentic workflows can help sales teams focus on high-value tasks, remove technical complexity, and iterate at the speed of thought. 

👉 Practical strategies for cybersecurity companies to integrate AI into their GTM motion, while building trust and adapting to their unique sales cycles and ACVs.

About our guest:
Amos Bar-Joseph is the co-founder of Swan, an innovative SaaS platform that enables human-AI co-selling at scale. Drawing from two previous B2B startup journeys, Amos is on a mission to rewrite the go-to-market playbook, making businesses radically more efficient by scaling intelligence, not headcount.

Summary
If you want to understand how AI agents can help you work smarter, not harder, and what it would take to scale your cybersecurity sales function without more bodies, you can’t miss this episode. Tune in to discover actionable insights from founders who are paving the way with new GTM models that are designed for speed, adaptability, and intelligent automation. Listen now!

Links & Resources

• Connect with Amos Bar-Joseph on LinkedIn
• Learn more about Swan

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

Are you wrestling with the decision of when to bring on your first sales leader? Wondering if your startup has achieved enough product-market fit before scaling the sales team? Curious about common pitfalls and best practices in building a sales function that can take you from zero to millions in ARR? This episode tackles the pivotal transitions every cybersecurity startup faces when growing its go-to-market engine.

In this conversation, we discuss: 

👉 How and when to hire your first sales leader, and whether founders should lead sales for as long as possible
👉 Building a sales team for scale: transitioning from a few “hunters” to team structures and leadership as you reach new growth stages
👉 Essential onboarding, metrics, and operational insights for minimizing risk and accelerating sales velocity

About our guest
Tony Surak is the Partner focused on GTM at DataTribe, a unique cyber startup foundry where he invests in and co-builds cybersecurity companies aiming to deliver generational leaps in the field. Drawing from his experience as a multi-time sales leader, operator, and go-to-market advisor, Tony has deep expertise in guiding early-stage companies through formative sales and marketing transformations.

Summary
Listen in to tap into Tony Surak’s battle-tested advice on founder-led sales, strategic sales leadership hires, and building a revenue machine in cybersecurity startups. Whether you’re debating your first sales hire or scaling beyond your founding team, Tony shares actionable frameworks and candid lessons learned. Don’t miss this episode if you’re serious about accelerating your go-to-market motion!

Connect & Resources

• Tony Surak on LinkedIn
• DataTribe Website
• DataTribe Challenge 2025

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

1. Mirza’s multi-capability approach
2. How he differentiates IT Security, Information Security, and Cybersecurity
3. Why a person called Charlie was important to the founding of CTM360

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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.

In this episode, you will learn the following:

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

Other episodes you'll enjoy:

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

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

Calamu

Paul Lewis's LinkedIn

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

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

“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.”

You might also like the following:

Ayal Yogev, CEO and Co-founder of Anjuna to discuss confidential computing and what's more important product or distribution (sales)?

3 pipeline generation tips with Jason Prindle, the Senior Director of Global Sales Development at Big ID.

How to break into EMEA with Paul Ayers, CEO of Noetic Cyber

One action for you:

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.

sJvl4prV8yZoNOcYPDwg

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• The importance of 1st level managers' support and driving the adaptation and discipline to stick to the framework
• The idea of value selling, being a framework, not a piece of content
• How frameworks lead to major efficiencies 

Russell Coleman on LinkedIn 

Sponsor
This week’s newsletter is sponsored by Unstoppable. You know how difficult it can be to get consistent traction and grow revenues at a startup? For example, it’s often a struggle to get the attention of security leaders.  And once you talk to them, it is frustrating that more first meetings don’t turn into opportunities. It feels like these valuable meetings are being wasted.

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.

Schedule a strategy call now

Action:
If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to salesbluebird.com/r 


You might also like the following:
155: Evangelize the problem, not your product

137: Ian Bramson, Global Head of Industrial Cybersecurity at ABS Group, talks about the 3 shifts coming in industrial and operational tech security

119: Rick Hill, VP of Sales at Ava Security, on the process of being acquired (and how it feels)

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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 will see differences in:

• Length
• Tone
• Focus
• Level of conversation
• Organization
• And lots more...

Watch the video on YouTube to see the actual slides

You might also like the following:

184: One way to maximize a first meeting

171: Outbound is Broken

163: How to onboard new sellers yourself

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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.

There are tons of job boards out there, so how is this one different?

