Most product training that is done is really hurting and not helping the sales team. This episode gives you three ways that we can help our sellers get more focused on customers and prospects and their needs, as opposed to just always defaulting to talking about our product.

Resources mentioned:-
Podcast: CISO / Vendor Relationship Podcast
Podcast: Virtual CISO Podcast
Podcast: CISO Secrets Podcast
Podcast: Defense in Depth Podcast

Youtube channel: Dr Eric Cole, Secure Anchor
Youtube channel: Cybercrime Magazine
Youtube channel: Security Weekly

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One of the things that is always impacted as teams grow rapidly is culture and the values that you want to instill in the team that you think will drive success. In this episode, Dan Parelskin talks about getting the first customers and how to intentionally create a sales culture. 

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Your company has given you a great sales deck to use, but you just know that your prospects don't always enjoy hearing you talk all the way through the deck. How can you improve the way you use your deck in these early-stage meetings.

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David McKeough has been in cyber security sales for over 15 years starting as an individual contributor and now is the CRO at Trusona.  He had stints along the way at Dyntek, McAfee, Digital Guardian, and Crowdstrike.  David talks about how simple reframing of how you think about and describe the solution you sell can yield huge results.  And a great story about the big impact of perseverance. 

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The good news is you have headcount to grow the team and have some great sellers lined up.  The bad news is that you don't have any enablement help to ramp them quickly.  you know what needs to happen but you just don't have the time to do it yourself.

Making things worse, there are many in the company watching to see how good the new sellers are and how effective they are selling this product and company.

This episode gives you 5 tips to ramp the new sellers quickly without needing a ton of your time and without the need for hiring an enablement person.

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This is an interview with Mark Small a multiple-time VP of Sales at cybersecurity companies, both large and small.

He talked about how to stand out from the crowd when you are a seller at an early stage company and the 3 legs of the stool that need to be in place to succeed.

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After you join a startup and the honeymoon period is over doubts can set in about whether you are at the right company.  Things are usually not as good as you thought they would be and you need to decide whether to stay or go.  Here are 3 questions to help you make that decision.

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Get the sense that your B2B sales team is bored during your regular team meetings?  As a sales manager, here are 3 ideas to get them re-engaged

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Find your team drifting apart and just focusing on quota and numbers?  Change the dynamic by setting a big hairy audacious goal that will bring the team together and rally them around a common cause

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People have been studying life and humans for millennia.  and despite all the advances we have made as a species, the basics of human behavior and life are pretty much the same.  So how can this help us be more effective sales leaders?  Find out in this episode.

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