180: Learn how an SMB sales team is being successful with Brian Penney, VP of Sales at Blumira

Blumira is targeting an underserved part of the market; SMBs. Brian, the VP of Sales at Blumira, joins us to discuss how he is successfully running the sales team and growing revenue.  His background is in Enterprise selling and he highlights what is similar and also what is different with selling to SMBs. In this episode, you’ll learn:The average length of a sales cycle working with SMBs and what we can learn from that on the enterprise side Advantages of having a rigorous POC process while also being flexible when neededImportance of having enough discipline to say no to some dealsBlumira: www.blumira.comBrian: On LinkedIn or [email protected] might also like the following:162: Eric Appel, CRO @ Island: why stealth is sexy and the different way Island has built the sales team143: How to answer the “What does your company do?” question without being boring or using buzzwords109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture Partners Support the showThe Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.Follow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my cybersecurity sales consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.