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You Can Teach Selling, Not Attitude: James Irving, Founder, Emotive JLI
On this episode of Cyber GTM Talk, the cybersecurity podcast for go-to-market leaders, first-time cyber sales leader James Irving explains why he built his team at ThreatSpike from graduates instead of experienced sellers. With a target to double ARR from £5 million to £10 million, he hired for motivation, honesty and a genuine interest in business, then taught the market and the sale himself. He also tells the story of the month he thought he was done, and what turned it around.
In this episode
Why a BMW mechanic convinced James that credibility matters more than sales experience in a cyber…
The skinny
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