92 episodes

[Formerly known as the Bite Size Sales podcast]. Short tips and interviews to get better at your craft as a B2B cybersecurity seller and sales leader. Actionable. Impactful.

Sales Bluebird for cybersecurity sellers & sales leaders Andrew Monaghan

    • Business

[Formerly known as the Bite Size Sales podcast]. Short tips and interviews to get better at your craft as a B2B cybersecurity seller and sales leader. Actionable. Impactful.

    Ty Flippin, VP of Sales at DecisionLink, shares the impact of value selling

    Ty Flippin, VP of Sales at DecisionLink, shares the impact of value selling

    Episode 93: A conversation with Ty Flippin on selling value and other tips and tricks to help you drive larger deals and faster sales cycles. If you want to hear more, then this show is for you. 
    People don't care about your technology; they care about what it can do for themYou have to simplify key business objectivesHaving a qualified champion means you keep selling even if you’re not in the roomWhy knowing at least 40% of your quadrant, but not 100% can open a conversation
    Decisionlink provides a scalable solution to help you keep selling when you’re not there. Looking for a new opportunity? They are hiring. Connect with Ty on LinkedIn or go their website for more information.
    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, then please get in touch with me at andrew@unstoppable.do or you can also go to my site at www.unstoppable.do.

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    • 42 min
    92 - Why you are "losing" your prospects and ONE drastic way to stop it

    92 - Why you are "losing" your prospects and ONE drastic way to stop it

    Ask yourself, as a seller, have you ever prepared so well for a sales call with your prospect and couldn’t feel more confident…but somehow your meeting was a complete disaster?!?  We’ve all been there so don’t beat yourself up about it.
    But we also need to learn and improve with every experience. So get ready to get uncomfortable trying this one simple technique to stop 'losing' your prospects, especially if any of these examples resonate with you:
    ·    taking almost 5 min to explain 1 slide (yikes!)
    ·    asking a prospect over 20 questions in the hopes of a deep discovery session (death. by. discovery!)
    ·    presenting over 20 content slides (yawn!)

    Try it out and let me know what you think. I want to hear from you! andrew@unstoppable.do

    Here's to a great new year, 2022!

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    • 19 min
    91: Paul Ayers, CEO of Noetic Cyber, reveals tips on breaking into the European market

    91: Paul Ayers, CEO of Noetic Cyber, reveals tips on breaking into the European market

    Cybersecurity....it's not a domestic problem. It's a global problem. 
    Paul Ayers, CEO of Noetic Cyber, has an impressive history of helping U.S. cybersecurity companies expand into the European market. 
    In this podcast episode, Paul speaks candidly about the challenges, and more importantly, the opportunities of expanding cybersecurity business collaborations with Europe. 
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    • 38 min
    90: MT Robertson CRO at Bluescape Software on how to transition to product led growth

    90: MT Robertson CRO at Bluescape Software on how to transition to product led growth

    CRO MT Robertson talks about how he  transitioned his sales model from exclusively enterprise sales led to product led growth.  Find the changes Bluescape had to make to enable this shift and how it is working for them in this episode.
    Support the show (http://www.unstoppable.do)

    • 41 min
    89: Jeff Lauer CRO at Standard Custody on why CROs don't last longer

    89: Jeff Lauer CRO at Standard Custody on why CROs don't last longer

    The average tenure for a CRO right now is around 18 months. Sales leaders and sellers don't have much time to make a difference and deliver.  In this episode CRO Jeff Lauer talks about his experiences, why this might be, and what to do about it.


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    • 45 min
    88: 3 tips to connect better with prospects

    88: 3 tips to connect better with prospects

    Sometimes it feels like we have very little connection with a prospect.  There is little rapport and not much commitment to change.  Sometimes we think too logically about what we are doing and a little emotion can lead to a deeper connection and deals with more momentum.  This episode gives  3 tips on how to get that deeper connection.
    Support the show (http://www.unstoppable.do)

    • 16 min

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