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
179: 13 sales mistakes founders make
Cybersecurity company founders rarely have much experience selling and are suddenly asked to pick up this skill without any training in a high-stakes environment. They don’t want to waste valuable t…
178: How to be valuable on a sales call with Amanda Carvalho, Sales Director at Gytpol
Sellers are often told to prepare for the first call with a prospect, but rarely are they taught how to do it properly.
Amanda Carvalho has been doing in-depth prep for her calls for years, focusing o…
177: How to think bigger, bolder and clearer when differentiating
Security leaders believe that many security products are pretty much the same. They do the demos, listen to the pitch deck, and watch the videos, and often their conclusion is, "meh, pretty much lik…
176: Corey White, CEO @ Cyvatar: how to create a compelling cybersecurity product for SMBs
Many cybersecurity companies skip over SMBs as a target market. But that's NOT what Corey White did when he founded Cyvatar. He took everything he learned from being in the business for over 20 yea…
175: Marketing messaging is not sales messaging
Too often companies spend a lot of time and resources on figuring out how to describe what they do on their website. The straplines, tag lines, and cute sayings. That may work for websites and emai…
174: How to make sure you are paid with Dan Goodman, CEO of TruCommish
Comp plans can be so complex these days, it is nuts!! Often it is hard to work out exactly what you WILL be paid on a deal and what you HAVE been paid.
In this episode learn:
- The mission Dan Goodman i…
173: Increase your close rate by working with mobilizers and innovators (and who these people are!)
It takes someone special to buy from an early startup. There are at least 55 reasons why a person and a company shouldn’t take the risk! But many do because they have innovators and mobilizers.
In thi…
172: How to bring a HARDWARE innovation in cybersecurity to market with Jack Wilson, the CRO at Token
Sometimes the boring and slow growing area of cyber security are most in need of innovation. Hardware tokens are a classic example of that.
In this episode learn all about:
- The Token ring and how it i…
171: Outbound is Broken
I have little doubt in my mind that outbound is broken.
It’s not working nearly as well as it used to and the people on receiving end of it, the people that we want to trust us and spend money with us…
170: Important leadership trait: bringing great people with you. But how do you do that?
Life in startup sales is a little bit easier if there is already trust and a relationship between the sales leader and some of the sellers. Founders should look for a sales leader who is able to do …
169: Differentiate your product so prospects remember
With 3,000 vendors in cyber security it can be tough to differentiate your product from all the others.
In this episode we cover:
- 3 different levels of differentiation (2 you probably don’t think abo…
168: Tom Miller, sales leader and author of Call Your Shots - knowing your value
Tom Miller is a multi-time cybersecurity sales leader and currently the Chief Gravity Officer at Human Security. Along the way he has learned a lot about what it takes to bring a product to market s…
167: 2 approaches to bringing on your first sales team
You’ve won your first few customer and now you are ready to bring in your first sales team members. There are LOTS of ways to do it, but I have seen 2 models work more often than not.
In this episo…
166: Michelle Torrey-Teunissen, CRO at 6clicks: best practices for working with the channel
Michelle Torrey-Teunissen, CRO at 6clicks, spent many years working in the traditional security channel with well known resellers.
In this episode you'll learn:
- How to engage with the channel if you…
165: One powerful tool to improve how you sell and how you get better
What is your sales team doing right now that needs to be improved, what are *your* pain points internally? And how could those be transformed if you took away the concept of abundance, and instead im…
164: Two CISOs discuss the conviction of ex-Uber CISO, Joe Sullivan
In a shocking turn this week, Joe Sullivan, the ex-CISO of Uber, was convicted of charges related to the cover-up of a 2016 data breach.
This has sent shockwaves through the cyber security community, …
163: How to onboard new sellers yourself
Startup life often includes a dialed-down, DIY approach to onboarding. But tighter doesn’t have to mean slighter—you can still create a robust, tailored process that gives new sales hires the orienta…
162: Eric Appel, CRO @ Island: why stealth is sexy and the different way Island has built the sales team
Today we welcome Eric Appel, Worldwide Head of Sales for Island, pioneers in the enterprise browser category.
In this episode we talk about
- Why Eric didn’t hire startup sales people
- Why it mattered to w…
161: 5 ways to reduce the chaos in startup selling
Selling at early stage startups is chaotic!! So much is still up in the air and the team is constantly looking for ways to crack the code on the sales process. But we shouldn’t just accept the chaos…
160: Anurag Gurtu, Chief Product Officer at StrikeReady: How to sell a platform
Today we are joined by Anurag Gurtu, Chief Product Officer at StrikeReady. StrikeReady is revolutionizing the way that security people do their jobs by creating CARA, an intelligent system that deliv…