159 episodes

For salespeople and sales leaders at cybersecurity startups and companies about how to get better at your craft as a B2B cyber security seller and VP Sales / CRO. Includes SaaS sales and software sales. Actionable. Impactful. Sales tips. Sales ideas. Sales for startups. Cyber security sales.

Sales Bluebird for cyber security sales teams & sales leaders Andrew Monaghan

    • Business
    • 5.0 • 16 Ratings

For salespeople and sales leaders at cybersecurity startups and companies about how to get better at your craft as a B2B cyber security seller and VP Sales / CRO. Includes SaaS sales and software sales. Actionable. Impactful. Sales tips. Sales ideas. Sales for startups. Cyber security sales.

    159: Adam Gavish, CEO of DoControl - People don’t sell, people buy.

    159: Adam Gavish, CEO of DoControl - People don’t sell, people buy.

    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 foremost
    o   How and why to leverage successes, even small ones
    o   Why it’s a good thing to have competitors
    o   Why feedback is king
    o   Why the window seat is less punishing

    • 30 min
    160: Anurag Gurtu, Chief Product Officer at StrikeReady: How to sell a platform

    160: Anurag Gurtu, Chief Product Officer at StrikeReady: How to sell a platform

    Today we are joined by Anurag Gurtu, Chief Product Officer at StrikeReady. StrikeReady is revolutionizing the way that security people do their jobs by creating CARA, an intelligent system that delivers expert knowledge and completes tasks for the security team. It’s a platform with lots of possible use cases; hard to sell, right?  Or is it…

    In this episode you will hear how the StrikeReady sales team...
    Tackles an account when there are so many possible use cases you solve with a platformDoes not target the CISO first and where they start insteadMakes the platform relevant at all levels of the security organizationIdentifies early adopters in the security marketGot their first sales hires from their own networks and why that was so important to them

    • 33 min
    158: Abhishek Dubey, CEO of Bolster - Fast time to value = a new deal per week

    158: Abhishek Dubey, CEO of Bolster - Fast time to value = a new deal per week

    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 teamSupport the show

    • 28 min
    157: Erkang Zheng, CEO of Jupiter One - need for sales structure | power of community in building a customer base | founder led selling

    157: Erkang Zheng, CEO of Jupiter One - need for sales structure | power of community in building a customer base | founder led selling

    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 mouthSupport the show

    • 35 min
    156: Dave Phelps, RSM at Crowdstrike - Make your territory, your franchise

    156: Dave Phelps, RSM at Crowdstrike - Make your territory, your franchise

    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

    • 35 min
    155: Evangelize the problem, not your product

    155: Evangelize the problem, not your product

    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 approachSupport the show

    • 21 min

Customer Reviews

5.0 out of 5
16 Ratings

16 Ratings

HemiDave ,

Thought Provoking

Podcasts are about learning…these sessions are geared around sharing great industry information to help one gain new perspectives and grow. Thanks, Andrew!

Ghfxsd ,

Check this out!

Andy puts out great content and insights!

Mxsandy12 ,

Fantastic cyber security pod!

Very informative and interesting!

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