Latest / Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
The homework that turns technical pain into business value for cybersecurity sellers - Mark van Oppen, CRO @ SecureAuth
Mark van Oppen is 90 days into the CRO seat at SecureAuth, after four years selling a developer-led product at FusionAuth. He walks through the pre-call research he wants reps doing to connect technical pain to a business number, and why he tells them to be careful about showing it too early. He also covers his three hiring filters, what a muted seller says to a buyer, and what he's doing with the rep at 200 percent of goal who automated his own follow-up.
In this episode
Why Mark calls identity a non-optional problem, and what "critical path" changes about the sale
The step-by-step model for…
The skinny
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