Sales Bluebird for B2B startup sales teams, sales leaders and founders Andrew Monaghan

It's hard to believe, but this is episode 200! 

If you'd told me after the first couple of episodes I'd get to #200, I'd say you'd clearly been smoking a little too much of Colorado's finest homegrown! 

But here we are. 200... wow.  Thank you for listening, for your encouragement and for suggesting great guests.

As I look back on all the previous episodes, I picked out a few that stood out for me.  It's a bit like choosing your favorite child, as every (ok, almost every!) episode was special in its own way.

Take a listen!
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In this episode, Maxime Lamothe-Brassard, Co-founder and CEO of LimaCharlie, embarks on a bold mission to revolutionize the cybersecurity industry by creating an "AWS-like" model for cybersecurity tools and infrastructure, juxtaposing the old-school approach that has dominated the industry.

In this episode, you will learn the following:
1. LimaCharlie’s unique approach and who it is for
2. How a business model of using what you need now pays off
3. Maxime’s driver for hiring a CRO

Resources:
Maxime Lamothe-Brassard
LimaCharlie


Sponsor:
This episode was brought to you by IT-Harvest.

With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in. 

IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research


Other episodes you'll enjoy:
How to help your prospect understand that you have the solution to their problem

What I would do differently at the beginning of my sales career

How to use strategic narrative to engage with prospects with Andy Raskin

Action:
If you enjoyed this episode please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.

Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan


Support the show

Moving from being an employee to founding your first company is a big step for anyone to take. In this episode, Jori VanAntwerp, CEO & Co-Founder at SynSaber, talks about how he did that and more.
In this episode, you will learn the following:
1. The big impact SynSaber is making in the operations technology space
2. The people who guided Jori along the way
3. Why his first sales hire was a VP


Resources:
Jori VanAntwerp
Synsaber

Sponsor:
This episode was brought to you by IT-Harvest. 
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research


Other episodes you'll enjoy:
Bob Kruse, CEO and co-founder of Revelstoke Security, on how a sales leader becomes CEO of a cybersecurity company
Dan Parelskin, VP WW Sales @ Axis Security on getting the first customers and intentionally creating a sales culture
Mike Baker, CRO at Noname, talks about leading a sales team through hyper-growth

Action:
If you enjoyed this episode please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.

Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan


Support the show

Michael Gwynn's career took him from the army, to Johnson and Johnson, to working in cybersecurity. After years of working in cybersecurity, Michael was introduced to the world of startups and IDmelon.
After seeing the potential in the company and the product, Michael took a leap of faith and joined the team as their VP of Sales. With their cutting-edge technology and Michael's industry experience, IDmelon is now leading the industry in passwordless authentication and overnight deployment.

In this episode, you will learn the following:
1. An approach to right-sizing a sales team
2. IDmelon’s potential and their partner lift from Microsoft
3. Why you give prospects dessert first (or do the magic trick before explaining how you did it. 


Resources:
Michael Gwynn LinkedIn
Michael@idmelon.com
IDMelon


Sponsor:
This episode was brought to you by IT-Harvest. 
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research.


Other episodes you'll enjoy:
How to get first meetings using VC programs, CISO networks, resellers & sales networks

Serve dessert first ... it will make you more successful in B2B sales

Should you add more sellers to your sales team?


Action:
If you enjoyed this episode please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.


Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan


Support the show

Starting a cybersecurity startup may seem daunting and complex, but with the right team and resources, it can be done.
In this episode of the Sales Bluebird podcast, I chat with Liat Hayun, the co-founder and CEO of Eureka Security, about her journey of leaving a secure corporate job to create a successful cloud security startup.

In this episode, you will learn the following:
The decision to come out of stealth and hire their marketing leader first. Differentiation by protecting data itself as opposed to all the things around it.The learning culture at Eureka. For them, it’s all about trying things, experimenting, and thinking about different ways to approach people.
Resources:
Eureka Security
Liat Hayun
Asaf Weiss


Sponsor:
This episode was brought to you by IT-Harvest. 
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research

Other episodes you'll enjoy:
How to use your sales deck effectively

Brian Gumbel, CRO At Armis Shares His Tips on Scaling Cyber Security Sales Teams

3 tips to help your team build 1st meeting connections


Action:
You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you!  If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R.  It would mean a lot to me personally and it helps grow the podcast.

Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan
Support the show

Eric Olden, CEO and co-founder of Strata Identity, joined us to share his journey from building a security software company in a garage, to taking a leap of faith to join Oracle, and then finally founding Strata Identity. 
Tune in to hear his story and the tips, tricks, and experiences he has learned along the way.

In this episode, you will learn the following:
1. Why Strata didn’t do any outbound in early days; instead honed in on a long-term, thoughtful content strategy approach
2. Why you need to hire people willing to do the work
3. Why grit is important for founders & early employees




Sponsor:
This episode was brought to you by IT-Harvest. 
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research

Resources:
Strata Identity
Eric Olden


Other episodes you'll enjoy:
Why your team may be "losing" prospects and ONE drastic way to stop it

One tip to avoid sounding stupid in conversations with your prospects

Outbound is broken


Action:
You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you!  If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.


Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan


Support the show