Explorez tous les épisodes du podcast Cyber Go-To-Market Talk | Cybersecurity B2B Sales Leadership & Revenue Growth
| Titre | Date | Durée | |
|---|---|---|---|
| How to Hire Cybr Donut's GTM Leaders - Josh White, SVP of North America, Intaso | 22 Oct 2024 | 00:52:52 | |
Are you curious about the ideal timing for bringing in a senior sales or marketing leader? Not sure the right profile to hire? Need insights on avoiding decision paralysis in hiring? Have you ever faced the dilemma of hiring in industry or someone from another one? In this conversation we discuss: 👉 The benefits and challenges of hiring from competitors. 👉 The importance of a charismatic, proven leader in recruitment. 👉 Strategies for balancing thoroughness and timeliness in hiring decisions. About our guest: Josh White is the Senior Vice President of North America for Intaso and a trusted advisor in the recruitment domain, particularly for cybersecurity startups. He brings extensive experience in hiring top sales and marketing talent to drive revenue growth. Summary: Join Andrew Monaghan and guest Josh White as they delve into essential recruitment strategies for cybersecurity companies, specifically for Cybr Donut. Learn about optimizing hiring timelines, identifying the right leadership qualities, and aligning company needs with hiring decisions. Tune in to understand how Cybr Donut can achieve its ambitious growth targets through strategic hires. Listen now for actionable insights! Connect with Josh White: Book a 30-Minute Meeting with Andrew Monaghan Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| Fixing Cybr Donut's pipeline crisis: proven strategies for rapid cybersecurity pipeline generation - Joseph Barringhaus, VP of Marketing, Sonrai Security | 08 Oct 2024 | 00:45:20 | |
Like the go-to-market team at Cybr Donut, are you struggling to build a strong sales pipeline and wondering how to utilize events effectively? Do you want to know why your customers choose your products and leverage that to boost sales? Join us in this episode as we explore practical strategies that can help your sales and marketing teams hit your revenue targets faster. In this conversation we discuss: 👉 Building a culture around champions rather than traditional customer advisory boards. About our guest Joseph Barringhaus is the VP of Marketing at Sonrai Security. With an unconventional career transition from working in a church to cybersecurity, Joseph brings a wealth of experience in field and event marketing and is known for his innovative approach to pipeline generation and customer engagement strategies. Summary Join us as Joseph Barringhaus shares actionable insights into improving your sales and marketing alignment, optimizing event strategies, and utilizing customer data effectively. From leveraging social proof to creative out-of-home advertising, Joseph's expertise provides a roadmap for scaling your cybersecurity business. Don't miss out on strategies that can propel your company towards the $10 million ARR milestone. Listen now! Links Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| RSAC Innovation Sandbox Finalist: Mitiga with CTO, Ofer Maor | 03 May 2024 | 00:14:42 | |
In this conversation, we discuss: 👉 How Mitiga addresses security gaps in cloud environments 👉 The importance of simplifying complex security operations data for faster response times 👉 Emerging trends in cybersecurity threats for 2024 and how companies should prepare About our guest: Ofer Maor, the CTO and co-founder of Mitiga, brings his extensive expertise in cybersecurity to the table. With a rich background that includes founding multiple successful companies and deep research into cloud security threats, Maor provides invaluable insights into developing effective security solutions in today's rapidly evolving digital landscape. Connect with our guest: Ofer Maor's LinkedIn -Mitiga's Website Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 155: Evangelize the problem, not your product | 30 Aug 2022 | 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 | |||
| 154: Ashley Leonard, CEO of Syxsense - How to go after the mid market | 24 Aug 2022 | 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 | |||
| 153: Should you add more sellers to your sales team? | 19 Aug 2022 | 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 | |||
| 152: Christian Torres, CEO of Kriptos - importance of technology partners and why he brought on his first salespeople very early | 16 Aug 2022 | 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 | |||
| 151: Ayal Yogev, CEO and Co-Founder of Anjuna: What's more important... product or sales? | 12 Aug 2022 | 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 | |||
| 150: Wias Issa, CEO of Ubiq Security, on how Ubiq’s GTM for their API encryption for developers | 09 Aug 2022 | 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 | |||
| 149: A break down of two more companies’ answers to “What We Do” and how they could improve them | 05 Aug 2022 | 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 | |||
| 148: How to use strategic narrative to engage with prospects with Andy Raskin | 04 Aug 2022 | 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 | |||
| 147: Snir Ben Shimol, CSO at Cider, talks about market education & selling into the unknown | 02 Aug 2022 | 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 | |||
| 146: A break down of 2 companies’ answer to “what do you do?” | 28 Jul 2022 | 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 | |||
| RSAC Innovation Sandbox Finalist: Rad Security with CEO, Brooke Motta | 02 May 2024 | 00:12:32 | |
In this conversation, we discuss: 👉 Brooke’s adventurous start from lemonade stands to leading a cutting-edge cybersecurity firm. 👉 The unique approach RAD Security employs to identify security threats before they emerge. 👉 Plans for Rad Security's growth and expansion in the coming year. About our guest: Brooke Motta is the co-founder and CEO of RAD Security, a company recently recognized among the top ten at the 2024 RSA Conference Innovation Sandbox. She brings a robust mix of go-to-market strategy and deep cybersecurity expertise to the table. - Brooke Motta's LinkedIn - Rad Security Website Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 145: Snehal Antani, CEO at Horizon3, talks about telling the right stories and setting up the right pitch for customers | 22 Jul 2022 | 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 | |||
| 144: Rajiv Pimplaskar, CEO and President at Dispersive, talks about connecting with cybersecurity customers and scaling sales | 14 Jul 2022 | 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 | |||
| 143: How to answer the “What does your company do?” question without being boring or using buzzwords | 12 Jul 2022 | 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 | |||
| 142: Michael Shieh, CEO and Founder at Appaegis, talks about making security professionals jobs easier and how to build a successful sales team | 08 Jul 2022 | 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 | |||
| 141: Garret Grajek, CEO and Co-Founder at YouAttest on how he is making the lives of risk managers exponentially easier | 28 Jun 2022 | 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 | |||
| 140: Ismet Geri, CEO at Veridium, talks in-depth about passwordless security | 23 Jun 2022 | 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 | |||
| 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 | 21 Jun 2022 | 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 | |||
| 138: Vladi Sandler, Co-Founder and CEO at Lightspin talks protecting cloud and Kubernetes environments from unknown risks | 16 Jun 2022 | 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 | |||
| 137: Ian Bramson, Global Head of Industrial Cybersecurity at ABS Group, talks about the 3 shifts coming in industrial and operational tech security | 14 Jun 2022 | 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 | |||
| 136: Peter Prizio, CEO of SnapAttack talks the value in combining disparate tools to make the lives of red and blue teams easier | 08 Jun 2022 | 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 | |||
| RSAC Innovation Sandbox Finalist: P0 Security with CEO, Shashwat Sehgal | 01 May 2024 | 00:16:56 | |
In this conversation we discuss: 🤞 How P0 Security uniquely integrates security without hindering developer workflows. 🤞 The challenges of securing cloud-native technologies and non-human identities. 🤞 P0 Security’s innovative approach to identity governance and administration. About our guest: Shashwat Sehgal is the CEO and co-founder of P0 Security, a company that streamlines security practices to enhance operational efficiency without impeding the productivity of development teams. With previous stints at Splunk and leadership roles in multiple tech enterprises, Shashwat brings expertise in cloud security and enterprise software development. Join us as Shashwat Sehgal delves into the complexities of securing cloud-native technologies, highlighting how P0 Security’s innovative solutions help bridge the gap between security demands and developer efficiency. Tune in to gain insights that can transform your go-to-market strategies and fuel your company's growth. Don't miss this episode! Resources: Connect with Shashwat Sehgal on LinkedIn Visit P0 Security's website Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 135: Giora Engel, Co-Founder and CEO of Neosec, talks unique ways to tackle API security | 06 Jun 2022 | 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 | |||
