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 Growth
80: 3 questions to ask to know if you are at the right company
After you join a startup and the honeymoon period is over doubts can set in about whether you are at the right company. Things are usually not as good as you…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
78: 5 ways to run a better team meeting
Get the sense that your B2B sales team is bored during your regular team meetings? As a sales manager, here are 3 ideas to get them re-engaged Support the show…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
77: Set a big goal for your team to rally around
Find your team drifting apart and just focusing on quota and numbers? Change the dynamic by setting a big hairy audacious goal that will bring the team…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
76: 3 ways to use ancient philosophy to run your sales team more effectively
People have been studying life and humans for millennia. and despite all the advances we have made as a species, the basics of human behavior and life are…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
75: How To Create a Culture of Accountability In Your Sales Team
B2B sales teams are one of the most highly measured teams in an organization, but our accountability towards those metrics, our plans, and our commitments is…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
74: How to build your bench
It's easy to say "you need to build a bench", much harder to do well and consistently. Find out 4 steps to take that you can do in under 2 hours per week in…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
73: 4 Steps to follow if you are called a "Micro Manager"
There is no worse thing to be called as a sales leader than "micro manager"... so what do you do if that's what happens? Support the show The Cyber…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
72: Top 8 reasons why great sales people leave
Top sales talent is rarely on the market... so what is it that causes them to leave? Support the show The Cyber Go-To-Market Talk is the show for cybersecurity…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
71: Why you should hire lines not dots (and what the heck that means!)
Do you hire the best person you can find at that point in time (a dot) or do you hire someone you've got to know over time and seen them grow and progress (a…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
70: The first 3 things a newly promoted manager should do
You get promoted to run a team and the firehose starts. Everything comes at you from all sides and it is easy to become overwhelmed. But not if you follow…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
69: Moving from reactive to proactive in hiring
Open territories can cost you between $0.5m and $1.5m in lost bookings over 2 years. We can avoid that by being proactive and not reactive in hiring. Support…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
68: Why you need to ask one question at a time
Great questions yield the best answers unless you screw up when asking them! Find out how to avoid one common mistake in this episode. Support the show The…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
67: How are your reps motivated?
Very few people are truly motivated by money. and I count salespeople in that statement. So what are salespeople motivated by? Support the show The Cyber…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
66: What would this look like if it were easy
One way to simplify complex tasks to save you a ton of time and get to a deeper, different course of action. Support the show The Cyber Go-To-Market Talk is…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
65: Stop asking rhetorical questions dressed up as coaching
You want to coach your team member but you know what they should be doing. In fact, it's burning a whole in your head. Many of us offer advice dressed up as a…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
64: The least rewarding job in the company
The 1st line manager in a B2B sales organization is the least rewarding job in the company. This episode is the start of helping you be great. Support the show…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
63: Serve dessert first ... it will make you more successful in B2B sales
Ever find your prospects switch-off when it's your turn to talk? Maybe you have the menu in the wrong order. Support the show The Cyber Go-To-Market Talk is…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
62: How to build trust by showing your hands
How can you better build trust with your prospects? Joe Navarro gives us a tip in his book What Every Body is Saying Support the show The Cyber Go-To-Market…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
61: Protect the golden hours of B2B selling
Need a quick reminder that you need to use your selling time wisely? Jeb Blount lays it on us very bluntly in Fanatical Prospecting Support the show The Cyber…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
60: B2B sales: When is the best time to talk to C-level executives in the buying process?
Ever get frustrated about not getting access to the senior decision-maker or economic buyer during your sales cycle? Read and Bistritz explain all and when…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
59: The best way to convince a B2B sales prospect to take your meeting
Do you want to improve the chances your prospect will take your meeting? Anthony Iannarino gives us some pointers in the Lost Art of Closing Support the show…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
58: In B2B sales, different is better than better
We live in a noisy B2b world where getting attention is tough. Bring a "be different" mindset to your selling motions to stand out. Support the show The Cyber…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
57: In B2B sales, how to tell someone you agree with them without using words
Your torso is a powerful tool in non-verbal communications. Find out how and why from Joe Navarro in What Every Body is Saying Support the show The Cyber…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
56: For B2B sales leaders: The question that works really well to start ad hoc coaching moments
Imagine someone walks into your office or calls you randomly ... you're short on time and you're a bit apprehensive about why they want to talk with you. This…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
55: For B2B sellers, can you show me your target account list... right now?
A quick challenge for you... in the next 10 seconds, can you show someone your current target account list? Find out why answering "yes" to this question is…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
54: In B2B sales, why are prospects not ready to buy?
