Podcast Episodes

174: 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 pa…

3 years, 10 months ago

173: 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 …

3 years, 10 months ago

172: 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 e…

3 years, 10 months ago

171: 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 peopl…

3 years, 10 months ago

170: 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…

3 years, 10 months ago

169: 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 years, 11 months ago

168: 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 …

3 years, 11 months ago

167: 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…

3 years, 11 months ago

166: 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 y…

3 years, 11 months ago

165: 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 …

3 years, 11 months ago