| 134: Greg Fitzgerald, Co-Founder and President of Sevco Security, talks the importance of understanding the problem the customer has | 03 Jun 2022 | 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 | |||
| 133: Brian Lake, COO of Torq, Innovation Sandbox finalist on their innovation and the importance of staying focused on the problems to solve | 02 Jun 2022 | 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 | |||
| 132: Sharon Goldberg, Founder and CEO of BastionZero talks selling targeted cybersecurity solutions | 31 May 2022 | 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 | |||
| 131: Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, an Innovation Sandbox finalist at RSA | 27 May 2022 | 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 | |||
| 130: Ani Chaudhuri, CEO and co-founder of Dasera, an Innovation Sandbox finalist at RSA this year | 26 May 2022 | 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 | |||
| 129: David Hatchell, Cybersecurity sales and business leader talks industrial controls systems and operational technology | 24 May 2022 | 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 | |||
| 128: Pipeline generation tips #7 with David Dulany, Founder and CEO of Tenbound | 19 May 2022 | 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 | |||
| 127: 2 questions to ask the CEO/founder before joining a cyber security startup | 17 May 2022 | 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 | |||
| 126: Pipeline generation tips #6 with Theo Nasser, CEO and Co-Founder of Right-Hand Cybersecurity | 12 May 2022 | 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 | |||
| RSAC Innovation Sandbox Finalist: Harmonic Security with CEO, Alastair Paterson | 30 Apr 2024 | 00:19:03 | |
In this conversation we discuss: 👉 The inception and innovative mission behind Harmonic Security- Alastair Paterson is the co-founder and CEO of Harmonic Security and a seasoned entrepreneur in the cybersecurity arena. Having previously co-founded and led Digital Shadows, a company successfully sold to ReliaQuest, Alastair brings a wealth of experience and a pioneering approach to integrating AI with cybersecurity. **For more insights: - Visit [Harmonic Security’s website](https://harmonicsecurity.com) Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 125: The power of asking short questions like Barbara Walters | 10 May 2022 | 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 | |||
| 124: Pipeline generation tips #5 with Joe Mara, AVP, North American SLED & Canada at Elastic | 05 May 2022 | 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 | |||
| 123: Scott McCrady, CEO of SolCyber Managed Security Services, talks about the important role MSSP plays in today's cyber security market | 03 May 2022 | 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 | |||
| 122: Pipeline generation tips #4 with Kevin Hopp, CEO of the Hopp Consulting Group | 28 Apr 2022 | 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 | |||
| 121: Theo Nasser, CEO at Right-Hand cybersecurity, on ditching corporate sales life and starting a cybersecurity company | 26 Apr 2022 | 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 | |||
| 120: Pipeline generation tips #3 with Ryan Reisert, Founder of Phone Ready Leads | 21 Apr 2022 | 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 | |||
| 119: Rick Hill, VP Sales at Ava Security, on the process of being acquired (and how it feels) | 19 Apr 2022 | 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 | |||
| 118: Pipeline generation mini-episode #2 with Scott McCrady, CEO of SolCyber | 14 Apr 2022 | 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 | |||
| 117: Chris Beall, CEO at ConnectAndSell, on how to make a great cold call (and he improves mine!) | 12 Apr 2022 | 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 | |||
| 116: Pipeline generation mini-episode #1 with Rick Hill, VP of Sales at Ava Security | 07 Apr 2022 | 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 | |||
| RSAC Innovation Sandbox Finalist: VulnCheck with Jay Wallace, VP of Global Sales | 29 Apr 2024 | 00:16:53 | |
In this conversation, we discuss: Follow me on LinkedIn for regular posts about growing your cybersecurity startup | |||
| 115: Mark Parrinello, CRO at SentinelOne, building the revenue organization for hyperscale and IPO | 05 Apr 2022 | 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 | |||
| 114: What I would do differently at the beginning of my sales career | 01 Apr 2022 | 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 | |||
| 113: Denise Hayman, CRO at Sonrai Security talks journey in cyber security and her biggest learnings | 29 Mar 2022 | 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 | |||