Latest / Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
180: Learn how an SMB sales team is being successful with Brian Penney, VP of Sales at Blumira
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…
The skinny
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