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

Send me a text (I will personally respond)DoControl founder and CEO Adam Gavish joins us today with his take on security policy enforcement and how his company is innovating through a people- and problem-first approach.Gavish is a firm believer in developing rapport and trust upfront. Creating relationships helps him and his team approach engagements from the client’s perspective—the problem they have and how the product can help them. DoControl’s big innovation? Streamlining with a proprietary workflow engine that delivers high visibility with no-code or low-code.Listen in for a dialogue on collaboration, remediation, and pain points (including internal politics), and find out the best time to bring others into your startup.You’ll Learn:o   Why you should treat clients like human beings first and foremosto   How and why to leverage successes, even small oneso   Why it’s a good thing to have competitorso   Why feedback is kingo   Why the window seat is less punishing----------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)Digital risk protection is one of the most important pieces of cybersecurity. Expert and Bolster AI CEO Abhishek Dubey joins us today to give us an inside look into this side of the industry and how his company solves digital risk protection problems proactively.From the importance of accuracy when scaling to how to approach big accounts with sensitivity, Abhishek shares cutting-edge insight on how Bolster does what they do so well. We discuss how they stand out from their competitors, how he scaled his sales team and the impacts of COVID on sales in general.Tune in for an enlightening conversation on digital risk protection and plenty of tips on how to plan for the future of selling in your company.You’ll Learn:What Bolster AI does, and how it innovatesWhy it’s important to handle every account differentlyHow to test out digital risk protection for freeAbhishek’s top takeaways from his experienceHow to plan for the future of your 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.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)Erkang Zheng, CEO of Jupiter One, knows all about building a solid foundation and growing from there. He joins us today to discuss how he built his company, scaled its sales team, and uses content and word-of-mouth marketing to develop its reputation.Tune in to this episode to learn more about what Jupiter One does, how they use context to make their team more efficient, their biggest innovations in the cybersecurity space, and so much more. We’ll talk about why focusing on specific use cases is helpful and how to stand out in a crowded market. At the end of the episode, I share my takeaways from our conversation and how they can apply to your business.You’ll Learn:How to identify problems your service solvesWhat granularity of assets can do for youHow many issues in cybersecurity come down to the fundamentalsWhat roles to hire first when scalingHow to use content marketing and word of mouth----------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)Chatting with CEOs and CROs is enlightening and valuable, but sometimes you need practical and actionable tips from someone who’s down in the trenches. Dave Phelps, RSM at Crowdstrike joins us this episode to give us expert advice on owning your territory and knowing your customers.Dave walks us through his process for planning and working a territory and doing research before meetings. He shares his mindset on approaching a territory like your own franchise, and offers a five-step plan for building an actionable business plan.Whether you’re a junior seller or an account manager with years experience, tune in for real insight from one of the best in the business, and learn how to take your sales game to the next level.You’ll Learn:What to do when you take over a new territoryHow to develop a meaningful ranking system for your accountsWhy building your customer profiles mattersHow to approach a 10kThe emotional vs. logical reasons your customers buy----------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 many companies are getting it wrong: they’re evangelizing their product, not the problem. When you focus on the problem it solves, you might just revolutionize your approach to the market. Shifting your sales and marketing tactics to address your clients’ pain points positions you as an empathetic, human-centered company–and draws in more business. In this episode, I’ll discuss how sales teams can translate the excitement for a new product by establishing what problem it solves and figuring out how to evangelize it to prospects.I’ll walk through an example of how you can put this technique into practice and what kind of language to use. Join me to learn how to differentiate your company as an expert on the industry, not just your product.You’ll Learn:What it means to evangelize the problemThe key role the sales team plays in this effortHow not to “vendorsplain”Examples of how to put this strategy into practiceWhat language to use in a solution-oriented approach----------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)What’s the first thing that comes to mind when you hear endpoint security? Is it “crowded market, little differentiation?” Syxsense is in that market and building impressive traction. Find out how in today’s episode featuring Ashley Leonard, CEO of Syxsense.Syxsense has perfected a tool that unifies the security and management of endpoints. It’s the ideal solution for midmarket companies who don’t have a large cyber security team or the budget to buy multiple tools and then learn how to make them work together. Join us as we explore what Syxsense does, what’s in their secret sauce, and how they’ve invested in their marketing team to help themselves stand out in a crowded market.You’ll Learn:What endpoint security is, and Syxsense’s unique approach for mid-market companiesThe current challenges of patching, even for big companies like MicrosoftHow investing in marketing can help you differentiate yourself in a crowded marketTips on how to scale and hire for your sales teamWhy unifying disparate tasks can make you an attractive option for clients----------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)In the early stages of a start-up, it’s tempting to keep hiring for your sales team. You might make the assumption that adding more heads and assigning more quota will lead to higher productivity.But there’s a little more nuance to it than that. Every company is different, which means every company requires its own individualized model. In this episode, I give you the lowdown on deciding when and how to scale your sales team depending on your business. I’ll show you three concrete things to look at to decide whether or not to hire: your calendar, the velocity of deals coming down the pipeline, and your process for setting new hires up for success.These questions can help you determine if it’s time to add to your sales team or if you should dig deeper for further analysis first. Join me as I demystify this complex and sometimes confusing process.You’ll Learn:Why it’s tempting to expand your sales team early, but why that’s not right for everyoneThree ways to analyze your company’s current hiring needsWhat your team’s calendar can tell you about hiringWays to make your current team more productiveHow to evaluate the velocity of deals coming down the pipelineHow you can set a new hire up for success----------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)In this episode, Christian Torres, CEO at Kriptos, joins us to talk about all things data classification. He walks us through how he created his business, why and how to classify data, and who needs it. We dive deep into the challenges of data classification, including where to find the data and how to assess it. Torres also shares Kriptos’ strategy for scaling their business and how they navigate the complicated world of sales. We dig into what it means to rise above the noise in the industry and how to get your business noticed.Lastly, Torres describes his vision for Kriptos and data classification services in the future. If you’re interested in this exciting branch of cybersecurity and learning how to scale your business, this episode is for you.You’ll Learn:What data classification is, how it works, and who uses it. How to generate leads and identify the people who need your cybersecurity services.The challenges data classification presents, and how to overcome these challenges.How to scale a sales team effectively and communicate the fine details of your services as your team grows.What lies in store for the future of data classification.----------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)In this episode, I sit down with Ayal Yogev, CEO and Co-founder of Anjuna to discuss confidential computing and their role in creating additional layers of protection in the cloud. We also dig into how Anjuna were able to look into the market, recognize the gaps in cloud-based security systems and provide one that filled in the blanks and upleveled existing solutions. Ayal looks at where cloud-based computing is heading, including a vision of a hybridized cloud system where users can work across various cloud platforms at once. You’ll Learn:Why distribution is the key to success in the cybersecurity market, and how to ensure yours is dialed in. The problems faced by companies who move their workload into the cloud, and how hardware vendors built a solution to prevent that. A security loophole that allowed Apple to turn down the FBI’s request for full access to their data catalog. Hint: They don’t have the data to begin with. ----------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)On today’s episode, I sat down with Wias Issa, CEO and founder of Ubiq Security, to discuss the genesis of his product and how he has tailored both the product itself and its messaging based on listening to what his consumers were asking for. Wias is a great example of someone who listened to his customers and developed a solution they were asking for in a market that sorely needed it. When cybersecurity gets technical and complicated, Wias brings it down to earth and simplifies the process, showing you what to focus on, what to ignore, and how to find the best engineers, product developers and team members to make your product the best it can be. You’ll Learn:Why a Killer Story for one group may work for one group but not another, and how to tailor it for the audience you’re targeting. How to simplify your messaging to feel more accessible to the average consumer you serve. The importance of listening to your consumer in order to tailor your messaging so that they ask less questions and understand quickly what you are about. What makes an innovative, in-demand prospective engineer or product developer, where to find them, and how to vet them and hire the best people. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.Sign up for our newsletter (https://www.salesbluebird.com)We want your questions and topic suggestions for future episodes. Send them to  andrew@unstoppable.do or send us a voice/video at https://zipmessage.com/unstoppable----------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.