Cyber GTM Podcast

Watch the full episode: https://youtu.be/xHseIK47aa4 Trailer for Cyber GTM Talk episode #319 with Ken Powell, Founder @ Sales Method, who has led sales at Oracle, McAfee and Honeywell. "There will be events outside your control that alter a deal from closing as forecasted, but losing a deal to do no...

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...

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...

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...

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...

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...

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 ...

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...

-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...

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...