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- #25: Celebrating a big milestone and tips to grow your sales
#25: Celebrating a big milestone and tips to grow your sales
#25: A big podcast milestone šÆ and tips to grow your sales
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Enjoy this weekās emailā¦.because who doesnāt want a bluebird every weekā¦
#1 - Sales Bluebird podcast reaches its 100th episode!!
This week marks a landmark episodeā¦100! Thank you for joining me on this journey for these past two years. It's been a blast!
To help make this milestone episode one to remember, a special guest, Brian Gumbel, CRO at Armis, joined to talk about his experience, success, and journey in the cyber security sales world.
What we learned from Brian:
Don't be afraid to take a perceived step backward to advance your career. He did this by moving from Cisco to McAfee and moving from McAfee to Tanium.
It's OK to make mistakesā¦Gumbel moved to Sisense for the right reasons, but he quickly realized it wasn't a fit so moved back to cyber security
It is so much easier for a seller to be successful early at a new company if they have a really good network in their territory
#2 - āSell whatās on the truckā or not...
It's a common directive to stop salespeople from selling the futures in the roadmap. But what if you are at a startup and your truck looks like this?
I have worked at companies large and tiny. One of the things the big companies were missing was a complete lack of a vision that prospects would care about.
The big companies' vision of the future was about "dominating markets", "being the go-to cyber security company" and "double-doubles - double-digit growth with double-digit profit margins". Self-centered to put it politely!
At a startup, you have a big vision of the future. There are big problems you want to solve for customers. You wouldn't have gotten this far if you didn't!
So what should you focus on?
Focus on what the customers care about and how your company's big vision will have an impact on them. Help them succeed.
So what should you say?
Don't say: let me show you the product (actually, it'll just be the 3 features that we have that actually work right now plus some mockups... shhhh!)
Do say: if we pull off this big vision how do you think it will impact how cyber security is done? How will it impact your team? And, what will it mean for you if you help us deliver it?
Put them in the future where their world and life will have changed. And they will have helped make it happen. The big vendors won't do that.
#3 - Hear from an expert on effective pipeline generation for startups
Aurelien Mottier runs the sales acceleration and lead generation company, Operatix. His team has worked with over 90 cyber security companies.
Ray talks about the decision to insource vs outsource, measuring success, how hard it is to be an SDR, and a whole lot more.
If you are thinking about pipeline generation you could do a lot worse than listening to the ideas and views of someone who has been doing this for over a decade.Find out more in this podcast episode
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You might also likeā¦
Resources to get better at first meetings
Something for job seekers
Do you want to be a part of one of the top cybersecurity sales teams?
Then you should check out Armis. āA team thatās passionate about careers in cybersecurity and making sure organizations everywhere have safe, secure access to the connected devices they need to achieve greater success.ā Openings >>>
Dad joke of the week
What do you call a fish with no eyes?
A fshhhh
Wishing you growth and accomplishment next week,
Andrew Monaghan
Chief Bluebird
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