1. It is curated - I give my commentary on the job/company
2. It is only cybersecurity companies
3. It is only for jobs at startups

How to use it as a seeker:

1. Subscribe to the SBB newsletter to get a weekly digest
2. Podcast episodes released weekly with commentary on jobs
3. Go to cybersalesjobs.com to check it out and get alerts

If you are hiring:

1. Get in front of the only community dedicated to cybersecurity startup sales. Hundreds read the newsletter, and the podcast gets thousands of downloads.
2. It is free to post a small number of jobs
3. There are two paid options if you want to get more exposure
4. Packages are priced right now for early adopters
5. Go to cybersalesjobs.com  and you’ll see a button “post a job,” and then you are off to the races.

Action:
Please share cybersalesjobs.com with anyone looking for a new opportunity or looking to hire great cybersecurity sales talent.  

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• Why most questions we ask are situational and why that’s not good
• The most impactful types of questions to ask
• An exercise to take your sales team through to change your habits with questions
• How to feel better that you have a real opportunity

Action:
If you enjoy the podcast, please could you give a review by going to salesbluebird.com

You might also like the following:
165: One powerful tool to improve how you sell and how you get better

109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture Partners

105: Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• How the whole company needs to be ready to move up to enterprise
• How to support the sales team focused on the new segment
• And that outbound can work (and how!)
• Suite at the Four Seasons or a cabin in the woods?

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."  Sign up now.

Action:
If you enjoy the podcast, please could you give a review by going to salesbluebird.com

You might also like the following:
182: Being “me” focused during sales calls is slowly killing our connection with prospects
167: 2 approaches to bringing on your first sales team
123: Scott McCrady, CEO of SolCyber Managed Security Services, talks about the important role MSSP plays in today's cyber security market

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• Why it is natural to be thinking that way
• Examples of websites that are “me” focused
• Examples of websites where they are focused on the prospect
• How you can change your mindset

Action:
If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to RateThisPodcast.com/bluebird? 

You might also like the following:
179: 13 sales mistakes founders make
171: Outbound is broken
161: 5 ways to reduce the chaos in startup selling


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."

Sign up now.

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

Are you wondering how to leverage unconventional go-to-market strategies to accelerate growth in cybersecurity? Curious about integrating cyber insurance into your offer to stand out in a crowded landscape? This episode provides answers by spotlighting a company bucking the traditional playbook—and winning.

In this conversation we discuss:
👉 Targeting SMBs in Europe by simplifying security products and services and tailoring to unique buyer needs
👉 Building a true partner-first approach with IT service providers and insurance brokers to create trusted channels
👉 Bundling cyber insurance and cybersecurity to remove buying friction and drive faster sales cycles

About our guest:
Christian Werling is the Chief Revenue Officer at Eye Security, one of today's fastest-growing cybersecurity companies. Christian brings extensive experience in sales leadership and a sharp focus on innovation in go-to-market models and partnership strategies.

Summary
If you want to rethink your sales tactics and learn how Eye Security became a top-15 fastest-growing cybersecurity company by targeting SMBs in Europe, this is a must-listen episode. Discover how partnering with insurance brokers, simplifying product onboarding, and bundling cyber insurance with cybersecurity can help your company scale faster and differentiate in any market.

Connect and learn more:

• Christian Werling on LinkedIn
• Eye Security website: https://www.eye.security

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

You know how you wish more people knew about your company and products, but they don’t?! 

One way to fix this is to start a podcast for your company.  But it can seem so daunting.  Where do you start?

Lindsay Tjepkema, co-founder and CEO of Casted explains all this in this weeks episode.  Listen in to learn:

• What could a podcast do for a company
• What results to expect
• As you grow, why the podcast should be at the center of your content strategy
• And, importantly, does she prefer a dive bar or cocktail bar

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."

Sign up now.

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• The average length of a sales cycle working with SMBs and what we can learn from that on the enterprise side 
• Advantages of having a rigorous POC process while also being flexible when needed
• Importance of having enough discipline to say no to some deals

Blumira: www.blumira.com
Brian: On LinkedIn or bpenney@blumira.com

You might also like the following:
162: Eric Appel, CRO @ Island: why stealth is sexy and the different way Island has built the sales team
143: How to answer the “What does your company do?” question without being boring or using buzzwords
109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture Partners

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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…

• Not asking GREAT questions
• Trying to convince prospects to buy
• Thinking only about technical capabilities
• Don’t have a plan for what they want a prospect to remember

You might also like the following:
178 - How to be valuable on a sales call with Amanda Carvahlo, Sales Director at Gytpol
169: Differentiate your product so prospects remember
105: Jay Wallace, VP of Worldwide Sales at Rumble, talks building a sales team

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

Sellers are often told to prepare for the first call with a prospect, but rarely are they taught how to do it properly.

