Are you struggling to boost engagement during demos? Facing challenges in customizing sales conversations to resonate with prospects? Wondering how to improve your conversion rates from initial discussions to closed deals?

In this episode of the Cybersecurity Go-To-Market Podcast, Damian Tommasino shares insights and actionable strategies on transforming your sales demos and processes to drive higher engagement and conversion rates.

In this conversation we discuss:
👉 The power of personalized and problem-focused demos
👉 The importance of combining discovery and demo in one conversation
👉 Practical approaches to scaling your sales team and managing costs

About our guest: Damian Tommasino is a seasoned cybersecurity sales advisor with extensive experience in driving growth and scaling startup operations. Currently advising Cybr Donut, Damian is an advocate for innovative sales methodologies that focus on deeply understanding and addressing customer pain points.

Summary: Join Andrew Monaghan and Damian Tommasino as they dive deep into effective sales strategies for cybersecurity companies. Damian shares his rich experience and unique approaches to improving demo engagement, customizing sales conversations, and navigating the challenges of scaling a startup. Tune in to gain practical insights and actionable tips to elevate your sales performance.

Connect with Damian Tomasino on LinkedIn and explore Cybr Donut's innovations here. For a personal consultation with Andrew Monaghan, book a meeting here.

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

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Are you curious about the ideal timing for bringing in a senior sales or marketing leader? Not sure the right profile to hire? Need insights on avoiding decision paralysis in hiring? Have you ever faced the dilemma of hiring in industry or someone from another one?

In this conversation we discuss: 👉 The benefits and challenges of hiring from competitors. 👉 The importance of a charismatic, proven leader in recruitment. 👉 Strategies for balancing thoroughness and timeliness in hiring decisions.

About our guest: Josh White is the Senior Vice President of North America for Intaso and a trusted advisor in the recruitment domain, particularly for cybersecurity startups. He brings extensive experience in hiring top sales and marketing talent to drive revenue growth.

Summary: Join Andrew Monaghan and guest Josh White as they delve into essential recruitment strategies for cybersecurity companies, specifically for Cybr Donut. Learn about optimizing hiring timelines, identifying the right leadership qualities, and aligning company needs with hiring decisions. Tune in to understand how Cybr Donut can achieve its ambitious growth targets through strategic hires. Listen now for actionable insights!

Connect with Josh White:

• Josh White on LinkedIn
• Intaso's Website

Book a 30-Minute Meeting with Andrew Monaghan

Cybr Donut 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.

Like the go-to-market team at Cybr Donut, are you struggling to build a strong sales pipeline and wondering how to utilize events effectively? Do you want to know why your customers choose your products and leverage that to boost sales? Join us in this episode as we explore practical strategies that can help your sales and marketing teams hit your revenue targets faster.

In this conversation we discuss:

👉 Building a culture around champions rather than traditional customer advisory boards.
👉 Strategies for collecting and leveraging customer discovery data to guide marketing investments.
👉 Proactive event strategies to enhance face-to-face interactions and follow-up engagements.

About our guest

Joseph Barringhaus is the VP of Marketing at Sonrai Security. With an unconventional career transition from working in a church to cybersecurity, Joseph brings a wealth of experience in field and event marketing and is known for his innovative approach to pipeline generation and customer engagement strategies.

Summary

Join us as Joseph Barringhaus shares actionable insights into improving your sales and marketing alignment, optimizing event strategies, and utilizing customer data effectively. From leveraging social proof to creative out-of-home advertising, Joseph's expertise provides a roadmap for scaling your cybersecurity business. Don't miss out on strategies that can propel your company towards the $10 million ARR milestone. Listen now!

Links

• Joseph Barringhaus on LinkedIn
• Sonrai Security Website
• Book a 30-minute meeting with Andrew Monaghan

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 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

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 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.

Are you struggling to generate high-quality opportunities for your cybersecurity solutions? Do you find it challenging to decide between insourcing and outsourcing your sales development functions? How prepared are your sales development representatives (SDRs) to engage in meaningful business conversations and make great cold calls?

These questions are at the heart of our discussion in this episode of the Cybersecurity Go-To-Market Podcast.

In this conversation we discuss:
👉 The "conversation first" prospecting methodology.
👉 Outsourcing vs. insourcing sales development for early-stage cybersecurity companies.
👉 The impact and future of AI in sales development and customer service.

About our guest:
Kevin Hopp is a seasoned expert in cold calling with over 600,000 cold calls made in the past five years. He specializes in training and consulting to help businesses optimize their sales development efforts. Kevin is highly regarded for his innovative approach to prospecting and deep understanding of sales dynamics in the cybersecurity industry.

**Links and contact details:**
Connect with Kevin Hopp on LinkedIn.
Visit his consulting group'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.

Are you seeing results from your efforts to find warm leads for your business development reps in the first half of 2024? How are your authentic marketing messages driving trust and engagement in these recent months? Are you re-evaluating the role of SDRs and BDRs in an AI-driven landscape right now?

This episode addresses these current challenges and more, providing valuable insights for sales and marketing leaders looking to accelerate their revenue growth in 2024.

In this conversation we discuss:

👉 The challenges and successes in finding warm leads and leveraging market intelligence in 2024.

👉 How authenticity and trust in marketing and leadership are impacting sales effectiveness this year.

👉 The evolving role and current effectiveness of SDRs/BDRs in outbound marketing amid technological shifts.

About our guest:

Patrick Sheehan is a seasoned sales leader and the Chief Revenue Officer (CRO) and Founder at RevelUp and CRO at Network to Code. With extensive experience in cybersecurity sales, Patrick brings invaluable insights into pipeline management, deal qualification, and the importance of customer-centric strategies in marketing and sales, especially in the evolving market of 2024.

Summary:

Join us for an enlightening episode with Patrick Sheehan, where we dive into practical steps and recent successes in improving cybersecurity sales strategies, the importance of authenticity in marketing, and the evolving role of SDRs and BDRs in 2024. Don't miss out on actionable insights that can help you refine your strategies and drive your business forward this year. Listen to this episode now and start transforming your sales approach.

Connect with Patrick Sheehan:

Patrick Sheehan's LinkedIn

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.