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104: Simple framework for value oriented discovery
Episode 104
We all know we should understand what is happening with our prospects, but too often discovery turns into interrogation and a frustrating experience …
4 years, 7 months ago
103: How to use your sales deck effectively
Episode 103
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 …4 years, 7 months ago
102: Bob Kruse, CEO and co-founder of Revelstoke Security, on how a sales leader becomes CEO of a cybersecurity company
Episode 102
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 ho…
4 years, 7 months ago
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.…
4 years, 7 months ago
100: Brian Gumbel, CRO At Armis Shares His Tips on Scaling Cyber Security Sales Teams
Episode 100
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,…
4 years, 7 months ago
99: 6 reasons security leaders buy from startups
Episode 99
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…
4 years, 7 months ago
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
0…
4 years, 7 months ago
97: Aurelien Mottier, CEO of Operatix on effective pipeline generation for startups
Episode 97
Aurelien "Ray" Mottier runs the sales acceleration and lead generation company, Operatix.
Ray talks about the decision to insource vs outsource, measu…
4 years, 8 months ago
96: One thing B2B sellers can learn from the greatest skier of all time
Episode 96
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 a…
4 years, 8 months ago
95: Mike Baker, CRO at Noname, talks about leading a sales team through hyper growth
Episode 95
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…
4 years, 8 months ago