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

Send me a text (I will personally respond)Bessemer is one of the legendary VC companies and has a long history of investing in cyber security companies.  Amit Karp is a Partner, based in Tel Aviv, who has led some of their cyber security investments in Israel.In this episode we’ll chat:Why is Israel producing so many great cyber security companies (it’s not just 8200)How companies should think about starting North America GTM activities3 big trends that Amit and team are trackingSecurity spend will spread wider than the usual verticalsCloud securityThe different types of consolidation that are needed in the marketTune into today's episode where we expand more on hot trends in cyberspace! 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/unstoppableGet hold of Amit ( karp@bvp.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)Alex Jones, CRO at NetSPI, joins me today to talk about his journey into the cybersecurity sales world and what he’s doing at NetSPI to continue to build a great sales team. Alex spent most of his time building a career outside of cyber (in recruitment), until 5 years ago when he joined NetSpi. At NetSPI, Alex had to dive in head first to learn the terminology and become familiar with the space. Luckily, the nontraditional aspect of his background paid off when he had to make hires to build up his sales team. Alex tells us the 5 key traits he looks for in all potential new hires: Coachability Curiosity Prior successIntelligence Work ethic Tune into today's episode where we expand more on Alex’s tactics to creating a great sales team! 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/unstoppableNetSPI is hiring so, get in touch with Alex on LinkedIn: https://www.linkedin.com/in/alex-jones-9ab28811/ or he says you can find his email - a good sales rep will find it! ----------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)Chris Smith, CRO at Aqua, joins me today to talk about creating a great sales team as a company that’s growing rapidly by being intentional about bringing in the right people.Chris has been in sales for 30 years and has mostly stayed within the cyber security industry for multiple reasons, one of them being how within this career, you're doing something meaningful. Now, as he’s building out his team at Aqua, a cloud native application protection platform, he shares with us his approach he’s taking to ensure he’s making great hires.Know the profile of who you are going afterFocus on the importance of the alignment to culture PR the opportunity Augment company searches with agencies Prepare questions Go the extra mileBe thorough - reference LinkedIn, check references, etc. Tune into today's episode where we expand more on Chris’s journey and his tactics to creating a great sales team by being intentional about bringing in the right 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 message at https://zipmessage.com/unstoppableGet in touch with Chris (chris.smith@aquasec.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)Today’s topic is all about Momentum Cyber’s Cybersecurity Almanac 2022.Momentum Cyber is an investment bank that deals with only cybersecurity companies and is headed by Dave DeWalt. If you’d like to read the Almanac yourself, it is available for download on their website (momentumcyber.com), but today, I will be giving you my 5 key takeaways. The cybersecurity space is more crowded than everThere's a huge growth in financing activity right nowPublic markets value growth over margins, by quite a lotThe Almanac includes interesting facts such as amount of money going into companies and stock Product Lead Growth is growing and continually getting established There were also some quick interesting takeaways such as how ransomware isn’t going away anytime soon, the skills shortage continues to be a problem, and how in a world where things are interconnected - 3rd party risk is a big thing. Tune into today's episode where we expand more on these 5 takeaways as well as go more into detail about the interesting facts found within this year’s Almanac! 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)Jay Wallace, Vice President of Worldwide Sales at Rumble, joins me to talk about his experience on how someone who didn’t start off in cybersecurity, ended up as VP WW Sales. And is now in the process of building up his sales team from the ground up.  Jay started off working in the world of banking by doing financial advisory work. As time went on he realized that the path he was on, wasn’t for him. He started to dip into the world of tech, and ended up in the cybersecurity space. Now, in 2022, he is the VP of Worldwide Sales at Rumble. He joined Rumble in March of 2021 as the first Enterprise Sales hire helping to build the sales organization from the ground up.Tune into today's episode where we expand on the decisions that led Jay to where he is now, how he’s structuring his team, what kind of hires he's looking to make, and what’s coming up for Rumble as they continue to grow.  