In this episode of Hack and Hustle, Anthony Johnson and Brad Rager invited Mark Cervantes to share his extensive experience in sales channels and partnerships, emphasizing the importance of understanding channel dynamics, building relationships, and the long-term commitment required for success.

"Channel sales should be measured by partner-initiated opportunities."

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In this episode, Anthony Johnson and Brad Rager discuss sales enablement with Brian Murphy, SVP of Sales and Business Development at NowSecure. They explore Brian's journey into sales, the evolution of sales practices, and the importance of customer-centric selling.

"Be curious, not judgmental." "Sales enablement is about how do you do selling more effectively."

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In this episode, Anthony Johnson and Brad Rager discuss strategies for growing your career and networking by giving back and getting involved in the cybersecurity community.

They are joined by Dennis Dayman, CISO of Code 42, who shares his experiences and insights. The conversation covers the importance of joining organizations and coalitions, the benefits of networking, and the value of contributing to the community.

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In this episode, Anthony Johnson and Brad Rager discuss the value and ROI of attending cybersecurity conferences as vendors. They explore the different types of conferences, such as Black Hat and RSA, and the benefits they offer to security leaders. They also discuss the importance of networking and building relationships at conferences. The conversation covers strategies for maximizing ROI, including participating in regional boutique events and thinking outside the box with guerrilla marketing tactics.

"The thing we recommend to customers is to look at the regional boutique events."

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In this episode of Hack and Hustle, Anthony Johnson and Brad Rager talk with Dmitriy Sokolovskiy, CISO at SEMrush, to discuss the critical intersection of cybersecurity and business. Dmitriy emphasizes the need for vendors to listen actively to security leaders, and build long-term relationships. The conversation also delves into importance of maturity in decision-making processes and how crafting a good story is essential for engaging stakeholders..

"We are not spending enough time listening to the business." "CISOs are continuously working to make themselves obsolete."

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In this episode, Anthony Johnson and Brad Rager discuss networking strategies to land a job in the cybersecurity industry. They emphasize the importance of networking and building connections with people, both within and outside of your company, industry, and sector. They also stress the need for purposeful networking, having a clear story and objectives, and being open to opportunities.

"Network up and down." "People are finding jobs through their networks, not just job boards."

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In this episode of Hack and Hustle, Anthony Johnson and Brad Rager interview Neil Saltman, co-author of  "Cybersecurity Sales: A Buyer and Seller's Perspective."

They discuss:

1) The evolution of cybersecurity sales,

2) The importance of relationships and trust, and

3) The changing landscape of lead generation.

Neil shares insights on what separates successful sales reps from mediocre ones, the significance of understanding the buyer-seller dynamic, and the impact of AI on sales and marketing efforts.

"Don't treat people like a transaction." "The relationship gets you the conversation, but value gets you the sale."

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In the very first episode of Hack & Hustle, Anthony Johnson and Brad Rager introduce our podcast, where we'll discuss the ups, downs, and lessons learned in the world of cybersecurity sales and marketing.

The aim? To build a community and provide real conversations to help people in their careers.

The podcast focuses on three main areas:

1. Helping sellers excel in their current roles,
2. Guiding individuals in finding the right job and progressing in their careers,
3. And assisting managers in building and managing their teams.

Are you ready for some real conversations?

Join the community to learn, connect, and grow!

Contact us at [email protected] to get access to the Slack Channel.

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