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

Send me a text (I will personally respond)On this episode, we sit down with Rick Hill, Vice President and General Manager of the Americas at Ava Security. Rick started his career at Cisco in the Sales Associate Program and ended his 16 year career with them as Director of Sales, Global Enterprise to make the move to Ava Security to become their VP & GM of the Americas. In his career at Cisco, Rick progressed through the ranks and eventually made the decision to leave the nest. He recalls times where some thought he was crazy for leaving his role in Cisco, but for him it was time to do something different. Now, the startup world and culture is a different beast altogether, so it’s not for everyone, but for Rick, it was the right time to do something different. It was the right time for him to take all of the skills and talents that he had the chance to grow and accumulate at Cisco and put them to work in a different way. Rick explains the adjustment from going from a large company like Cisco to a startup where he was tasked with consistently making big decisions. He went from making decisions with a significant amount of data points to making a volume of decisions with a high level of intensity. He explains how although this change at first felt intense and exhausting, with time he was able to adjust. As Rick likes to say: it’s where the fun is.At Ava Security, Rick leads the Americas business with the responsibility to help their partners, customers, and communities leverage the technology to disrupt the market and protect their people, places, and intellectual property.Tune in to the episode to learn more about Rick’s journey, his transition to Ava Security, and to go in depth into how his company was recently acquired and everything that went into that process. 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.

Send me a text (I will personally respond)This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show.Scott McCrady, the CEO of SolCyber is an accomplished international executive with broad experience in sales, business development and the operations side of a cloud based and information security based business. He has a proven track record at driving results in sales, operations, revenue generation and customer satisfaction.In this episode, Scott is telling us the top 3 things he implemented to excel in pipeline generation. Tune in to hear how he does it!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.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)On this episode, we have our special guest Chris Beall, the CEO at ConnectAndSell. Chris goes over some insightful tactics that cover the psychology behind the call and how to grab your potential prospects' attention right away, and how he has been training people on how to do the same.The truth is, if you don’t master the first seven seconds and get trust, the rest of the call is utterly meaningless. The springboard to curiosity is trust. If you don't get there, you can't get there.When people are in sales training, a big piece that is missing is the real conversations. Chris realized that the unique experience of talking over and over to real prospects, and being coached on every conversation is what was needed to be able to help sellers grow in their sales expertise. While sharing his insight about the flow of the calls, Chris goes over how there are 4 parts of the conversation you will be having with prospects. The first part is the opener, the second part is the conversation going somewhere, the third part is objections, and the fourth part is asking for the meeting. Chris created his flight school based off of these concepts and structured the training for sellers to have the best results. Tune in to the episode to learn in depth all of the different pieces of learning sales and how to master the full process from getting on a cold call to moving the prospect to an official meeting.Stay connected with ConnectAndSell (https://connectandsell.com/)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.

Send me a text (I will personally respond)This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show.In this episode, we have Rick Hill, the VP of Sales at Ava Security talking about the biggest challenge he and his peers have had with pipeline generation and how to fix it. Rick led a sales team through all sorts of awareness challenges through to acquisition earlier this year. Tune in to learn the top 3 things he implemented to excel in pipeline generation.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.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)On this episode, we have our special guest Mark Parrinello, the CRO at SentinelOne who talks about how he prepared his sales organization for the 2021 IPO and the hyper growth trajectory the company is on.Mark stresses the importance of keeping a candid culture so that you can have your team buy into the company concepts, persevere through constant changes and keep an entrepreneurial spirit as you continue to grow and stretch your team.In his experience, something that will simplify the process of preparing for IPO and hyper-growth is to create a proper sales process and operations roadmap that has actionable goals with realistic timelines. Sometimes we can be hasty and want things done as soon as possible, but building those plans in bite sized chunks is so much more effective.Most importantly, when it comes to the IPO, it’s important to not only focus on your strengths and weaknesses throughout it but we have to enjoy the process. Enjoy the learning opportunities and take a minute to step back and remember what you’ve accomplished and how far you’ve come. Tune into the episode to learn more about Mark’s journey and how you can use his career learnings as insight for moving forward in your career. 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.

