Aurelien "Ray" Mottier runs the sales acceleration and lead generation company, Operatix. Ray talks about the decision to insource vs outsource, measuring success, how hard it is to be an SDR and a whole lot more. If you are thinking about pipeline generation you could do a lot worse than listen to the ideas and views of someone who has been doing this for over a decade. Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your ...
Jan 27, 2022•47 min•Transcript available on Metacast We can all learn from Mikaela Shiffrin, one of the greatest skiers of all time. Mikaela had a pretty good season in 2018. But despite winning gold and silver at the Winter Olympics many were disappointed in her performance in PyeongChang, including herself. While reflecting that summer she realized she made one big mistake and rectified it for the following season. The result? 2019 was the single most dominant season by a skier (male or female) of all time. What she realized and the change she m...
Jan 25, 2022•13 min•Transcript available on Metacast Mike Baker, CRO at Noname Security, joins me today to talk about his experience (and success) in the cybersecurity sales world and how he tends to go the opposite way of where the masses head…because that's where the gold is. Bluebird anyone?!?! Mike joined Noname Security in October 2020 as its first employee in the US and first in the sales team. Now, just 16 months later, the go-to-market team has over 100 people, with most of them in sales. Mike talks about the decisions he made during ...
Jan 21, 2022•42 min•Transcript available on Metacast Why do we struggle with building a connection with a prospect and then keeping their attention? Check out this episode for practical strategies on how you can overcome this barrier:- The no-pitch, pitch deck Every point you want to make should start with thinking about the customer first The no-pitch demo Avoid death by feature list...connect them with others. Tell them that's how other people, just like you, think about this and what they like about what we do. Storytelling Never underesti...
Jan 18, 2022•14 min•Transcript available on Metacast 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 them You have to simplify key business objectives Having a qualified champion means you keep selling even if you’re not in the room Why knowing at least 40% of your quadrant, but not 100% can open a conversation Decisionlink provides a ...
Jan 14, 2022•45 min•Transcript available on Metacast 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 sli...
Jan 11, 2022•21 min•Transcript available on Metacast 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. Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your r...
Jan 05, 2022•41 min•Transcript available on Metacast 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 Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter ....
Dec 02, 2021•43 min•Transcript available on Metacast 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. Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter ....
Nov 18, 2021•47 min•Ep 89•Transcript available on Metacast 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 Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and train...
Nov 16, 2021•18 min•Transcript available on Metacast When making a career move to cybersecurity you have to educate yourself in a new market, a new world, and new terminology. This episode gives you an in depth explanation on why a market strategy is so important, what it takes to walk in on day one and be successful quickly, and how to balance all of it. Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to gr...
Nov 11, 2021•40 min•Transcript available on Metacast Most product training that is done is really hurting and not helping the sales team. This episode gives you three ways that we can help our sellers get more focused on customers and prospects and their needs, as opposed to just always defaulting to talking about our product. Resources mentioned:- Podcast: CISO / Vendor Relationship Podcast Podcast: Virtual CISO Podcast Podcast: CISO Secrets Podcast Podcast: Defense in Depth Podcast Youtube channel: Dr Eric Cole, Secure Anchor Youtube channel: Cy...
Nov 09, 2021•23 min•Transcript available on Metacast One of the things that is always impacted as teams grow rapidly is culture and the values that you want to instill in the team that you think will drive success. In this episode, Dan Parelskin talks about getting the first customers and how to intentionally create a sales culture. Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign ...
Nov 04, 2021•43 min•Transcript available on Metacast Your company has given you a great sales deck to use, but you just know that your prospects don't always enjoy hearing you talk all the way through the deck. How can you improve the way you use your deck in these early-stage meetings. Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter ....
Nov 02, 2021•20 min•Transcript available on Metacast David McKeough has been in cyber security sales for over 15 years starting as an individual contributor and now is the CRO at Trusona. He had stints along the way at Dyntek, McAfee, Digital Guardian, and Crowdstrike. David talks about how simple reframing of how you think about and describe the solution you sell can yield huge results. And a great story about the big impact of perseverance. Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to ...
Oct 28, 2021•40 min•Ep 83•Transcript available on Metacast The good news is you have headcount to grow the team and have some great sellers lined up. The bad news is that you don't have any enablement help to ramp them quickly. you know what needs to happen but you just don't have the time to do it yourself. Making things worse, there are many in the company watching to see how good the new sellers are and how effective they are selling this product and company. This episode gives you 5 tips to ramp the new sellers quickly without needing a to...
Oct 26, 2021•17 min•Transcript available on Metacast This is an interview with Mark Small a multiple-time VP of Sales at cybersecurity companies, both large and small. He talked about how to stand out from the crowd when you are a seller at an early stage company and the 3 legs of the stool that need to be in place to succeed. Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for...
Oct 21, 2021•34 min•Transcript available on Metacast After you join a startup and the honeymoon period is over doubts can set in about whether you are at the right company. Things are usually not as good as you thought they would be and you need to decide whether to stay or go. Here are 3 questions to help you make that decision. Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up ...
Oct 19, 2021•12 min•Transcript available on Metacast Get the sense that your B2B sales team is bored during your regular team meetings? As a sales manager, here are 3 ideas to get them re-engaged Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter ....
May 08, 2020•16 min•Transcript available on Metacast Find your team drifting apart and just focusing on quota and numbers? Change the dynamic by setting a big hairy audacious goal that will bring the team together and rally them around a common cause Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter ....
May 06, 2020•14 min•Transcript available on Metacast People have been studying life and humans for millennia. and despite all the advances we have made as a species, the basics of human behavior and life are pretty much the same. So how can this help us be more effective sales leaders? Find out in this episode. Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter ....
May 05, 2020•14 min•Transcript available on Metacast B2B sales teams are one of the most highly measured teams in an organization, but our accountability towards those metrics, our plans, and our commitments is often weak. If you want to create a culture of accountability in your B2B sales team, what do you do? Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter ....
Apr 17, 2020•12 min•Transcript available on Metacast It's easy to say "you need to build a bench", much harder to do well and consistently. Find out 4 steps to take that you can do in under 2 hours per week in this episode. Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter ....
Mar 13, 2020•21 min•Transcript available on Metacast There is no worse thing to be called as a sales leader than "micro manager"... so what do you do if that's what happens? Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter ....
Mar 11, 2020•14 min•Transcript available on Metacast Top sales talent is rarely on the market... so what is it that causes them to leave? Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter ....
Mar 09, 2020•16 min•Transcript available on Metacast Do you hire the best person you can find at that point in time (a dot) or do you hire someone you've got to know over time and seen them grow and progress (a line)? Too often we do the first when it makes much more sense to the second. find out more in this episode. Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my ...
Mar 06, 2020•10 min•Transcript available on Metacast You get promoted to run a team and the firehose starts. Everything comes at you from all sides and it is easy to become overwhelmed. But not if you follow these 3 steps. Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter ....
Mar 04, 2020•11 min•Transcript available on Metacast Open territories can cost you between $0.5m and $1.5m in lost bookings over 2 years. We can avoid that by being proactive and not reactive in hiring. Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter ....
Mar 02, 2020•12 min•Transcript available on Metacast Great questions yield the best answers unless you screw up when asking them! Find out how to avoid one common mistake in this episode. Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter ....
Feb 14, 2020•9 min•Transcript available on Metacast Very few people are truly motivated by money. and I count salespeople in that statement. So what are salespeople motivated by? Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter ....
Feb 12, 2020•14 min•Transcript available on Metacast 
