180: Learn how an SMB sales team is being successful with Brian Penney, VP of Sales at Blumira

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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 the sales team and growing revenue.  His background is in Enterprise selling and he highlights what is similar and also what is different with selling to SMBs. 

In this episode, you’ll learn:

• The average length of a sales cycle working with SMBs and what we can learn from that on the enterprise side 
• Advantages of having a rigorous POC process while also being flexible when needed
• Importance of having enough discipline to say no to some deals

Blumira: www.blumira.com
Brian: On LinkedIn or bpenney@blumira.com

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162: Eric Appel, CRO @ Island: why stealth is sexy and the different way Island has built the sales team
143: How to answer the “What does your company do?” question without being boring or using buzzwords
109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture Partners

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