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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

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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

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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

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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

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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

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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

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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 identify great sales talent
• How 6clicks works with advisory partners as well as resellers
• How Michelle structures comp plans to reduce channel conflict

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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 constraints!

In this episode, I offer six examples of constraints that startups could embrace to inject creativity into their sales processes and deliver better outcomes with more agile sales teams. What happens when new ways of thinking uncover the biggest innovations, true key differentiators, and most compelling stories?

Let’s find out.

Today you’ll learn:

• How sales thinking is driven to be better when it is constrained
• How to get to clarity more quickly and effectively
• The power of constraints where money, people, and time are *not* in abundance
•  How to harness unleashed creativity to boost sales
• How to manage internal and external constraints to hit more home runs

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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 Kalanick, had approved the approach he was taking to deal with this breach.

Others have taken the view, similar to prosecutors, that there was an attempt to "cover up" the breach from the FTC, and therefore what do you expect?

In this episode, Mike Privette, the CISO at Passport, and Ben Halpert, the CISO at Groupon, talk about what we know about the case from reports and what it might mean for the industry.

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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 episode, we talk about:

●      The single most important thing to focus on at the start

●      One sales tech tool that is going to be SO important

●      Which metrics to focus on to orient your whole onboarding process

●      How to filter, focus, and fine-tune your sales team onboarding

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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