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 years to create a compelling value prop for SMBs.

In this episode, learn:

• how Corey took his learnings from 20 years of security assessments, pen tests, and incident response to create Cyvatar
• why SMBs can't afford to be attacked
• why SMBs need to be cyber-ready to do business with big companies
• what it takes to educate SMBs on what they need to do for cybersecurity
• how he is moving the industry away from charging customers to tell them what is wrong

Cyvatar: www.cyvatar.ai
Corey: On LinkedIn

You might also like the following:
160: Anurag Gurtu, Chief Product Officer at StrikeReady: How to sell a platform
154: Ashley Leonard, CEO of Syxsense - How to go after the mid-market
98: One tip to avoid sounding stupid in conversations with your prospects

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Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

Need ideas about how to grow your pipeline? Sign up for my newsletter.

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-way communications.  Sales messaging needs to be deeper, more nuanced, more natural, and more of a conversation.

Too often people confuse marketing messaging and sales messaging.

You'll learn why marketing and sales messaging are different: 

• One-to-many vs One-to-one
• Generalized vs Personalized
• Lead with message vs Lead towards message
• Superficial vs In-depth conversation

Support the show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

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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 commissions
• How to quickly check your commission payments
• How managers and leaders can reduce mistakes by working with Dan

Support the show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

Need ideas about how to grow your pipeline? Sign up for my newsletter.

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 them
• How to have the conversation early in the sales cycle so you don’t waste time on a deal that will never happen

Support the show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

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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 b2c segment has laid the groundwork for this type of product

Support the show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

Need ideas about how to grow your pipeline? Sign up for my newsletter.

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 working
• And a rallying call to find new solutions

Support the show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

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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 other’s opinions of sellers with a grain of salt
• We know sales leaders should lead from the front, but how do you do that?
• Get a balance of working in the business with on the business
• How to have tough conversations when things aren't going so well

Support the show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

Need ideas about how to grow your pipeline? Sign up for my newsletter.

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 differentiation

Support the show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

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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 the layers of value
• The traps that many companies fall into when it comes to understanding their value
• One thing we can learn from Michaelangelo to do with undercovering value

Tom’s book, “Call Your Shots” is available on Amazon

Support the show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

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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 show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

Need ideas about how to grow your pipeline? Sign up for my newsletter.