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Welcome to the Sales Bluebird podcast, where we help cybersecurity companies grow sales faster. Whether you are a seller, marketer, leader, or founder, we give you tips, tricks, experiences, examples, ideas, and inspiration from people who know a thing or 10 about building great cyber security companies. For sales reps, VP Sales, CRO, marketing, CMO, founder, CEO, and investors at cyber security companies.
 
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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 email blasts but it doesn’t work for the sales team. The difference is marketing does one-to-many and one-way communication. Sales does one-to-one and two-wa…
 
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 is on to help reps get paid Common mistakes in calculating commission Examples of reps who have found tens of thousands of dollars in unpaid commission…
 
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 this episode, learn: What are a innovators and mobilizers Why do we need them in every deal How to test if the people you are working with are either of …
 
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 is revolutionizing MFA The engineering challenges of unique form factor hardware The channel that Token has chosen to work with to break out How the b2…
 
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, hate it. In this episode we go over: What’s going on in the market What are the causes of outbound being broken Examples of exactly how it is not wo…
 
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 this. In this episode with Craig Denton, the RVP of Sales at Beyond Trust, you will learn: How to build trust with your sellers Why you have to take oth…
 
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 about) How not to be tactical when comparing against others How to get prospects to join your movement 3 cyber security examples of powerful differentiati…
 
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 successfully. In this episode you will learn: Why value is ephemeral The 3 types of value (2 of which are often ignored) Using Tiger Woods to understand …
 
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 episode: I explain each of the 2 models Give pros and cons of each Explain which model I prefer to see What each model means for the CEO/Founder Support the s…
 
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 are an early stage cyber security startup The importance of your product to get channel mindshare How she has used an assessment to successfully identi…
 
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 imposed constraints that forced your sales reps to go deeper, think more critically, and tighten their questions, pitches, decks, and presentations? Use …
 
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, with many outraged that Joe was left carrying the blame and conviction for this when other executives in the company, including then CEO Travis Kalani…
 
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 orientation and information they need to succeed. I’ve got six ways you can do it yourself effectively so your sellers can be productive, FAST. In this episod…
 
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 work with an exec team that has worked together for a long time Why 90% of first meetings convert to 2nd meetings How they exited stealth mode with r…
 
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. There are ways to reduce it. In this episode, we talk about: Why a conversational intelligence tool is a must have The power of using common sales too…
 
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 delivers expert knowledge and completes tasks for the security team. It’s a platform with lots of possible use cases; hard to sell, right? Or is it… In this…
 
DoControl founder and CEO Adam Gavish joins us today with his take on security policy enforcement and how his company is innovating through a people- and problem-first approach. Gavish is a firm believer in developing rapport and trust upfront. Creating relationships helps him and his team approach engagements from the client’s perspective—the prob…
 
Digital risk protection is one of the most important pieces of cybersecurity. Expert and Bolster AI CEO Abhishek Dubey joins us today to give us an inside look into this side of the industry and how his company solves digital risk protection problems proactively. From the importance of accuracy when scaling to how to approach big accounts with sens…
 
Erkang Zheng, CEO of Jupiter One, knows all about building a solid foundation and growing from there. He joins us today to discuss how he built his company, scaled its sales team, and uses content and word-of-mouth marketing to develop its reputation. Tune in to this episode to learn more about what Jupiter One does, how they use context to make th…
 
Chatting with CEOs and CROs is enlightening and valuable, but sometimes you need practical and actionable tips from someone who’s down in the trenches. Dave Phelps, RSM at Crowdstrike joins us this episode to give us expert advice on owning your territory and knowing your customers. Dave walks us through his process for planning and working a terri…
 
Too many companies are getting it wrong: they’re evangelizing their product, not the problem. When you focus on the problem it solves, you might just revolutionize your approach to the market. Shifting your sales and marketing tactics to address your clients’ pain points positions you as an empathetic, human-centered company–and draws in more busin…
 
What’s the first thing that comes to mind when you hear endpoint security? Is it “crowded market, little differentiation?” Syxsense is in that market and building impressive traction. Find out how in today’s episode featuring Ashley Leonard, CEO of Syxsense. Syxsense has perfected a tool that unifies the security and management of endpoints. It’s t…
 
In the early stages of a start-up, it’s tempting to keep hiring for your sales team. You might make the assumption that adding more heads and assigning more quota will lead to higher productivity. But there’s a little more nuance to it than that. Every company is different, which means every company requires its own individualized model. In this ep…
 
In this episode, Christian Torres, CEO at Kriptos, joins us to talk about all things data classification. He walks us through how he created his business, why and how to classify data, and who needs it. We dive deep into the challenges of data classification, including where to find the data and how to assess it. Torres also shares Kriptos’ strateg…
 
In this episode, I sit down with Ayal Yogev, CEO and Co-founder of Anjuna to discuss confidential computing and their role in creating additional layers of protection in the cloud. We also dig into how Anjuna were able to look into the market, recognize the gaps in cloud-based security systems and provide one that filled in the blanks and upleveled…
 
On today’s episode, I sat down with Wias Issa, CEO and founder of Ubiq Security, to discuss the genesis of his product and how he has tailored both the product itself and its messaging based on listening to what his consumers were asking for. Wias is a great example of someone who listened to his customers and developed a solution they were asking …
 
Two more companies answer the question “What does your company do?” We break down their responses and offer ideas for how they could have answered the question better. We are asked about it a lot. “What does your company do?” Unfortunately, too many times our answers are less than stellar. Too many times we use buzzwords and bore our audience. Too …
 
Cybersecurity is a notoriously technical and overcrowded arena. You’re solving problems in a way that your average prospect will not always naturally grasp. Not to mention, the competition is stiff. How do you bridge the gap between your product and its buyers, stand out from the crowd and sound different… even when your product shares similarities…
 
