Shows / Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
The cybersecurity podcast that tackles the question: How can cybersecurity companies grow sales faster?
Growing a cybersecurity company is rarely limited by a lack of people. More often, growth stalls because cyber sales execution, onboarding, forecasting, and leadership aren't keeping pace with the opportunity.
Hiring more sellers doesn't solve that.
Neither does chasing the latest go-to-market trend without a repeatable system for revenue growth.
The companies that consistently outperform…
Episodes
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth200: standout episodes from the previous 199
It's hard to believe, but this is episode 200! If you'd told me after the first couple of episodes I'd get to #200, I'd say you'd clearly been smoking a little…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth198: Unlocking the Power of Cybersecurity with Maxime Lamothe-Brassard
In this episode, Maxime Lamothe-Brassard, Co-founder and CEO of LimaCharlie, embarks on a bold mission to revolutionize the cybersecurity industry by creating…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth197: From employee to founding a cybersecurity startup with Jori VanAntwerp
Moving from being an employee to founding your first company is a big step for anyone to take. In this episode, Jori VanAntwerp, CEO & Co-Founder at SynSaber…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth199: Navigating the challenges of introducing passwordless security with Michael Gwynn of IDmelon
Michael Gwynn's career took him from the army, to Johnson and Johnson, to working in cybersecurity. After years of working in cybersecurity, Michael was…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth196: Liat Hayun’s journey from working at big cybersecurity companies to starting Eureka Security
Starting a cybersecurity startup may seem daunting and complex, but with the right team and resources, it can be done. In this episode of the Sales Bluebird…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth195: Eric Olden on building a successful cybersecurity company
Eric Olden, CEO and co-founder of Strata Identity, joined us to share his journey from building a security software company in a garage, to taking a leap of…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth194: How to know if a prospect is an innovator
Cybersecurity startups do best when their prospects are innovators. People and companies who are able to buy from and work with startups and less mature…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth193: How to start growing revenue with Ted Miracco, CEO of Approov
This week on Sales Bluebird, we sat down with Ted Miracco, CEO of Approov Mobile Security. Hear what he has to say about the future of mobile security and why…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth192: How to transform a boring case study into a compelling story
Telling great stories is a powerful tool to convert more first meetings into second meetings, and more second meetings into demos, and demos into POCs. We are…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth191: A different path to product creation and scaling a cybersecurity company with Mirza Asrar Baig
Mirza Asrar Baig, Founder and CEO of CTM360, shared his story of starting a cybersecurity company from Bahrain in the Middle East. Contrary to the usual way…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth190: How to balance selling what the product does now & selling the big vision
Cybersecurity startups must balance selling their product's current capabilities with their powerful, inspiring vision without misleading prospects. When you…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth189: Unlocking Data Protection with Paul Lewis, CEO of Calamu
Paul Lewis is a highly accomplished entrepreneur and founder dedicated to creating solutions to better protect data. As the CEO of Calamu, he is pioneering a…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth188: How to get first meetings using VC programs, CISO networks, resellers & sales networks
“Brute forcing first meetings is just not working anymore.” Every cybersecurity startup wants to get more first meetings with prospects, but with 3000+ vendors…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth187: Why and how you implement value selling with Russell Coleman
Russell Coleman truly epitomizes cybersecurity value selling. It's just in his blood. It's how he operates. And he joined me to share his insight on the…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth186: From awful to awesome: a cybersecurity company’s transformation of their first meeting deck
Everyone can create a sales deck to use in early-stage meetings with prospects. But sometimes they are awesome and sometimes they are awful. In this episode, I…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth185: A better way to match cybersecurity sales job seekers with hiring managers
Lots of people, maybe even you, are looking for jobs right now. But finding the right opportunities at the right companies can be incredibly challenging. There…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth184: One way to maximize a first meeting
First meetings are hard to get so it is crucial we maximize them! One way we often let ourselves down is by not getting a good understanding of why our…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth183: How to take on the 800lb gorilla with Russell McGuire and Ben White from Ironscales
Ironscales has grown remarkably since its founding in 2014 (they have 7,000 customers!). After years of success in the mid-market, it is now taking on the…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth182: Being “me” focused during sales calls is slowly killing our connection with prospects
Talking about ourselves too often is a scourge of cyber security sales teams and their output in cyber security. It is slowly killing the connection they are…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth181: How to use a company podcast to get more exposure with Lindsay Tjepkema of Casted
You know how you wish more people knew about your company and products, but they don’t?! One way to fix this is to start a podcast for your company. But it can…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth180: 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…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth179: 13 sales mistakes founders make
Cybersecurity company founders rarely have much experience selling and are suddenly asked to pick up this skill without any training in a high-stakes…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth178: How to be valuable on a sales call with Amanda Carvalho, Sales Director at Gytpol
Sellers are often told to prepare for the first call with a prospect, but rarely are they taught how to do it properly. Amanda Carvalho has been doing in-depth…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth177: How to think bigger, bolder and clearer when differentiating
Security leaders believe that many security products are pretty much the same. They do the demos, listen to the pitch deck, and watch the videos, and often…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth176: Corey White, CEO @ Cyvatar: how to create a compelling cybersecurity product for SMBs
Many cybersecurity companies skip over SMBs as a target market. But that's NOT what Corey White did when he founded Cyvatar. He took everything he learned from…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth175: Marketing messaging is not sales messaging
Too often companies spend a lot of time and resources on figuring out how to describe what they do on their website. The straplines, tag lines, and cute…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth174: How to make sure you are paid with Dan Goodman, CEO of TruCommish
Comp plans can be so complex these days, it is nuts!! Often it is hard to work out exactly what you WILL be paid on a deal and what you HAVE been paid. In this…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth173: Increase your close rate by working with mobilizers and innovators (and who these people are!)
It takes someone special to buy from an early startup. There are at least 55 reasons why a person and a company shouldn’t take the risk! But many do because…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth172: How to bring a HARDWARE innovation in cybersecurity to market with Jack Wilson, the CRO at Token
Sometimes the boring and slow growing area of cyber security are most in need of innovation. Hardware tokens are a classic example of that. In this episode…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth171: Outbound is Broken
I have little doubt in my mind that outbound is broken. It’s not working nearly as well as it used to and the people on receiving end of it, the people that we…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth170: Important leadership trait: bringing great people with you. But how do you do that?
Life in startup sales is a little bit easier if there is already trust and a relationship between the sales leader and some of the sellers. Founders should…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth169: Differentiate your product so prospects remember
With 3,000 vendors in cyber security it can be tough to differentiate your product from all the others. In this episode we cover: 3 different levels of…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth168: Tom Miller, sales leader and author of Call Your Shots - knowing your value
Tom Miller is a multi-time cybersecurity sales leader and currently the Chief Gravity Officer at Human Security. Along the way he has learned a lot about what…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth167: 2 approaches to bringing on your first sales team
You’ve won your first few customer and now you are ready to bring in your first sales team members. There are LOTS of ways to do it, but I have seen 2 models…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth166: Michelle Torrey-Teunissen, CRO at 6clicks: best practices for working with the channel
Michelle Torrey-Teunissen, CRO at 6clicks, spent many years working in the traditional security channel with well known resellers. In this episode you'll…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth165: One powerful tool to improve how you sell and how you get better
What is your sales team doing right now that needs to be improved, what are *your* pain points internally? And how could those be transformed if you took away…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth164: Two CISOs discuss the conviction of ex-Uber CISO, Joe Sullivan
In a shocking turn this week, Joe Sullivan, the ex-CISO of Uber, was convicted of charges related to the cover-up of a 2016 data breach. This has sent…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth163: How to onboard new sellers yourself
Startup life often includes a dialed-down, DIY approach to onboarding. But tighter doesn’t have to mean slighter—you can still create a robust, tailored…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth162: Eric Appel, CRO @ Island: why stealth is sexy and the different way Island has built the sales team
Today we welcome Eric Appel, Worldwide Head of Sales for Island, pioneers in the enterprise browser category. In this episode we talk about Why Eric didn’t…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth161: 5 ways to reduce the chaos in startup selling
Selling at early stage startups is chaotic!! So much is still up in the air and the team is constantly looking for ways to crack the code on the sales process…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth160: Anurag Gurtu, Chief Product Officer at StrikeReady: How to sell a platform
Today we are joined by Anurag Gurtu, Chief Product Officer at StrikeReady. StrikeReady is revolutionizing the way that security people do their jobs by…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth159: Adam Gavish, CEO of DoControl - People don’t sell, people buy.
DoControl founder and CEO Adam Gavish joins us today with his take on security policy enforcement and how his company is innovating through a people- and…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth158: Abhishek Dubey, CEO of Bolster - Fast time to value = a new deal per week
Digital risk protection is one of the most important pieces of cybersecurity. Expert and Bolster AI CEO Abhishek Dubey joins us today to give us an inside look…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth157: Erkang Zheng, CEO of Jupiter One - need for sales structure | power of community in building a customer base | founder led selling
Erkang Zheng, CEO of Jupiter One, knows all about building a solid foundation and growing from there. He joins us today to discuss how he built his company…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth156: Dave Phelps, RSM at Crowdstrike - Make your territory, your franchise
Chatting with CEOs and CROs is enlightening and valuable, but sometimes you need practical and actionable tips from someone who’s down in the trenches. Dave…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth155: Evangelize the problem, not your product
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…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth154: Ashley Leonard, CEO of Syxsense - How to go after the mid market
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…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth153: Should you add more sellers to your sales team?
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…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth152: Christian Torres, CEO of Kriptos - importance of technology partners and why he brought on his first salespeople very early
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…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth151: Ayal Yogev, CEO and Co-Founder of Anjuna: What's more important... product or sales?
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…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth150: Wias Issa, CEO of Ubiq Security, on how Ubiq’s GTM for their API encryption for developers
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…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth149: A break down of two more companies’ answers to “What We Do” and how they could improve them
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…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth148: How to use strategic narrative to engage with prospects with Andy Raskin
Cybersecurity is a notoriously technical and overcrowded arena. You’re solving problems in a way that your average prospect will not always naturally grasp…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth147: Snir Ben Shimol, CSO at Cider, talks about market education & selling into the unknown
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…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth146: A break down of 2 companies’ answer to “what do you do?”
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…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth145: Snehal Antani, CEO at Horizon3, talks about telling the right stories and setting up the right pitch for customers
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…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth144: Rajiv Pimplaskar, CEO and President at Dispersive, talks about connecting with cybersecurity customers and scaling sales
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…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth143: How to answer the “What does your company do?” question without being boring or using buzzwords
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…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth142: Michael Shieh, CEO and Founder at Appaegis, talks about making security professionals jobs easier and how to build a successful sales team
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…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth141: Garret Grajek, CEO and Co-Founder at YouAttest on how he is making the lives of risk managers exponentially easier
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…