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
119: Rick Hill, VP Sales at Ava Security, on the process of being acquired (and how it feels)
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 …
118: Pipeline generation mini-episode #2 with Scott McCrady, CEO of SolCyber
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 …
117: Chris Beall, CEO at ConnectAndSell, on how to make a great cold call (and he improves mine!)
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 pro…
116: Pipeline generation mini-episode #1 with Rick Hill, VP of Sales at Ava Security
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 …
115: Mark Parrinello, CRO at SentinelOne, building the revenue organization for hyperscale and IPO
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 …
114: What I would do differently at the beginning of my sales career
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…
113: Denise Hayman, CRO at Sonrai Security talks journey in cyber security and her biggest learnings
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 ta…
112: How to help your prospect understand that you have the solution to their problem
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…
111: Mike Rogers, CRO at Noetic Cyber, breaks down why Ionic Security was not a financial success
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 inno…
110: One tool to 3x your discovery
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…
109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture Partners
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 inv…
108: Alex Jones, CRO at NetSPI, talks journey into cyber and building a great sales team
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 ti…
107: Chris Smith, CRO at Aqua Security, on 7 steps to hiring great sales talent
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 …
106: Momentum Cyber’s Cybersecurity Almanac 2022
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…
105: Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team
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 proces…
104: Simple framework for value oriented discovery
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…
103: How to use your sales deck effectively
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…
102: Bob Kruse, CEO and co-founder of Revelstoke Security, on how a sales leader becomes CEO of a cybersecurity company
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…
101: How to get better at first meetings (Part 1)
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 imp…
100: Brian Gumbel, CRO At Armis Shares His Tips on Scaling Cyber Security Sales Teams
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 Arm…