Cyber Go-To-Market Talk
Where we tackle the question:
How can cybersecurity companies grow sales faster?
We talk with cybersecurity CROs, CMOs, CEOs, as well as sales and marketing experts. Listen in, and you will get proven strategies to help you get more leads and more customers and create your killer go-to-market engine.
Reviews:
Doubling Cybersecurity Sales With Graduates Who'd Never Sold
How do you grow cybersecurity sales with graduates who've never sold? James Irving, founder of Emotive JLI, built his cyber sales team at ThreatSpike from graduates instead of experienced sellers, and taught them the market and the sale himself. Learn more about James's sales training for cybersecur...
Show sponsor: Unstoppable - Sales enablement for cybersecurity sales teams
More Episodes
Ex-McAfee Sales Leader Ken Powell on Cybersecurity Sales
Ken Powell, founder of Sales Method and a sales leader at Oracle, SAP and McAfee, says losing a deal to do nothing is not an option. He explains how cybersecurity sales teams can get buyers to act. His fix starts before the pitch. Every rep has to answer why the buyer would do anything, why now, and...
A Security Buyer on What Actually Wins Cyber Sales
What wins cyber sales once your product makes the shortlist? Fred Descloux, Global Director of Privacy, Data Security and GRC at Nu Skin, takes the vendor meetings, and he says it usually isn't the product. Fred has been a seller, implementer, operator and Big 4 advisor (at EY) before becoming an en...
The Cyber Sales SVP Rethinking How to Build an AI-Forward Cyber GTM
Kristen Twining, SVP Sales at Reco, says an AI-forward go-to-market can't be a sales project. In this cybersecurity sales conversation she explains how Reco is rebuilding its cyber GTM around AI and agents, and why marketing, RevOps and a brand-new role have to be part of it. Reco secures AI and age...
The Hiring Process Behind One Wiz Cyber Sales Team
Lauren Lynch took her commercial cyber sales org at Wiz from about 40 people to more than 80 in a couple of months, while new go-to-market leadership was changing how the company sold. In this cybersecurity sales conversation, the former Wiz and Drata sales leader breaks down the hiring process that...
B2B Cybersecurity Sales: Why the Startup Beats the Incumbent
Why would a security leader at a large organization pick a startup over a big player like CrowdStrike? Robbie Tyrie did it more than once, and in this episode of Cyber GTM Talk he lays out the buyer's math behind B2B cybersecurity sales to a mid-market or enterprise account: what the buyer risks, wh...
Ex-HSBC APAC CISO on How to Sell Cybersecurity Solutions to CISOs
Former HSBC Asia Pacific CISO David Gee explains when a CISO will actually buy from a cybersecurity startup, and why most new vendors never get past the CFO test. This is cybersecurity sales seen from the buyer's chair, by someone who sat in it. David spent about twenty years as a CIO before moving ...
Cybersecurity Sales: Why This CISO Buys From Startups
Zach Lewis, CIO and CISO at the University of Health Sciences and Pharmacy in St. Louis, explains why he buys from cybersecurity startups and what that means for cybersecurity sales teams chasing their first customers. He's been a sub-10 customer at Concentric AI, a very early customer at Island, an...
Cybersecurity Sales: Your First VP Isn't the Problem
-Why do cybersecurity startups burn through their VP of Sales? Matt Calligan, Director of Growth Markets at ArmorText, says in cybersecurity sales the hire usually isn't the problem. The company skipped the stage between founder-led sales and scale. On this episode of Cyber GTM Talk, Matt explains w...
Why ChatGPT Ignores Most Cybersecurity Marketing
Scott Johnson runs an SEO and GEO agency that works only with cybersecurity companies, and he says AI search has become a real cybersecurity sales channel almost overnight. In this episode he explains what cyber GTM leaders should do about it now, not next year. Some cyber vendors are already seeing...
The Sales Bluebird Newsletter
Sales Bluebird is a newsletter for cybersecurity sellers who believe that selling the business value of a solution is the key to success (no matter how "technical" the product is!).
You'll get proven strategies to help you get more opportunities, maintain momentum in your sales cycles and win bigger deals.
Short. Actionable. Game-changing.
Meet Your Host
Andrew Monaghan
I've been in the cyber security go-to-market world since 1998. I've carried a bag, led sales teams and consulted and trained the smallest and largest sales teams in our industry. I've won. I've lost. And, most importantly, I've learned a lot along the way.
With the Cyber GTM Talk podcast I interview CROs, CMOs, CEOs and GTM experts from the smallest cyber security companies to the largest to learn how to grow sales faster.
The podcast and newsletter are fun to do; and they align with my business where I train cybersecurity sales teams to grow revenue faster.
What Our Listeners Say
People don't just listen to our podcast, they LOVE it.
Loved it!
Loved the episode with Josh White. I especially liked it when you guys talked about the importance of hiring a true sales leader who’s been through the journey from zero to ten million in ARR—it really highlights how crucial the right leadership is in navigating those tough growth challenges! It made me realize that so...
Read MoreGreat podcast!
Andrew's podcast offers valuable insights from industry leaders in the cybersecurity space, sharing their experiences, challenges, and successes. It's a great resource for anyone looking to understand the ever-evolving world of cybersecurity and how businesses can navigate it effectively! Deirdre
Every Sales Person and Cybersecurity Expert should Listen!
I’ve been looking for a good podcast around Cybersecurity and the Sales process and this is by far the best. Andrew does a great job interviewing fantastic Guests from within the industry and laying out value for anyone in the Cybersecurity field. Andrew’s interview format is great as well. I love the 2 questions that ...
Read MoreAction-oriented tips and all-star interviews
Andrew (in line with his sales philosophy) provides immense value to his audience of sellers and leaders. Anyone building a cybersecurity company (yes that means you too, founders, product, engineering, etc) would benefit from giving this podcast a follow and putting its lessons to work.