Send me a text (I will personally respond)In 1998, I started my sales career in the cybersecurity industry. I spent 19 years directly in sales carrying a quota, either as a seller or as a sales leader. Then, I spent about eight or nine years working with sales teams, as a consultant, trainer and coach to help them succeed in the cybersecurity space.While in my sales career, I qualified for eight out of the 12 President's clubs. By most measures, I did pretty good. I feel reasonably satisfied with how things have gone. Now, years after leaving and really looking back on it, there are definitely some things that I would change if I could do it all over again. When I speak with my clients, a burning question that many people have is, “what would you do differently in your past sales career if you know what you know now?”Some people may not want to look back on the past and wish they did something differently. But, there’s a difference between regretting something and thinking of how you can use your experiences to teach and inspire others.So in this episode, I’m going to break down the four different things that I would have done differently, in hopes that you will be able to take this advice and avoid making these mistakes for yourself. 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.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)Today on the podcast we have our special guest, Denise Hayman, CRO at Sonrai Security.In this episode, we are talking about her experience in the cyber security industry and learning the different takeaways that she kept from each of her roles in different companies. With the pressure to constantly bring in numbers, it’s important to think about what your priorities are and how you will work effectively with them.Denise tells us that just because someone may have only been successful in one company, it doesn't mean that they can't be successful in a different company, but they need to have the right motivation, the right coachability and the right desire to do something different. When it comes to the sales process she experienced in her career, there was a very formal qualification process and a formal kickoff to the POC, that involved socializing with the executives to make sure that there was going to be buy in. Denise stresses that having the basics in place is extremely important, and with most companies they are not consistent with keeping up with the process that needs to happen to make sure you’re speaking to the right people in the sales process. If you have an open mind about each company to understand what’s going on in each one you will be able to see how you can best use your skill sets to benefit the company. When you rise above the noise and go the extra mile, you will be able to flourish. Tune into the episode to hear more about Denise’s experience and how you can implement some of her greatest learnings into your career journey!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.

Send me a text (I will personally respond)Today, we are talking about one of the ways we can make the whole sales process smoother and quicker. Everything we do in the sales world revolves around a problem. After all, the whole reason we are able to sell to anyone is because of a problem someone is trying to solve, right? I want to challenge your thinking here, and ask you this: Have you ever empathized with a prospect over their problem?I know the quickest response in our minds to a question like that would be, “I know my prospects problem before we even get to a meeting”. But, the truth is that sometimes we “know” the problem and mistake that for having a deeper understanding of the problem. If we can master not only finding the problem that each prospect is dealing with but also being able to empathize how that problem is impacting their lives, they are much more likely to believe we have the solution.If you look at everything you hear from the companies that you work for, I bet you that 80% of it is oriented around the product, the solution, the latest version, the new feature that came out, and we're making ourselves to be the hero of the story. If we are bombarded with these messages, then it's more natural for us over time to end up talking about those things the most.The bottom line is that prospects buy things from people they trust, and someone they believe has the solution to their urgent need. When we are in the sales process, if we can focus on these things we will be able to make our sales cycle much shorter.Tune into the episode to learn how you can understand your prospect problems deeply, explain your solution in an intentional way with those understandings, and use great questions to draw the prospect into a meaningful conversation.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.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)Mike Rogers, CRO at Noetic Cyber, joins me today to talk about all things Noetic Cyber, his learnings from Ionic Security, building a great working environment, how to figure out who the biggest innovators are, and more. Mike and I had shared experiences at Ionic Security and we break down some of the contributing factors of why Ionic was not the huge financial success many thought it would be. 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/unstoppableNoetic is hiring so, get in touch with Mike on LinkedIn: https://www.linkedin.com/in/themikerogers/  or he says you can email him at mrogers@noeticcyber.com ----------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)Discovery is not a one-time event. Throughout the sales process we should seek to learn more and more about our prospects and the challenges they face.   Using the “what we heard” slide will give you the tool to drive continuous discovery. Be sure to make it natural and to make it a collaboration with your prospects.  Learn what this slide is and how to use it in today’s episode.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)Support the show (http://www.unstoppable.do)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.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.