At a startup, the founder usually has a big impact on everything to do with the company. With that being said, it’s not uncommon to have the founder come in and critique the work being done in every department. They are a part of the culture, character, messaging, vision and so much more that will directly affect the success of the company. So, what intrigues people about joining startups compared to established companies? Unfortunately, many people are sold a dream when they join a startup. The...
May 17, 2022•13 min•Transcript available on Metacast The ongoing Pipeline Generation series has sales landscape leaders and experts pop by and share their pearls of wisdom on building and growing a sales pipeline. In this episode, Theo Nasser, CEO and Co-Founder of Right-Hand Cybersecurity, draws on his years of experience in creating and scaling businesses to tackle pipeline generation. He dives headfirst into the three biggest areas of focus every business leader should have, and how each branch builds out and supports one another. Are you focus...
May 12, 2022•7 min•Transcript available on Metacast Like in big news interviews, mastering the perfect question in sales can make all the difference. In this episode, Andrew dives into two interviews by Barbara Walters to glean what we can learn about question length. Barbara Walters is known for handling the big, tough interviews well and for getting to the core of her interviewees so much so that they often cry. As sellers, we can learn from the best, especially when it comes to question length. Tune in to learn: The common mistakes we as selle...
May 10, 2022•16 min•Transcript available on Metacast It’s no secret that the number one challenge for sellers in cyber security is generating pipeline. In this episode, Joe Mara who is a longtime cybersecurity seller and sales leader, responsible for generating over $250 million in revenue in highly competitive markets is giving his pointers on how he strategically created ways to generate new pipeline. Throughout the past two years with so many people being out of the office and working from home, it brought up new challenges for sellers to get i...
May 05, 2022•8 min•Ep 124•Transcript available on Metacast We are in for a treat for today’s episode. Scott McCrady, CEO of SolCyber Managed Security Services, joins me today to talk about his incredible story about how he went from being an engineer to switching careers and working his way up in the cybersecurity sales space. When he left his engineer job to pursue his passion of working in sales, he started his new career with Symantec. While he was there for an entire decade, he was able to bring businesses from zero to helping them create a solid fo...
May 03, 2022•45 min•Transcript available on Metacast This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. Kevin Hopp, the Founder of the Hopp Consulting Group and host of the Sales Career podcast has helped over 70 different early-stage SaaS businesses with their sales process and strategy. He advises early-stage companies on how to build a reliable ...
Apr 28, 2022•13 min•Transcript available on Metacast On this episode, we sit down with Theo Nassar, CEO at Right-Hand Cybersecurity, to talk about how Theo made a change in his work life and did something a lot of us wish we could or did do. Theo started out his journey in cyber as an intern with FireEye and then ended up getting an offer to join them as a Sales Development Representative. Now, 8 years later, he has started a business of his own called Right-Hand Cybersecurity. Starting a company is something that Theo had always wanted to do. Wha...
Apr 26, 2022•41 min•Transcript available on Metacast This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. Ryan Reisert, the Founder of Phone Ready Leads and host of the Revenue Champions podcast is an accomplished leader in the sales development realm. He's incredibly well versed in the business landscape and fluent in the languages of tech, med...
Apr 21, 2022•9 min•Ep 120•Transcript available on Metacast On this episode, we sit down with Rick Hill, Vice President and General Manager of the Americas at Ava Security. Rick started his career at Cisco in the Sales Associate Program and ended his 16 year career with them as Director of Sales, Global Enterprise to make the move to Ava Security to become their VP & GM of the Americas. In his career at Cisco, Rick progressed through the ranks and eventually made the decision to leave the nest. He recalls times where some thought he was crazy for lea...
Apr 19, 2022•40 min•Transcript available on Metacast This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. Scott McCrady, the CEO of SolCyber is an accomplished international executive with broad experience in sales, business development and the operations side of a cloud based and information security based business. He has a proven track record at d...
Apr 14, 2022•5 min•Transcript available on Metacast On this episode, we have our special guest Chris Beall, the CEO at ConnectAndSell. Chris goes over some insightful tactics that cover the psychology behind the call and how to grab your potential prospects' attention right away, and how he has been training people on how to do the same. The truth is, if you don’t master the first seven seconds and get trust, the rest of the call is utterly meaningless. The springboard to curiosity is trust. If you don't get there, you can't get th...
Apr 12, 2022•47 min•Transcript available on Metacast This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show. In this episode, we have Rick Hill, the VP of Sales at Ava Security talking about the biggest challenge he and his peers have had with pipeline generation and how to fix it. Rick led a sales team through all sorts of awareness challenges through ...
