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
17: Concede slowly and in small amounts
16: Banish open ended answers
Do you find your prospects being way too vague in their answers to your questions? If so, Keenan agrees with you and says we need to banish open ended answers in his book Gap Selling
15: Are you advancing a deal or continuing it?
How do you keep advancing your opportunity? Neil Rackham in Spin
Selling talks about what successful salespeople propose as the next step to keep moving your deal forward
14: Get better at sales by learning from this athlete
She's probably the most dominant athlete in the world that you have never head of - and we can learn from her about how to get better
Follow me on LinkedIn for regular posts about gro…
13: Tell less, ask more. Your advice is not as good as you think it is.
Leaders, do you find yourself dishing out advice and directives to your team when you know you shouldn't? It's tough to break away from that habit, isn't it?
In The Coaching Habit, Michael Bungay Sta…
12: Are you OK with interrupting?
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11: Knowing your prospect's desired outcome
Up for a challenge? Check out this simple test to see if you know the outcomes the prospect is looking for on each deal.
Keenan talks about the CRM Challenge is his book Gap Selling
10: How to sound good
Follow me on LinkedIn for regular posts about growing your …
9: This will transform your productivity
There is one super imapctful thing you can do to supercharge your productivity - and Jeb Blount talks about it in his book Fanatical Prospecting
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8: This could be life changing
Ever tried to change what you do, but you seem to fall back to your old way of doing things? If so, this episode could be life changing for you as we understand the new habit formula from The Coachin…
7: No guessing!
Do you actually know all you need to about your opportunity, or have you guessed a few of the details.... No guessing is one of the rules in "Let's Get Real or Lets Not Play" by Mahan Khasla and Rand…
6: Beware: too many of these questions will hurt you, not help you
You know you should be asking good questions, but if you are asking too many of one type of question you could be hurting yourself ... so says Neil Rackham in Spin Selling
5: How to spot a liar
It's the age-old question of anyone in law enforcement "how do I know when someone is lying?". Chris Voss has an answer in "Never Split the Difference" ... and it isn't anything about whether they sc…
4: Leaders: how being lazy can make you more effective
Sales leaders... be honest does the idea of being more effective and do less work sound appealing? Of course it does ... well Michael Bungay Stanier in his book the coaching habit has the question th…
3: Sales is tough
Need a pick me up? A smack across the face of positivity and motivation? You are going to love the first paragraph Keenan wrote in his book "Gap Selling"
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2: Negotiate in teams to be more effective
If you are looking for ways to improve your negotiating game, stay tuned for a tip from ex-FBI hostage negotiator Chris Voss from his book Never Split the Difference
1: Prospecting as a way of life
Compare your approach and mindset towards prospecting to that of great sales people, from the view point of Jeb Blount in his book "Fanatical Prospecting"
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0: Introducing Bite Size Sales - what is it all about, who is your host, why should you care?
About the upcoming launch of Bite Size Sales.
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting…