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 Growth140: Ismet Geri, CEO at Veridium, talks in-depth about passwordless security
In this episode, Ismet Geri, CEO at Veridium, joins us to talk in-depth about passwordless security - what it means, the adoption struggles he’s been…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth139: Jason Prindle, the Senior Director of Global Sales Development at Big ID, talks about his experience with hyper-personalization along with his four-pronged approach and how to put that approach into real-life
The world of sales is a crowded one where prospects in your pipeline are flooded with pitches. So the challenge for salespeople is to stand out and to make an…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth138: Vladi Sandler, Co-Founder and CEO at Lightspin talks protecting cloud and Kubernetes environments from unknown risks
Any software that does a lot of work behind the scenes that makes the user’s life simple is going to be attractive as an operational efficiency driver. In this…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth137: Ian Bramson, Global Head of Industrial Cybersecurity at ABS Group, talks about the 3 shifts coming in industrial and operational tech security
Cyber security for operational technology and industrial systems is a hot topic right now. The security of these systems is important to the critical revenue…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth136: Peter Prizio, CEO of SnapAttack talks the value in combining disparate tools to make the lives of red and blue teams easier
Peter Prizio, CEO of SnapAttack, part of the early stage expo at RSA this week, joins us to talk about the tools to make operations easier in cybersecurity…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth135: Giora Engel, Co-Founder and CEO of Neosec, talks unique ways to tackle API security
In this episode, Giora Engel, Co-Founder and CEO of Neosec, who is fresh off his selection for the RSA Conference innovation sandbox, joins us to share and…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth134: Greg Fitzgerald, Co-Founder and President of Sevco Security, talks the importance of understanding the problem the customer has
In this episode, Greg Fitzgerald, co-founder and President of Sevco Security, who is fresh off his selection for the RSA Conference innovation sandbox, joins…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth133: Brian Lake, COO of Torq, Innovation Sandbox finalist on their innovation and the importance of staying focused on the problems to solve
In this episode, Brian Lake, COO of Torq, who is fresh off his selection for the RSA Conference innovation sandbox, talks about the role automation plays in…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth132: Sharon Goldberg, Founder and CEO of BastionZero talks selling targeted cybersecurity solutions
In this episode, Sharon Goldberg, Co-Founder and CEO of BastionZero, who is fresh off her selection for the RSA Conference innovation sandbox, joins us to…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth131: Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, an Innovation Sandbox finalist at RSA
In this episode, Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, joins us to explain what Talon does and the big innovation they are bringing to the…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth130: Ani Chaudhuri, CEO and co-founder of Dasera, an Innovation Sandbox finalist at RSA this year
In this episode, we chat with Ani Chaudhuri, co-founder and CEO of Dasera, who was selected for the RSA Conference innovation sandbox. Ani explains what Dasera…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth129: David Hatchell, Cybersecurity sales and business leader talks industrial controls systems and operational technology
“Industrial cybersecurity” is not just an imposing sounding term, it's a multi-billion dollar industry. From monetizing endpoints to breaking apart the systems…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth128: Pipeline generation tips #7 with David Dulany, Founder and CEO of Tenbound
The ongoing Pipeline Generation series has sales landscape leaders and experts pop by and share their pearls of wisdom on building and growing a sales…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth127: 2 questions to ask the CEO/founder before joining a cyber security startup
At a startup, the founder usually has a big impact on everything to do with the company. With that being said, it’s not uncommon to have the founder come in…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth126: Pipeline generation tips #6 with Theo Nasser, CEO and Co-Founder of Right-Hand Cybersecurity
The ongoing Pipeline Generation series has sales landscape leaders and experts pop by and share their pearls of wisdom on building and growing a sales…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth125: The power of asking short questions like Barbara Walters
Like in big news interviews, mastering the perfect question in sales can make all the difference. In this episode, Andrew dives into two interviews by Barbara…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth124: Pipeline generation tips #5 with Joe Mara, AVP, North American SLED & Canada at Elastic
It’s no secret that the number one challenge for sellers in cyber security is generating pipeline. In this episode, Joe Mara who is a longtime cybersecurity…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth123: Scott McCrady, CEO of SolCyber Managed Security Services, talks about the important role MSSP plays in today's cyber security market
We are in for a treat for today’s episode. Scott McCrady, CEO of SolCyber Managed Security Services, joins me today to talk about his incredible story about…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth122: Pipeline generation tips #4 with Kevin Hopp, CEO of the Hopp Consulting Group
This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth121: Theo Nasser, CEO at Right-Hand cybersecurity, on ditching corporate sales life and starting a cybersecurity company
On this episode, we sit down with Theo Nassar, CEO at Right-Hand Cybersecurity, to talk about how Theo made a change in his work life and did something a lot…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth120: Pipeline generation tips #3 with Ryan Reisert, Founder of Phone Ready Leads
This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth119: Rick Hill, VP Sales at Ava Security, on the process of being acquired (and how it feels)
On this episode, we sit down with Rick Hill, Vice President and General Manager of the Americas at Ava Security. Rick started his career at Cisco in the Sales…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth118: Pipeline generation mini-episode #2 with Scott McCrady, CEO of SolCyber
This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth117: Chris Beall, CEO at ConnectAndSell, on how to make a great cold call (and he improves mine!)