In this episode, Snir Ben Shimo, CSO at Cider Security, joins us to talk about the progress of Cider Security and how they have built a vehicle for market education and understanding. How do you educate your consumer on threats around them? How do you explain the benefits of what you’re selling if they don’t know why they’re buying it? And, most im…
 
2 companies answer the question “What does your company do?” We break down their responses and offer ideas for how they could have answered the question better. We are asked about it a lot. “What does your company do?” Unfortunately too many times our answers are less than stellar. Too many times we use buzzwords and are bored. Too many times we co…
 
In this episode, Snehal Antani, CEO at Horizon3, joins us to discuss the journey from business idea to successful business operations. It all begins with identifying a niche enough problem that you can provide a unique solution, yet one that’s widespread enough that enough people need your unique solution. From there, it’s deeply about storytelling…
 
In this episode, Rajiv Pimplaskar, President and CEO at Dispersive, joins us to discuss why all the fancy features and complicated backend in the world mean nothing if you can’t communicate concisely. What do your customers care about? What is the heart of their struggle that you solve? And how do you scale those solutions to meet multilayer needs?…
 
We are asked about it a lot. “What does your company do?” Unfortunately too many times our answers are less than stellar. Too many times we use buzzwords and are bored. Too many times we confuse our prospect and when that happens we miss a prime opportunity to rise above the noise and be memorable. But, the good news is there is a simple framework …
 
In this episode, Michael Shieh, founder and CEO at Appaegis, joins us to delve into his own business’s journey from founding to expansion. We talk about the specific cybersecurity solutions his team deploys and how he has been able to recognize holes in the market to meet business needs. We also discuss his philosophy for building a sales team and …
 
Garret Grajeck hated access reviews when he was running technology teams at companies like Cyland and SecureAuth. They were a pain in the ass, took up valuable resources and seemed to take months to complete. But they needed to be done. Garret founded YouAttest to make access reviews exponentially easier for risk managers. In this episode, Garret G…
 
In this episode, Ismet Geri, CEO at Veridium, joins us to talk in-depth about passwordless security - what it means, the adoption struggles he’s been overcoming from the industry, how it works, enterprise complexities, how Veridium is making data safer for their customers & more! Find out in this episode where Veridium is in their growth journey, h…
 
The world of sales is a crowded one where prospects in your pipeline are flooded with pitches. So the challenge for salespeople is to stand out and to make an impression. A great way to do that? Get hyper-personalized. Hyper-personalization shows attention to detail right from the start. This lets your prospects know that not only is the sales expe…
 
Any software that does a lot of work behind the scenes that makes the user’s life simple is going to be attractive as an operational efficiency driver. In this episode, we have Vladi Sandler, co-founder and CEO at Lightspin joining me to talk about how he does that in his company. Lightspin is a proactive cloud security platform that protects cloud…
 
Cyber security for operational technology and industrial systems is a hot topic right now. The security of these systems is important to the critical revenue generation parts of companies and also to governments and countries. In this episode, Ian Bramson, Global Head of Industrial Cybersecurity at ABS Group, talked at RSA about the 3 shifts coming…
 
Peter Prizio, CEO of SnapAttack, part of the early stage expo at RSA this week, joins us to talk about the tools to make operations easier in cybersecurity. Snap Attack is a product company that has a continuous purple teaming platform. It allows people who work on offensive and defensive cybersecurity to come together and get a new hunt package or…
 
In this episode, Giora Engel, Co-Founder and CEO of Neosec, who is fresh off his selection for the RSA Conference innovation sandbox, joins us to share and expand on the unique ways Neosec tackles API security. Many businesses operate fully digitally for selling their products and services. The impact of not protecting your API’s is clear, because …
 
In this episode, Greg Fitzgerald, co-founder and President of Sevco Security, who is fresh off his selection for the RSA Conference innovation sandbox, joins us to share and expand on Sevco’s driving philosophy: “You can’t protect what you don’t know.” There are lot’s of companies that have worked on this problem, however Greg explains how Sevco’s …
 
In this episode, Brian Lake, COO of Torq, who is fresh off his selection for the RSA Conference innovation sandbox, talks about the role automation plays in cyber security. Many businesses today find themselves stuck in an accidental cycle of handling cybersecurity updates and processes in-house and manually. What that means is not only a lot of co…
 
In this episode, Sharon Goldberg, Co-Founder and CEO of BastionZero, who is fresh off her selection for the RSA Conference innovation sandbox, joins us to discuss which targeted areas her company has found opportunities in. Sharon and Ethan’s (her co-founder) journey over the last decade has taken a few twists and turns but ultimately ended up with…
 
In this episode, Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, joins us to explain what Talon does and the big innovation they are bringing to the market. I don't know about you but when I hear of new, groundbreaking technology in cyber security I am a little skeptical! But the simplicity of Talon's new approach is really interesting a…
 
In this episode, we chat with Ani Chaudhuri, co-founder and CEO of Dasera, who was selected for the RSA Conference innovation sandbox. Ani explains what Dasera does, how he is thinking about the business and how to build it as well as some learnings from early prospects and customers. If you are a sales leader at a startup, or you're in the sales t…
 
“Industrial cybersecurity” is not just an imposing sounding term, it's a multi-billion dollar industry. From monetizing endpoints to breaking apart the systems and structures as a whole, cybersecurity has become something that’s top of every business leader’s mind. In this episode, Dave Hatchell, long-time cybersecurity sales and business leader jo…
 
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, David Dulany, Founder and CEO of Tenbound, shares his introspective insight into looking - really looking - at your past dead leads and examining them with a critical lens.…
 
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, wha…
 
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 hea…
 
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