Slashing sales cycles: How shorter discovery calls boosted Xona’s revenue and sped up the sales cycle- John Chiappetta, CRO, Xona

Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth · Apr 30, 2026 · 44m

Are your discovery calls turning into data dumps that stall deals instead of moving them forward? Frustrated by sales cycles that take forever to close, or feel like discounting is your only lever at the finish line? Looking for actionable strategies to help your team become both faster and more effective in closing cybersecurity deals? This episode brings you proven frameworks from a leader who faced (and fixed) these very challenges.

In this conversation we discuss

👉 Compressing lengthy sales cycles by restructuring discovery approaches

👉 Motivating and aligning sales teams for aggressive…