Episodes

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...

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...

Only about 5 percent of account entries in cybersecurity sales go through the CISO, and those usually need a board member, investor or CEO to open the door. Tal Peretz, co-founder and CEO of Onfire AI, explains who the best cyber sales teams actually target instead, and why the same logic applies to...

Mark van Oppen, CRO at SecureAuth, breaks down the cybersecurity sales work that connects technical pain to a business number, and why he tells reps not to show that number to the customer straight away. Ninety days into the seat after four years selling a developer-led product at FusionAuth. This o...