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 getting your own reps to adopt AI.
Tal has worked with hundreds of mid-market and enterprise security vendors on their cyber GTM, and he sees the same two mistakes: leaders pushing AI from the top when the rep next door is the real lever, and sellers pitching the CISO when the director running that niche owns a seven or eight figure budget and gets no calls.
This episode is a practical cybersecurity sales strategy for both problems, with real examples from cyber sales teams selling to technical buyers.
In this episode:
- Why 85 to 90 percent of cyber companies are stuck at "we gave every rep a Claude seat"
- Starting AI rollouts with A-players who aren't yet good at AI, and why competition does the rest
- The five by five agent: five accounts, five prospects, every week, tuned per rep
- Why the director, not the CISO, is the safe bet from $50M to $100M ARR
- The agentic SOC problem: hundreds of vendors, one buyer, 95 percent aiming at the wrong person
- Signal-based outreach from Reddit and Discord without ever saying where you saw it
Cyber GTM Talk is the podcast for sales, marketing and founding teams at cybersecurity companies. Subscribe for more conversations on selling cybersecurity solutions.
Keywords: cybersecurity sales, cyber sales, cyber gtm, cybersecurity sales strategies, cybersecurity sales techniques, selling cybersecurity solutions, B2B cybersecurity sales, cybersecurity lead generation, cybersecurity sales training, cybersecurity sales best practices, cybersecurity sales tools, cybersecurity market trends 2026, enterprise cybersecurity solutions