Get a hold of Jay (DM on LinkedIn, Email: jay@rumble.run)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. We want your questions and topic suggestions for future episodes. Send them to  andrew@unstoppable.do or send us your thoughts using voice/video at https://zipmessage.com/unstoppableIf you are enjoying the podcast (and I hope you are!!!), then your support with following and posting a review would mean the world to me.Oh! And sign up for the weekly newsletter (https://www.salesbluebird.com) where you will get small tips and big ideas about how to grow sales faster at your B2B cyber security company. They are guaranteed* to be the best damn resources on cyber security sales you have ever seen. Just sayin…----------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)We all know we should understand what is happening with our prospects, but too often discovery turns into interrogation and a frustrating experience all round.3 things I see quite a bit:We’re tempted to rush the discovery We don’t ask great questions, we keep it too light We’re asking the right questions to the wrong people These are the things I see getting in the way of your sessions, so I’ve come up with this 4 Box Framework, that allows you to execute great discoveries. #1 Current situation and current problem #2 Impact of the problem#3 Ideal Future#4 Positive ImpactTune into today's episode where we expand more on these points and what you can do to make sure you're making simple, but great discoveries!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)Let’s talk about the part of that first meeting where you describe what you do. Your prospect is asking themselveswhat does your company do? who are they like that they already know about so they can do a comparison? who is already working with them? This is where we usually pull out a presentation deck. Unfortunately, this deck has become synonymous with pitching and your prospects are apprehensive about salespeople pitching at them.  The thing is, we are all humans and we often communicate better using visuals. So, let's go over 5 ways to use your deck effectively: Start every slide with something about the prospect Have the mindset to make it a conversation, not a pitchHave specific intentional questions for each slide Ease your prospect’s mindMake sure you start strong and impactful at the startTune into this episode where we expand more on these points and what you can do to make sure you’re using your deck effectively!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)Bob Kruse, CEO and co-founder of Revelstoke Security, joins me today to talk about his experience and success in the cybersecurity sales world and how that has led him to where he is today as founder of a cybersecurity company. He tells us the journey he has gone through from building a successful sales resume to becoming a CEO and what has kept him in cybersecurity for so many yearsBob began his career at F5 Networks in March 2002. He was drawn in by the human element of cybersecurity, or as he calls it the “cyber who done it!” He’s been able to watch this space evolve which has allowed him to advance and grow with it. Now in 2022, he continues in the field leading a company he co-founded. He talks about the transition from sales manager to CEO and founder and how he’s structuring his own team. Tune into today's episode to learn more about Bob, his journey and what’s coming up with Revelstoke as it continues to grow this year!Want to get a hold of Bob? You can reach him at bob@revelstoke.io.  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)You know when you’re doing a bunch of first meetings, but not enough of them are converting to a second meeting or demos? Well, we’ve all been there. That first meeting conversion has such a huge impact on how successful we are. If your conversion rate isn't the best, then what ends up happening is you try to make the most of what you have, and do anything you can to have opportunities (good or bad) go through. Maybe it’s something you’re doing, or maybe it's something you’re not doing! In our next three episodes, we will be covering all things “first meetings”. We will be going over a check list I created and thinking through what's happening in those first meetings and what we can do to make sure they’re turning into those quality opportunities that we’re looking for.Now, let's go over a few of those points:#1 Are you truly meeting with your ideal customer profile?#2 Are we having the right level of conversation for who we’re meeting with? #3 Are you carving out 10 minutes at the end of the meeting to agree on the next steps?#4 Have you identified a big enough problem to work through with the prospect or that's big enough for them to be excited to fix? #5 Have you been able to articulate a future for them to move towards and get excited about? #6 How have you spent your time in the meeting? Sometimes we’ve pitched too much in the time we’ve carved out for the meeting#7 Are we asking great questions during the explanation of what we do?Tune into today's episode where we expand on these points and what you can do to score those second meetings!Get the First Meeting ChecklistIf 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)Welcome to our 100th Episode! I want to start off by thanking you for joining me on this journey for these past two years. For this landmark episode, we have a special guest, Brian Gumbel, CRO at Armis, who joins me today to talk about his experience, success, and journey in the cyber security sales world. Brian started as a District Manager at NET-Tel in 1997 and with stops long the way at Cisco, McAfee, Tanium and Forescout is now CRO at Armis. Since starting at Armis, Brian has helped double the size of the company. What was a company of 200 employees, is now a company of 500. In this episode, Brian speaks candidly about the decisions he’s made during his career, company changes, the first hires he made, what he looks for in new hires, and much more. Tune in to today's episode to learn about his 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.