Podcast Episodes

194: 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 ma…

3 years, 6 months ago

193: 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 securit…

3 years, 7 months ago

192: 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 POC…

3 years, 7 months ago

191: 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 us…

3 years, 7 months ago

190: 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.

W…

3 years, 7 months ago

189: 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 pion…

3 years, 7 months ago

188: 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…

3 years, 7 months ago

187: 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 …

3 years, 7 months ago

186: 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 thi…

3 years, 7 months ago

185: 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 challen…

3 years, 7 months ago