On this episode, we have our special guest Chris Beall, the CEO at ConnectAndSell. Chris goes over some insightful tactics that cover the psychology behind the…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth116: Pipeline generation mini-episode #1 with Rick Hill, VP of Sales at Ava Security
This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth115: Mark Parrinello, CRO at SentinelOne, building the revenue organization for hyperscale and IPO
On this episode, we have our special guest Mark Parrinello, the CRO at SentinelOne who talks about how he prepared his sales organization for the 2021 IPO and…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth114: What I would do differently at the beginning of my sales career
In 1998, I started my sales career in the cybersecurity industry. I spent 19 years directly in sales carrying a quota, either as a seller or as a sales leader…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth113: Denise Hayman, CRO at Sonrai Security talks journey in cyber security and her biggest learnings
Today on the podcast we have our special guest, Denise Hayman, CRO at Sonrai Security. In this episode, we are talking about her experience in the cyber…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth112: How to help your prospect understand that you have the solution to their problem
Today, we are talking about one of the ways we can make the whole sales process smoother and quicker. Everything we do in the sales world revolves around a…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth111: Mike Rogers, CRO at Noetic Cyber, breaks down why Ionic Security was not a financial success
Mike Rogers, CRO at Noetic Cyber, joins me today to talk about all things Noetic Cyber, his learnings from Ionic Security, building a great working…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth110: One tool to 3x your discovery
Discovery is not a one-time event. Throughout the sales process we should seek to learn more and more about our prospects and the challenges they face. Using…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture Partners
Bessemer is one of the legendary VC companies and has a long history of investing in cyber security companies. Amit Karp is a Partner, based in Tel Aviv, who…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth108: Alex Jones, CRO at NetSPI, talks journey into cyber and building a great sales team
Alex Jones, CRO at NetSPI, joins me today to talk about his journey into the cybersecurity sales world and what he’s doing at NetSPI to continue to build a…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth107: Chris Smith, CRO at Aqua Security, on 7 steps to hiring great sales talent
Chris Smith, CRO at Aqua, joins me today to talk about creating a great sales team as a company that’s growing rapidly by being intentional about bringing in…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth106: Momentum Cyber’s Cybersecurity Almanac 2022
Today’s topic is all about Momentum Cyber’s Cybersecurity Almanac 2022. Momentum Cyber is an investment bank that deals with only cybersecurity companies and…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth105: Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team
Jay Wallace, Vice President of Worldwide Sales at Rumble, joins me to talk about his experience on how someone who didn’t start off in cybersecurity, ended up…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth104: Simple framework for value oriented discovery
We all know we should understand what is happening with our prospects, but too often discovery turns into interrogation and a frustrating experience all round…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth103: How to use your sales deck effectively
Let’s talk about the part of that first meeting where you describe what you do. Your prospect is asking themselves what does your company do? who are they like…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth102: Bob Kruse, CEO and co-founder of Revelstoke Security, on how a sales leader becomes CEO of a cybersecurity company
Bob Kruse, CEO and co-founder of Revelstoke Security, joins me today to talk about his experience and success in the cybersecurity sales world and how that has…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
101: How to get better at first meetings (Part 1)
You know when you’re doing a bunch of first meetings, but not enough of them are converting to a second meeting or demos? Well, we’ve all been there. That…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth100: Brian Gumbel, CRO At Armis Shares His Tips on Scaling Cyber Security Sales Teams
Welcome to our 100th Episode! I want to start off by thanking you for joining me on this journey for these past two years. For this landmark episode, we have a…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
99: 6 reasons security leaders buy from startups
This episode covers 6 reasons why CISOs and other senior leaders buy from startups. We know it is not the easy option for them, so what drives them to want to…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
