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184: 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 o…
3 years, 8 months ago
183: 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 …
3 years, 8 months ago
182: 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…
3 years, 8 months ago
181: 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. …
3 years, 8 months ago
180: 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 t…
3 years, 8 months ago
179: 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…
3 years, 9 months ago
178: 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…
3 years, 9 months ago
177: 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, an…
3 years, 9 months ago
176: 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 …
3 years, 9 months ago
175: 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 …
3 years, 10 months ago