Amanda Carvalho has been doing in-depth prep for her calls for years, focusing on the value she and her solution can bring to the prospect.

In this episode, you will learn:

• where to start doing the research
• how to think about representing the business value you might bring to the prospect based on the prospect's business and situation
• how to avoid making a mistake and sounding stupid
• the value structure to use when representing the impact you might have

You might also like the following:
156: Dave Phelps, RSM at Crowdstrike - Make your territory your franchise
149: A breakdown of two more companies’ answers to “What We Do” and how they could improve them
103: How to use your sales deck effectively

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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."

In this episode, I talk about why we need to think bigger, be bolder and be clearer in our differentiation.  We cover:

- how many companies end up thinking too small
- the trap that many vendors fall into
- real, live examples from cybersecurity company websites

Websites covered:
Crowdstrike
Blackberry
Dazz
Aqua Security
Tines
Torq
Revelstoke

You might also like the following:
176: Corey White, CEO @ Cyvatar: how to create a compelling cybersecurity product for SMBs
173: Increase your close rate by working with mobilizers and innovators (and who these people are!)
76: 3 ways to use ancient philosophy to run your sales team more effectively

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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.

In this episode, learn:

• how Corey took his learnings from 20 years of security assessments, pen tests, and incident response to create Cyvatar
• why SMBs can't afford to be attacked
• why SMBs need to be cyber-ready to do business with big companies
• what it takes to educate SMBs on what they need to do for cybersecurity
• how he is moving the industry away from charging customers to tell them what is wrong

Cyvatar: www.cyvatar.ai
Corey: On LinkedIn

You might also like the following:
160: Anurag Gurtu, Chief Product Officer at StrikeReady: How to sell a platform
154: Ashley Leonard, CEO of Syxsense - How to go after the mid-market
98: One tip to avoid sounding stupid in conversations with your prospects

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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.  

The difference is marketing does one-to-many and one-way communication.  

Sales does one-to-one and two-way communications.  Sales messaging needs to be deeper, more nuanced, more natural, and more of a conversation.

Too often people confuse marketing messaging and sales messaging.

You'll learn why marketing and sales messaging are different: 

• One-to-many vs One-to-one
• Generalized vs Personalized
• Lead with message vs Lead towards message
• Superficial vs In-depth conversation

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• The mission Dan Goodman is on to help reps get paid
• Common mistakes in calculating commission
• Examples of reps who have found tens of thousands of dollars in unpaid commissions
• How to quickly check your commission payments
• How managers and leaders can reduce mistakes by working with Dan

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• What are a innovators and mobilizers
• Why do we need them in every deal
• How to test if the people you are working with are either of them
• How to have the conversation early in the sales cycle so you don’t waste time on a deal that will never happen

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

Sometimes the boring and slow growing area of cyber security are most in need of innovation.  Hardware tokens are a classic example of that.

In this episode learn all about:

• The Token ring and how it is revolutionizing MFA
• The engineering challenges of unique form factor hardware
• The channel that Token has chosen to work with to break out
• How the b2c segment has laid the groundwork for this type of product

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

Are you wrestling with how to scale your sales team without losing focus on what truly matters? Do you wonder how to maintain a customer-centric approach as your company experiences hypergrowth? Or maybe you’re trying to figure out the right time and way to segment your go-to-market organization. This episode offers deep, practical insights on these pressing challenges, straight from one of cybersecurity’s fastest-growing companies.

In this conversation, we discuss: 

👉 Chainguard’s unique approach to building scalable, segmented go-to-market teams early and the risks and rewards involved
👉 The art of shifting from product-led to value-led sales, and why the customer’s “aha” moment matters
👉 Lessons on integrating sales, marketing, and customer success for synchronized, fast, and sustainable growth

About our guest:
Ryan Carlson is President of Go-To-Market at Chainguard, a cybersecurity company that’s seen exponential growth, rising from under 10 employees to nearly 500 in just a few years. Formerly a key leader at Okta, Ryan brings a wealth of experience in building teams, scaling revenue, and cultivating customer trust in the enterprise software world.

Summary
Ryan Carlson shares tactical learnings from “inside the rocket ship” at Chainguard—how to scale people, structure, and strategy while keeping real value for customers at the heart of everything. If you’re determined to grow sales and marketing without sacrificing fundamentals, don’t miss this candid, actionable episode. Tune in for proven strategies you can implement right now!

