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

Send me a text (I will personally respond)Cybersecurity company founders rarely have much experience selling and are suddenly asked to pick up this skill without any training in a high-stakes environment.  They don’t want to waste valuable time with prospects!In this episode, learn 13 mistakes founders make when selling, including…Not asking GREAT questionsTrying to convince prospects to buyThinking only about technical capabilitiesDon’t have a plan for what they want a prospect to rememberYou might also like the following:178 - How to be valuable on a sales call with Amanda Carvahlo, Sales Director at Gytpol169: Differentiate your product so prospects remember105: Jay Wallace, VP of Worldwide Sales at Rumble, talks 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)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 in-depth prep for her calls for years, focusing on the value she and her solution can bring to the prospect.In this episode, you will learn:where to start doing the researchhow to think about representing the business value you might bring to the prospect based on the prospect's business and situationhow to avoid making a mistake and sounding stupidthe value structure to use when representing the impact you might haveYou might also like the following:156: Dave Phelps, RSM at Crowdstrike - Make your territory your franchise149: A breakdown of two more companies’ answers to “What We Do” and how they could improve them103: How to use your sales deck effectively----------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)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, and often their conclusion is, "meh, pretty much like these other guys."In this episode, I talk about why we need to think bigger, be bolder and be clearer in our differentiation.  We cover:- how many companies end up thinking too small- the trap that many vendors fall into- real, live examples from cybersecurity company websitesWebsites covered:CrowdstrikeBlackberryDazzAqua SecurityTinesTorqRevelstokeYou might also like the following:176: Corey White, CEO @ Cyvatar: how to create a compelling cybersecurity product for SMBs173: Increase your close rate by working with mobilizers and innovators (and who these people are!)76: 3 ways to use ancient philosophy to run your sales team more effectively----------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)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 learned from being in the business for over 20 years to create a compelling value prop for SMBs.In this episode, learn:how Corey took his learnings from 20 years of security assessments, pen tests, and incident response to create Cyvatarwhy SMBs can't afford to be attackedwhy SMBs need to be cyber-ready to do business with big companieswhat it takes to educate SMBs on what they need to do for cybersecurityhow he is moving the industry away from charging customers to tell them what is wrongCyvatar: www.cyvatar.aiCorey: On LinkedInYou might also like the following: 160: Anurag Gurtu, Chief Product Officer at StrikeReady: How to sell a platform154: Ashley Leonard, CEO of Syxsense - How to go after the mid-market98: One tip to avoid sounding stupid in conversations with your prospects----------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)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 cute sayings.  That may work for websites and email blasts but it doesn’t work for the sales team.  The difference is marketing does one-to-many and one-way communication.  Sales does one-to-one and two-way communications.  Sales messaging needs to be deeper, more nuanced, more natural, and more of a conversation.Too often people confuse marketing messaging and sales messaging.You'll learn why marketing and sales messaging are different: One-to-many vs One-to-oneGeneralized vs PersonalizedLead with message vs Lead towards messageSuperficial vs In-depth conversation----------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)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 paid.In this episode learn:The mission Dan Goodman is on to help reps get paidCommon mistakes in calculating commissionExamples of reps who have found tens of thousands of dollars in unpaid commissionsHow to quickly check your commission paymentsHow managers and leaders can reduce mistakes by working with Dan----------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)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 because they have innovators and mobilizers.In this episode, learn:What are a innovators and mobilizersWhy do we need them in every dealHow to test if the people you are working with are either of themHow to have the conversation early in the sales cycle so you don’t waste time on a deal that will never happen----------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)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 episode learn all about:The Token ring and how it is revolutionizing MFAThe engineering challenges of unique form factor hardwareThe channel that Token has chosen to work with to break outHow the b2c segment has laid the groundwork for this type of product----------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)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 people that we want to trust us and spend money with us, hate it.In this episode we go over:What’s going on in the market What are the causes of outbound being brokenExamples of exactly how it is not workingAnd a rallying call to find new solutions----------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)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 should look for a sales leader who is able to do this.In this episode with Craig Denton, the RVP of Sales at Beyond Trust, you will learn:How to build trust with your sellersWhy you have to take other’s opinions of sellers with a grain of saltWe know sales leaders should lead from the front, but how do you do that?Get a balance of working in the business with on the businessHow to have tough conversations when things aren't going so well----------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.