You just KNOW that your prospects would be in amuch better place with your solution, but they don't seem to care.... what the heck is going on? Anthony…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
53: Product is a 4 letter word
Is the curse of product knowledge holding you back? Find out how in this episode. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
52: It's all about the success of others
A quick check for you..are you starting the year self oriented or buyer oriented? One way will win out over time according to Mahan Khasla and Randy Illig in…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
51: Why you need to pay attention to someone's feet
Don't pay so much attention to someone's face, instead concentrate on their feet... so says Joe Navarro in his book What Every Body Is Saying Support the show…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
50: Think like a buyer - a letter from IT ops leader
What does a senior executive at your biggest target think about you and what do they want you to know. In this episode we have a "Dear Salesperson" letter from…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
49: What C-levels want from a Trusted Advisor
Everyone seems to want to be a trusted advisor, some even think they are one.... but what do executives at your prospects think a trusted advisor is? Find out…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
48: Get even more from 2019
Oasis sang "Don't look back in anger" ... how do you feel about your 2019? Learn a great framework to get even more from what happened to you in 2019. Support…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
46: Why it's a good sign if someone crosses their legs
Cross your legs to show confience and comfort..find out why from Joe Navarro in his book What Every Body is Saying Support the show The Cyber Go-To-Market Talk…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
45: In B2B sales, focus on the next Yes
Do you feel like too many of your opportunities slow down or stall? Most of us have lived through that. Keenan gives his perspective in Gap Selling. Support…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
44: Cut the fluff and ask the question
Ever had someone give a huge preamble before asking you a question? Ever done that yourself? Don't do it says Michael Bungay Stanier in The Coaching Habit…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
43: What does it mean when someone strokes their neck?
Have you seen someone stroke their neck, or their chest .. and wandered what it means? Joe Navarro tells us all about Pacifying Behaviours in his book What…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
42: Everyone is NOT on vacation
Ever think that all your prospects are on vacation? Don't kid yourself as explained in this episode Support the show The Cyber Go-To-Market Talk is the show…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
41: How to be in synch when negotiating
This simple mirroring tip will pay off for you in negotiations, so says Chris Voss in Never Split the Difference Support the show The Cyber Go-To-Market Talk…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
40: Surprising impact of your voice in effective negotiation
38% of what you communicate is down to your tone of voice ... but how do you use that in negotiations? Chris Voss gives us an idea in Never Split the…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
39: A powerful way to push back... without appearing to push back
You know you need to push back during a negotiation but sometimes feel like you don't do it very effectively? Chris Voss has a very effective way in Never…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
38: How to respond to "no"
Ever hear a "no" from a prospect and wish you had a better way to continue the conversation? Chris Voss gives us some ideas in Never Split the Difference…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
37: Brass tacks bargaining
Sometimes you have to bargain with purchasing to get what you want... but what is the best way to do that? Chris Voss provides a very effective system in Never…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
36: THIS leads to desperation
Feeling a little desperate at the end of the month or quarter? Jeb Blount tells us why in his book Fanatical Prospecting Support the show The Cyber…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
35: What makes a great story
Feel like your sales stories are a little boring? Not hitting the maark? Mike Weinberg shows us a quick story framework in his book Sales Truth Support the…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
34: Think like a customer - it's harder than we think
Start thinking like a customer - it's so obvious, but few of us do it well ... So says Anthony Iannarino in The Lost Art of Closing Support the show The Cyber…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
33: How to read lips to avoid problems
Ever felt that someone is not being up front with you, but you are not sure? Joe Navarro gives us a tip on reading some non-verbal signs Support the show The…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
32: When your back is against the wall
How do you respond when your back is against the wall? Tips for what can you do... Support the show The Cyber Go-To-Market Talk is the show for cybersecurity…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
31: Ready for excess?
Are you ready for the excesses to come! Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
30: These are the best questions to ask decision makers
Do you want to ensure you are compelling, valuable and trusted by the decision makers in your accounts? If so, ask implication questions according to Neil…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
29: If you want to transform your life, don't try and transform your life!
If you want to transform your life, don't try and transform your life! Sound a little strange? Well that's the advice of James Clear in his awesome book…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
28: The "sales truth" about prospecting success
Are you spending enough time on prospecting? Probably not according to Mike Weinberg in Sales Truth Support the show The Cyber Go-To-Market Talk is the show…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
27: The most simple way to keep momentum in your sales cycle
Feel like your sales opporutnities stall too easily? Next steps don't happen? Anthony Iannarino writes about this in his book "The Lost Art of Closing" Support…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
26: Who is most uncomfortable? You or your prospect?
Have you ever felt uncomfortable asking your prospect a deeper question? But wish you had? In Let's Get Real or Let's Not Play, Mahan Khasla and Randy Illig…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
25: How to stop confusion from slowing down your sales opportunities
Ever been confronted with an inconsistent or confusing prospect, but not sure how to react ... Keenan has 4 favorite words to help you get into the tough…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
24: Be fearless
Sales is often won by those that do the things that others don't. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
23: Don't treat people how you want to be treated
Why is the common idea to "treat people the way you would want to be treated" wrong? All is explained by ex-FBI hostage negotiator Chris Voss in "Never Split…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
22: Be a coach for your team - it makes life easier for you too
Sales leaders... know that you should be a better coach for your team, but not exactly sure why it helps you?... Michael Bungay Stanier reminds us in "The…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
21: Finding it hard to start prospecting?
Ever sat there knowing you should be prospecting, but you don't... you are only human if you do! There are the 3 Ps that are holding you back from prospecting…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
20: Get what you want by using a range
How do you handle the "how much do you charge" question or if negotiating a package "what are your OTE expectations?" question .. find out the power of ranges…
- Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
19: Intention to improve your sales craft
Armistice day Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to…