Links:

• Ryan Carlson on LinkedIn
• Chainguard Website
• Book a 30-minute meeting with Andrew Monaghan

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• What’s going on in the market 
• What are the causes of outbound being broken
• Examples of exactly how it is not working
• And a rallying call to find new solutions

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• How to build trust with your sellers
• Why you have to take other’s opinions of sellers with a grain of salt
• We know sales leaders should lead from the front, but how do you do that?
• Get a balance of working in the business with on the business
• How to have tough conversations when things aren't going so well

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

With 3,000 vendors in cyber security it can be tough to differentiate your product from all the others.  

In this episode we cover:

• 3 different levels of differentiation (2 you probably don’t think about)
• How not to be tactical when comparing against others
• How to get prospects to join your movement
• 3 cyber security examples of powerful differentiation

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• Why value is ephemeral
• The 3 types of value (2 of which are often ignored)
• Using Tiger Woods to understand the layers of value
• The traps that many companies fall into when it comes to understanding their value
• One thing we can learn from Michaelangelo to do with undercovering value

Tom’s book, “Call Your Shots” is available on Amazon

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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.  

In this episode:

• I explain each of the 2 models
• Give pros and cons of each
• Explain which model I prefer to see
• What each model means for the CEO/Founder

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

Michelle Torrey-Teunissen, CRO at 6clicks, spent many years working in the traditional security channel with well known resellers.  
In this episode you'll learn: 

• How to engage with the channel if you are an early stage cyber security startup
• The importance of your product to get channel mindshare
• How she has used an assessment to successfully identify great sales talent
• How 6clicks works with advisory partners as well as resellers
• How Michelle structures comp plans to reduce channel conflict

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• How sales thinking is driven to be better when it is constrained
• How to get to clarity more quickly and effectively
• The power of constraints where money, people, and time are *not* in abundance
•  How to harness unleashed creativity to boost sales
• How to manage internal and external constraints to hit more home runs

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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.

This has sent shockwaves through the cyber security community, with many outraged that Joe was left carrying the blame and conviction for this when other executives in the company, including then CEO Travis Kalanick, had approved the approach he was taking to deal with this breach.

Others have taken the view, similar to prosecutors, that there was an attempt to "cover up" the breach from the FTC, and therefore what do you expect?

In this episode, Mike Privette, the CISO at Passport, and Ben Halpert, the CISO at Groupon, talk about what we know about the case from reports and what it might mean for the industry.

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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. 

I’ve got six ways you can do it yourself effectively so your sellers can be productive, FAST.

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

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

Today we welcome Eric Appel, Worldwide Head of Sales for Island, pioneers in the enterprise browser category.

In this episode we talk about

• Why Eric didn’t hire startup sales people
• Why it mattered to work with an exec team that has worked together for a long time
• Why 90% of first meetings convert to 2nd meetings
• How they exited stealth mode with real, live paying customers
• The first deal they closed

“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.

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

Are you struggling to keep up with the rapid pace of growth in cybersecurity sales? Wondering how to build a high-performing go-to-market team without sacrificing consistency or culture? Curious about what it takes to lead and enable teams through hypergrowth while navigating constant change? If so, you’ll find answers and inspiration in this episode focused on Sierra, one of the fastest-growing cybersecurity firms on the market.

In this conversation we discuss: 

👉 The essential building blocks and mindset behind scaling sales organizations in high-growth environments—balancing speed with strategic hiring and enablement
👉 How modern DSPM (Data Security Posture Management) is changing the data protection conversation, including new business drivers, buyer personas, and technical advances
👉 The importance of world-class enablement for sales and first-line managers—and why investing in internal growth and leadership is critical for sustained success

About our guest:
Steve Rog is the VP of Sales at Cyera, a trailblazing and rapidly scaling DSPM company. With a background in both technology and sales across industry leaders like F5, ForeScout, and Foundry, Steve has deep expertise in building elite sales teams and driving hypergrowth. At Cyera, he brings a disciplined yet people-first approach to organization building, sales excellence, and leadership development.

Summary:
Steve Rog shares firsthand lessons from Sierra’s exponential rise, detailing how intentional hiring, robust enablement, and cross-functional collaboration fuel sales success in cybersecurity. If you want to understand how to sustain momentum, empower your frontline managers, and scale responsibly, this is a must-listen episode. Don’t miss out—tune in to accelerate your own sales growth journey!

Connect & Learn More:

• Connect with Steve Rog on LinkedIn
• Learn more about Cyera here!
• Book time with Andrew Monaghan: Book here

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• Why a conversational intelligence tool is a must have
• The power of using common sales tools in the team (eg, how to handle top objections)
• The importance of getting the right talent on the team (and what that looks like)
• Why the team needs to be talking with each other all the time
• How to keep iterating

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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…

In this episode you will hear how the StrikeReady sales team...

