The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut!
The podcast for sales and marketing teams that tackles the question:
How can Cybr Donut grow ARR to $10m by the end of 2025?
We talk with cybersecurity CROs, CMOs, CEOs, as well as sales and marketing experts in our movement to Save Cybr Donut.
Listen in, and you will get proven strategies to
- help you get more leads
- win more customers, and,
- create your killer go-to-market growth engine.
If you are a seller, marketer, leader, CEO, or founder at a cybersecurity company, you are in the right place.
- Update frequency
- every 4 days
- Average duration
- 26 minutes
- Episodes
- 278
- Years Active
- 2019 - 2025
99: 6 reasons security leaders buy from startups
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 …
98: One tip to avoid sounding stupid in conversations with your prospects
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’
…
97: Aurelien Mottier, CEO of Operatix on effective pipeline generation for startups
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 wh…
96: One thing B2B sellers can learn from the greatest skier of all time
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 disappo…
95: Mike Baker, CRO at Noname, talks about leading a sales team through hyper growth
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…
94: 3 tips to help your team build 1st meeting connections
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, p…
93: Ty Flippin, VP of Sales at DecisionLink, shares the impact of value selling
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 ca…
92: Why your team may be "losing" 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 ther…
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…
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 …
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 experience…
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 lit…
87: John Mayhall Chief Revenue Officer at CyberGRX on what to do when you take on a new role, at a new company, in a new market
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 s…
86: Product training hurts your sales team
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 the…
85: Dan Parelskin, VP WW Sales @ Axis Security on getting the first customers and intentionally creating a sales culture
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 …
84: 3 ways to improve the effectiveness of your sales deck
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 …
83: David McKeough, CRO at Trusona talks about being creative in how and when you describe what you do
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…
82: 5 steps to ramp new sellers when you have no enablement and no time
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 happe…
81: Differentiate by being human with Mark Small, multiple time VP of Sales
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 sta…
80: 3 questions to ask to know if you are at the right company
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 de…