The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut!

Send me a text (I will personally respond)Paul Lewis is a highly accomplished entrepreneur and founder dedicated to creating solutions to better protect data. As the CEO of Calamu, he is pioneering a novel way to approach data protection. His diverse experiences have laid the foundation for his success, including interning with AT&T, founding six companies, and selling two. He's passionate about turning the tables on the bad guys and making the cyber world safer. Paul's story is an inspiring one for any aspiring entrepreneur or founder."I always believed in the mission. I always believed in the outcome. I'm 100% committed to solving this problem and trying to make the cyber world safer, which is desperately needed."In this episode, you will learn the following:1. How does Calamu protect data in a way that no other product can?2. What is the difference between protecting systems and protecting data?3. How does one balance starting a business to solve a problem and making a profit?Resources:CalamuPaul Lewis's LinkedInOther episodes you'll enjoy:Interview with Denise Hayman, CRO at Sonrai SecurityDifferentiate so your prospect remembersMake the biggest impact by giving your prospect dessert firstConnect with me:YouTube: https://www.youtube.com/@salesbluebirdTwitter: https://www.twitter.com/unstoppable_doLinkedIn: https://www.linkedin.com/andrewmonaghanLoved this episode? Leave us a review and rating here: https://ratethispodcast.com/bluebird----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)“Brute forcing first meetings is just not working anymore.”Every cybersecurity startup wants to get more first meetings with prospects, but with 3000+ vendors vying for the same attention, brute-forcing by sending more emails and making more cold calls won't work -- so here are four compelling resources to get out of this daunting dilemma.Here's what I cover:1. How to leverage VCs programs to get first meetings with ideal prospects2. How to use CISO groups and how they charge for access3. Why some resellers might help you and 2 tricks to getting traction with them4. What tips to consider when hiring salespeople who can bring a Rolodex of contacts?“What we really want to be doing is talking with prospects who are more likely to at least be open to our new approach.”You might also like the following:Ayal Yogev, CEO and Co-founder of Anjuna to discuss confidential computing and what's more important product or distribution (sales)?3 pipeline generation tips with Jason Prindle, the Senior Director of Global Sales Development at Big ID.How to break into EMEA with Paul Ayers, CEO of Noetic CyberOne action for you:If you enjoy the podcast, please give a review by going to www.salesbluebird/r.  It would mean a lot to me personally and it helps grow the podcast.sJvl4prV8yZoNOcYPDwg----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.doSupport the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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 the importance of value selling frameworks, especially for cybersecurity start-ups. Learn in this episode:The importance of 1st level managers' support and driving the adaptation and discipline to stick to the frameworkThe idea of value selling, being a framework, not a piece of contentHow frameworks lead to major efficiencies Russell Coleman on LinkedIn SponsorThis week’s newsletter is sponsored by Unstoppable. You know how difficult it can be to get consistent traction and grow revenues at a startup? For example, it’s often a struggle to get the attention of security leaders.  And once you talk to them, it is frustrating that more first meetings don’t turn into opportunities. It feels like these valuable meetings are being wasted.Unstoppable only works with cybersecurity startups and helps you build your own playbooks. These are based on frameworks that have been proven over many years at companies similar to yours. You will find you are guessing much less, converting through the funnel much better, and feeling more confident in reaching your goals. You will grow sales faster.Schedule a strategy call nowAction:If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to salesbluebird.com/r You might also like the following:155: Evangelize the problem, not your product137: Ian Bramson, Global Head of Industrial Cybersecurity at ABS Group, talks about the 3 shifts coming in industrial and operational tech security119: Rick Hill, VP of Sales at Ava Security, on the process of being acquired (and how it feels)----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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 this episode, I find 2 sales decks I used approximately 1014 years ago while selling at McAfee and break them down.Spoiler: one is very much NOT good and the other, well...is the oppositeYou will see differences in:LengthToneFocusLevel of conversationOrganizationAnd lots more...Watch the video on YouTube to see the actual slidesYou might also like the following:184: One way to maximize a first meeting171: Outbound is Broken163: How to onboard new sellers yourself----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Lots of people, maybe even you, are looking for jobs right now.  But finding the right opportunities at the right companies can be incredibly challenging.  There are 3,000 companies in our space which makes it tough to figure it all out.So I created a job board.  Just for cybersecurity sales jobs.  And just at startups. There are tons of job boards out there, so how is this one different?It is curated - I give my commentary on the job/companyIt is only cybersecurity companiesIt is only for jobs at startupsHow to use it as a seeker:Subscribe to the SBB newsletter to get a weekly digestPodcast episodes released weekly with commentary on jobsGo to cybersalesjobs.com to check it out and get alertsIf you are hiring:Get in front of the only community dedicated to cybersecurity startup sales. Hundreds read the newsletter, and the podcast gets thousands of downloads.It is free to post a small number of jobsThere are two paid options if you want to get more exposurePackages are priced right now for early adoptersGo to cybersalesjobs.com  and you’ll see a button “post a job,” and then you are off to the races.Action:Please share cybersalesjobs.com with anyone looking for a new opportunity or looking to hire great cybersecurity sales talent.  ----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.doSupport the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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 our prospect wants to put resources and money into working on the problem we solve.In this episode learn:Why most questions we ask are situational and why that’s not goodThe most impactful types of questions to askAn exercise to take your sales team through to change your habits with questionsHow to feel better that you have a real opportunityAction:If you enjoy the podcast, please could you give a review by going to salesbluebird.comYou might also like the following:165: One powerful tool to improve how you sell and how you get better109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture Partners105: Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.doSupport the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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 on the dominant player in the enterprise segment.  This is not easy to do!!! Learn in this episode:How the whole company needs to be ready to move up to enterpriseHow to support the sales team focused on the new segmentAnd that outbound can work (and how!)Suite at the Four Seasons or a cabin in the woods?SponsorThis week’s newsletter is sponsored by the Security, Funded newsletter.Are you interested in staying on top of the latest developments in the global business of cybersecurity funding? If so, check out the Security, Funded newsletter from Mike Privette.Each week, Mike cover's the latest news and insights on cybersecurity funding, including investment trends, funding rounds, new startup launches, as well as analysis and commentary from a career cybersecurity person. By subscribing to the newsletter, you'll gain valuable insights and perspectives that you won't find anywhere else.Whether you're an entrepreneur, investor, or just someone who wants to stay informed about this rapidly-evolving industry, the Security newsletter has something for you."  Sign up now.Action:If you enjoy the podcast, please could you give a review by going to salesbluebird.comYou might also like the following:182: Being “me” focused during sales calls is slowly killing our connection with prospects167: 2 approaches to bringing on your first sales team123: Scott McCrady, CEO of SolCyber Managed Security Services, talks about the important role MSSP plays in today's cyber security market----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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 they are trying to make with their prospects.In this episode learn:Why it is natural to be thinking that wayExamples of websites that are “me” focusedExamples of websites where they are focused on the prospectHow you can change your mindsetAction:If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to RateThisPodcast.com/bluebird? You might also like the following:179: 13 sales mistakes founders make171: Outbound is broken161: 5 ways to reduce the chaos in startup sellingSponsorThis week’s newsletter is sponsored by the Security, Funded newsletter.Are you interested in staying on top of the latest developments in the global business of cybersecurity funding? If so, check out the Security, Funded newsletter from Mike Privette. Each week, Mike cover's the latest news and insights on cybersecurity funding, including investment trends, funding rounds, new startup launches, as well as analysis and commentary from a career cybersecurity person. By subscribing to the newsletter, you'll gain valuable insights and perspectives that you won't find anywhere else.Whether you're an entrepreneur, investor, or just someone who wants to stay informed about this rapidly-evolving industry, the Security newsletter has something for you."Sign up now.----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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.  But it can seem so daunting.  Where do you start?Lindsay Tjepkema, co-founder and CEO of Casted explains all this in this weeks episode.  Listen in to learn:What could a podcast do for a companyWhat results to expectAs you grow, why the podcast should be at the center of your content strategyAnd, importantly, does she prefer a dive bar or cocktail barYou might also like the following:180: Learn how an SMB sales team is being successful with Brian Penney, VP of Sales at Blumira174: How to make sure you are paid with Dan Goodman, CEO of TruCommish165: One powerful tool to improve how you sell and how you get betterSponsorThis week’s newsletter is sponsored by the Security, Funded newsletter.Are you interested in staying on top of the latest developments in the global business of cybersecurity funding? If so, check out the Security, Funded newsletter from Mike Privette. Each week, Mike cover's the latest news and insights on cybersecurity funding, including investment trends, funding rounds, new startup launches, as well as analysis and commentary from a career cybersecurity person. By subscribing to the newsletter, you'll gain valuable insights and perspectives that you won't find anywhere else.Whether you're an entrepreneur, investor, or just someone who wants to stay informed about this rapidly-evolving industry, the Security newsletter has something for you."Sign up now.----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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 neededImportance of having enough discipline to say no to some dealsBlumira: www.blumira.comBrian: On LinkedIn or bpenney@blumira.comYou might also like the following:162: Eric Appel, CRO @ Island: why stealth is sexy and the different way Island has built the sales team143: How to answer the “What does your company do?” question without being boring or using buzzwords109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture Partners----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.