Mahdi Raza and David Mahdi join the podcast to talk about their new book, The Art of Selling Cybersecurity. 

Is selling to infosec art, science, or a bit of both? Ahead of the SiberX CISO forum at the end of the month, George K and George A dig in, and got so carried away that this interview will be split into two parts!

Part 1: The bare knuckle brawl over sales tactics that suck, methods that work, and how to build trust. 

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www.bareknucklepod.com

What a wild ride it's been, from a side conversation at Black Hat to launch a month later!

George K and George A reflect on the year so far, and tease out some ideas for 2023 including:

• Live recordings at conferences
• Merch?!
• Contests and more

Stay tuned for great things next year! Subscribe today

www.bareknucklespod.com

How much technical knowledge should cyber sales reps have? How do you build trust that drives long-term revenue? And just what level of awful do women in cyber have to put up with?

This episode comes out of the gates hard. Warning: contains very real and very NSFW descriptions of  sexual harassment.

Down to Brass Tacks:

• What SDRs and BDRs can do to succeed on their first day
• How to conduct deals with integrity
• How men in cyber can be real allies

If you like what you hear, subscribe today!

www.bareknucklespod.com

How much technical knowledge should cyber sales reps have? How do you build trust that drives long-term revenue? And just what level of awful do women in cyber have to put up with?

This episode comes out of the gates hard. Warning: contains very real and very NSFW descriptions of  sexual harassment.

Down to Brass Tacks:

• What SDRs and BDRs can do to succeed on their first day
• How to conduct deals with integrity
• How men in cyber can be real allies

If you like what you hear, subscribe today!

www.bareknucklespod.com

Cagematch episode! From gimmicks that creep us out to straight up relationship abuse, George K and George A hit the mics ready to unload, flamethrowers drawn and ready! It's loud, it's fun, but like always, they get down to brass tacks on the sales approaches that work and build trust.

If you like what you hear, subscribe today!

www.bareknucklespod.com

Is your sales process showing through?! Chris Castaldo, CISO at Crossbeam, jumps into the ring to talk about the worst and best he’s experienced on the buying side. Having started on the vendor side, Chris has a deep understanding of sales qualification. In this episode, we get into:

• How he views his role as a CISO when it comes to learning about new tech
• The value of partnerships over transactions
• His preferred method for reaching him
• Why “cold everything” is dead

We take on audience questions, and then get down to Brass Tacks: Chris’s top 3 recommendations to sales leaders for how to improve their processes.

If you like what you hear, subscribe today!

www.bareknucklespod.com

Neil Saltman joins us! Neil is a long time cybersecurity sales leader and the co-author of Cyber Security Sales: A Buyer’s and Seller’s Perspective. He’s also a brave soul, because he volunteered to step into the ring!

Bare Knuckles: Neil shares his thoughts on:

• Building trust through authenticity
• The need for relentless curiosity in security sales
• Meticulous notetaking with an always learning attitude

Brass Tacks: We get into specific recommendations for those starting out in sales, and how to balance "nice" with "pushy." Spoiler alert: It doesn't matter if you're not providing value.

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www.bareknucklespod.com

We're kicking off the show with a hard look at the cybersecurity vendor/customer relationship on LinkedIn. It's only fitting, given it where we first met. At its best, LinkedIn is a place to connect with thought leaders and make new professional connections that help you thrive. At its worst, the platform can feel like a speed-dating hellscape.

• What's the best way for sellers to approach prospects on LinkedIn?
• How do you add value? 
• How do CISOs like to use it?

We go after bad practices with bare knuckles, but get down to brass tacks with advice on posting rhythm, post types, and how to get the most out of this valuable platform. 

Subscribe today!

www.bareknucklespod.com