98: One tip to avoid sounding stupid in conversations with your prospects
In this episode, we're going to look at how using buzzwords negatively impacts sellers. And 1 simple tip to avoid this pitfall. 00:00 – Introduction 01:10 –…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth97: Aurelien Mottier, CEO of Operatix on effective pipeline generation for startups
Aurelien "Ray" Mottier runs the sales acceleration and lead generation company, Operatix. Ray talks about the decision to insource vs outsource, measuring…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
96: One thing B2B sellers can learn from the greatest skier of all time
We can all learn from Mikaela Shiffrin, one of the greatest skiers of all time. Mikaela had a pretty good season in 2018. But despite winning gold and silver…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth95: Mike Baker, CRO at Noname, talks about leading a sales team through hyper growth
Mike Baker, CRO at Noname Security, joins me today to talk about his experience (and success) in the cybersecurity sales world and how he tends to go the…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
94: 3 tips to help your team build 1st meeting connections
Why do we struggle with building a connection with a prospect and then keeping their attention? Check out this episode for practical strategies on how you can…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth93: Ty Flippin, VP of Sales at DecisionLink, shares the impact of value selling
A conversation with Ty Flippin on selling value and other tips and tricks to help you drive larger deals and faster sales cycles. If you want to hear more…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
92: Why your team may be "losing" prospects and ONE drastic way to stop it
Ask yourself, as a seller, have you ever prepared so well for a sales call with your prospect and couldn’t feel more confident…but somehow your meeting was a…
Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth91: Paul Ayers, CEO of Noetic Cyber, reveals tips on breaking into the European market
Cybersecurity....it's not a domestic problem. It's a global problem. Paul Ayers, CEO of Noetic Cyber, has an impressive history of helping U.S. cybersecurity…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
90: MT Robertson CRO at Bluescape Software on how to transition to product led growth
CRO MT Robertson talks about how he transitioned his sales model from exclusively enterprise sales led to product led growth. Find the changes Bluescape had to…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
89: Jeff Lauer CRO at Standard Custody on why CROs don't last longer
The average tenure for a CRO right now is around 18 months. Sales leaders and sellers don't have much time to make a difference and deliver. In this episode…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
88: 3 tips to connect better with prospects
Sometimes it feels like we have very little connection with a prospect. There is little rapport and not much commitment to change. Sometimes we think too…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
87: John Mayhall Chief Revenue Officer at CyberGRX on what to do when you take on a new role, at a new company, in a new market
When making a career move to cybersecurity you have to educate yourself in a new market, a new world, and new terminology. This episode gives you an in depth…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
86: Product training hurts your sales team
Most product training that is done is really hurting and not helping the sales team. This episode gives you three ways that we can help our sellers get more…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
85: Dan Parelskin, VP WW Sales @ Axis Security on getting the first customers and intentionally creating a sales culture
One of the things that is always impacted as teams grow rapidly is culture and the values that you want to instill in the team that you think will drive…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
84: 3 ways to improve the effectiveness of your sales deck
Your company has given you a great sales deck to use, but you just know that your prospects don't always enjoy hearing you talk all the way through the deck…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
83: David McKeough, CRO at Trusona talks about being creative in how and when you describe what you do
David McKeough has been in cyber security sales for over 15 years starting as an individual contributor and now is the CRO at Trusona. He had stints along the…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
82: 5 steps to ramp new sellers when you have no enablement and no time
The good news is you have headcount to grow the team and have some great sellers lined up. The bad news is that you don't have any enablement help to ramp them…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
81: Differentiate by being human with Mark Small, multiple time VP of Sales
This is an interview with Mark Small a multiple-time VP of Sales at cybersecurity companies, both large and small. He talked about how to stand out from the…