• Tackles an account when there are so many possible use cases you solve with a platform
• Does not target the CISO first and where they start instead
• Makes the platform relevant at all levels of the security organization
• Identifies early adopters in the security market
• Got their first sales hires from their own networks and why that was so important to them

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• What Bolster AI does, and how it innovates
• Why it’s important to handle every account differently
• How to test out digital risk protection for free
• Abhishek’s top takeaways from his experience
• How to plan for the future of your sales team

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• How to identify problems your service solves
• What granularity of assets can do for you
• How many issues in cybersecurity come down to the fundamentals
• What roles to hire first when scaling
• How to use content marketing and word of mouth

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• What to do when you take over a new territory
• How to develop a meaningful ranking system for your accounts
• Why building your customer profiles matters
• How to approach a 10k
• The emotional vs. logical reasons your customers buy

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• What it means to evangelize the problem
• The key role the sales team plays in this effort
• How not to “vendorsplain”
• Examples of how to put this strategy into practice
• What language to use in a solution-oriented approach

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• What endpoint security is, and Syxsense’s unique approach for mid-market companies
• The current challenges of patching, even for big companies like Microsoft
• How investing in marketing can help you differentiate yourself in a crowded market
• Tips on how to scale and hire for your sales team
• Why unifying disparate tasks can make you an attractive option for clients

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• Why it’s tempting to expand your sales team early, but why that’s not right for everyone
• Three ways to analyze your company’s current hiring needs
• What your team’s calendar can tell you about hiring
• Ways to make your current team more productive
• How to evaluate the velocity of deals coming down the pipeline
• How you can set a new hire up for success

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• What data classification is, how it works, and who uses it. 
• How to generate leads and identify the people who need your cybersecurity services.
• The challenges data classification presents, and how to overcome these challenges.
• How to scale a sales team effectively and communicate the fine details of your services as your team grows.
• What lies in store for the future of data classification.

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

Are you struggling to turn small niche security products into strategic, high-value revenue streams? Curious how to elevate your sales approach from feature dumping to genuine value conversations? Ever wonder why comp plans always seem so complicated—or how real sales leaders attract and keep A-players? This episode has got you covered.

In this conversation we discuss: 

👉 How uncovering real business value can turn “unsexy” products into multi-million dollar revenue drivers
👉 Why “curiosity” and effective questioning often separates sellers from true sales leaders
👉 Navigating comp plan chaos, hiring pitfalls, and the future human/AI sales landscape in cybersecurity

About our guest
This week’s guest is Rob Amezcua, SVP of Worldwide Sales at Forescout. Rob’s leadership journey includes building and scaling cybersecurity sales teams, finding value in unexpected places, and sharing battle-tested wisdom from over two decades in the industry.

Summary
Rob Amezcua joins us for a candid, insight-packed discussion on building revenue engines in cybersecurity, from rethinking your product’s value to hiring and motivating great teams. Whether you’re struggling with transactional selling, comp plan confusion, or finding and keeping elite talent, Rob’s stories and strategies are a must-listen for modern leaders. Tune in and transform your sales approach today!

Links

• Rob Amezcua on LinkedIn
• Forescout website
• Book a 30-minute meeting with Andrew

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• Why distribution is the key to success in the cybersecurity market, and how to ensure yours is dialed in. 
• The problems faced by companies who move their workload into the cloud, and how hardware vendors built a solution to prevent that. 
• A security loophole that allowed Apple to turn down the FBI’s request for full access to their data catalog. Hint: They don’t have the data to begin with. 

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• Why a Killer Story for one group may work for one group but not another, and how to tailor it for the audience you’re targeting. 
• How to simplify your messaging to feel more accessible to the average consumer you serve. 
• The importance of listening to your consumer in order to tailor your messaging so that they ask less questions and understand quickly what you are about. 
• What makes an innovative, in-demand prospective engineer or product developer, where to find them, and how to vet them and hire the best 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 at https://zipmessage.com/unstoppable

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.

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:

• The critical question your “What I do” statement must answer if you want to hold your audience’s interest. 
• Why it’s essential that this statement strikes a balance between the customer problem and solution—and how to do that. 
• How to take the question mark out of your customer’s mind when you describe your product, and how this helps conversion and engagement. 
• Where to find more emotional words that you can add to your marketing, and why it’s essential that you do. 

Support the show

The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.

Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my cybersecurity sales consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.