Are you leveraging your customers' insights effectively, or are you relying too much on analysts for messaging recommendations? How can sales teams genuinely connect with cybersecurity buyers? How can sellers foster real, human relationships in their professional connections? If these questions resonate with you, this episode is a must-listen!

In this conversation, we discuss:

👉 The pitfalls of overlooking customer insights in favor of analyst advice.

👉 Practical strategies for building trust and authentic connections in cybersecurity sales.

👉 The importance of continuous qualitative customer research for more actionable go-to-market strategies.

About our guest:

Dani Woolf, CEO of Audience 1st, brings extensive experience in cybersecurity marketing and a passion for customer-centric approaches. With hundreds of customer and buyer interviews, she provides invaluable insights into understanding and connecting with security buyers on a deeper level.

Summary:

Join Andrew Monaghan and Dani Woolf as they delve into the nuances of building trust in cybersecurity sales. Learn why skipping customer insights can be detrimental and discover tactics for fostering genuine connections with buyers. Dani offers actionable advice and personal anecdotes that illustrate the power of curiosity, empathy, and authentic engagement. Don't miss this enlightening conversation—tune in now!

Links:

- Connect with Dani Woolf on LinkedIn

- Visit Audience 1st

- Let's connect! Book some time with me here

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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

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Are you a technical founder struggling to navigate sales in your cybersecurity startup? Do you find it challenging to balance technology discussions with business outcomes? Are you curious when to bring in sales professionals for a consistent approach?

In this conversation, we discuss:

👉 The journey of a technical founder learning sales through trial and error.

👉 How he learned the sales fundamentals and grew his company.

👉 How creating content and expressing viewpoints can attract the right customers.

About our guest:

Vincent Berk is a seasoned cybersecurity expert with a PhD in AI and a background in machine learning. He founded Flowtraq, served as CTO & CSA at Riverbed, and is currently part of the leadership team at Quantum Xchange. Vince brings deep insight from his extensive career, blending technical expertise with practical sales experience.

Summary:

Join us as Vince Berk shares his invaluable experience and advice on selling cybersecurity products as a technical founder. Learn the importance of balancing technical discussions with demonstrating business outcomes, the role of vertical markets, and when to bring on sales professionals. This episode is packed with actionable insights, so don't miss out—tune in now to accelerate your sales and revenue growth!

Connect with Vincent Berk:

LinkedIn: Vincent Berk

Quantum Exchange: Company Website

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.

Are your pipeline generation efforts falling flat? Is your team struggling with pipeline consistency and conversion rates? How aligned are your sales and marketing teams? How about SDRs?

In this episode of the Cybersecurity Go-To-Market Podcast, Dave Breshears sits down with host Andrew Monaghan to discuss proven strategies for boosting sales development performance, optimizing account engagement, and enhancing cross-functional team alignment.

In this conversation, we discuss:

👉 Strategies for consistent and effective outbound efforts in early-stage companies.

👉 The crucial role of phone competence and sustained pursuits in successful sales development.

👉 The importance of leaving voicemails to establish identity and engage potential customers.

About our guest:

Dave Breshears, known as the "revenue mechanic," specializes in identifying and fixing misalignments and inefficiencies within companies' revenue engines. With experience as both an SDR and enterprise sales professional, he brings practical insights into creating data-driven, programmatic sales development strategies.

Summary:

Join us as Dave Breshears shares invaluable advice on optimizing sales development efforts, aligning marketing and sales teams, and the pivotal role of phone calls in driving pipeline success. Tune in to learn how to apply these strategies to grow your cybersecurity business and ensure scalable success. Listen to the full episode now!

Links:

Connect with Dave Breshears on LinkedIn

OneView Labs's Website

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.