Learn more about James's sales training for cybersecurity: https://emotivejli.com/sales-training-for-cybersecurity
After an investment of over £10 million, his target was to double ARR from £5 million to £10 million. James walks through the cybersecurity sales strategies behind that bet: how he interviewed for motivation and honesty, how he used physical security to teach new reps the technical side of selling cybersecurity solutions, and why he ran pipeline on a Google Sheet while his board thought he was crazy.
In this episode:
- Why credibility beats sales experience in B2B cybersecurity sales
- The interview question that can't be faked
- Cybersecurity sales training that starts with physical security
- The month the team sold a tenth of normal, and the October that followed
- The cybersecurity sales metrics that create fake pipeline, and the one column that kept his honest
- Why two years of SDR experience is massively overrated
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Keywords: cybersecurity sales, cyber sales, cyber gtm, cybersecurity sales strategies, cybersecurity sales techniques, selling cybersecurity solutions, B2B cybersecurity sales, cybersecurity sales training, cybersecurity sales metrics, cybersecurity sales tools, cybersecurity sales best practices, cybersecurity industry sales growth