Apr 07, 2022•9 min•Ep 116•Transcript available on Metacast On this episode, we have our special guest Mark Parrinello, the CRO at SentinelOne who talks about how he prepared his sales organization for the 2021 IPO and the hyper growth trajectory the company is on. Mark stresses the importance of keeping a candid culture so that you can have your team buy into the company concepts, persevere through constant changes and keep an entrepreneurial spirit as you continue to grow and stretch your team. In his experience, something that will simplify the proces...
Apr 05, 2022•43 min•Transcript available on Metacast In 1998, I started my sales career in the cybersecurity industry. I spent 19 years directly in sales carrying a quota, either as a seller or as a sales leader. Then, I spent about eight or nine years working with sales teams, as a consultant, trainer and coach to help them succeed in the cybersecurity space. While in my sales career, I qualified for eight out of the 12 President's clubs. By most measures, I did pretty good. I feel reasonably satisfied with how things have gone. Now, years a...
Apr 01, 2022•17 min•Ep 114•Transcript available on Metacast Today on the podcast we have our special guest, Denise Hayman, CRO at Sonrai Security. In this episode, we are talking about her experience in the cyber security industry and learning the different takeaways that she kept from each of her roles in different companies. With the pressure to constantly bring in numbers, it’s important to think about what your priorities are and how you will work effectively with them. Denise tells us that just because someone may have only been successful in one co...
Mar 29, 2022•49 min•Transcript available on Metacast Today, we are talking about one of the ways we can make the whole sales process smoother and quicker. Everything we do in the sales world revolves around a problem. After all, the whole reason we are able to sell to anyone is because of a problem someone is trying to solve, right? I want to challenge your thinking here, and ask you this: Have you ever empathized with a prospect over their problem? I know the quickest response in our minds to a question like that would be, “I know my prospects pr...
Mar 24, 2022•16 min•Transcript available on Metacast Mike Rogers, CRO at Noetic Cyber, joins me today to talk about all things Noetic Cyber, his learnings from Ionic Security, building a great working environment, how to figure out who the biggest innovators are, and more. Mike and I had shared experiences at Ionic Security and we break down some of the contributing factors of why Ionic was not the huge financial success many thought it would be. If you are a sales leader at a startup, or you're in the sales team, and you're searching fo...
Mar 22, 2022•49 min•Transcript available on Metacast Discovery is not a one-time event. Throughout the sales process we should seek to learn more and more about our prospects and the challenges they face. Using the “what we heard” slide will give you the tool to drive continuous discovery. Be sure to make it natural and to make it a collaboration with your prospects. Learn what this slide is and how to use it in today’s episode. If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable ...
Mar 17, 2022•12 min•Ep 110•Transcript available on Metacast 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 activities 3 big trends that Amit and team are tracking Security spend will spread wider than the usual vertic...
Mar 15, 2022•44 min•Transcript available on Metacast 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 h...
Mar 10, 2022•40 min•Transcript available on Metacast 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...
Mar 03, 2022•45 min•Transcript available on Metacast 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 ever There's a huge growth in financing activity right now Public markets value growth over margins, by...
Mar 01, 2022•21 min•Transcript available on Metacast 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, h...
Feb 24, 2022•43 min•Transcript available on Metacast 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 situatio...
Feb 22, 2022•14 min•Transcript available on Metacast Let’s talk about the part of that first meeting where you describe what you do. Your prospect is asking themselves what 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 bet...
Feb 17, 2022•15 min•Transcript available on Metacast 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 years Bob began his career at F5 Networks in March 2002. He was drawn in by the human element of cybersecurity, or as h...
Feb 15, 2022•31 min•Transcript available on Metacast 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...
Feb 10, 2022•14 min•Transcript available on Metacast 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 ...
Feb 08, 2022•40 min•Ep 100•Transcript available on Metacast This episode covers 6 reasons why CISOs and other senior leaders buy from startups. We know it is not the easy option for them, so what drives them to want to work with an early-stage company? Want to chat about your cyber security startup and your sales strategy, hit me up at andrew@unstoppable.do Please like, subscribe, and review this podcast. It is the best way to get the word out. Oh and don't forget to sign up for the Sales Bluebird email - it's good actionable stuff - salesblueb...
Feb 04, 2022•19 min•Transcript available on Metacast In this episode, we're going to look at how using buzzwords negatively impacts sellers. And 1 simple tip to avoid this pitfall. 00:00 – Introduction 01:10 – Learning a new language, aka ‘vendor speak’ 02:00 – An email that will make your head spin 04:07 – How I learned to avoid using buzzwords 05:58 – 1 tip to help your messaging 09:10 – Takeaway message to remember Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue fa...
Feb 01, 2022•12 min•Transcript available on Metacast 
