183: How to take on the 800lb gorilla with Russell McGuire and Ben White from Ironscales

Ironscales has grown remarkably since its founding in 2014 (they have 7,000 customers!).  After years of success in the mid-market, it is now taking on the dominant player in the enterprise segment.  This is not easy to do!!! Learn in this episode:How the whole company needs to be ready to move up to enterpriseHow to support the sales team focused on the new segmentAnd that outbound can work (and how!)Suite at the Four Seasons or a cabin in the woods?SponsorThis week’s newsletter is sponsored by the Security, Funded newsletter.Are you interested in staying on top of the latest developments in the global business of cybersecurity funding? If so, check out the Security, Funded newsletter from Mike Privette.Each week, Mike cover's the latest news and insights on cybersecurity funding, including investment trends, funding rounds, new startup launches, as well as analysis and commentary from a career cybersecurity person. By subscribing to the newsletter, you'll gain valuable insights and perspectives that you won't find anywhere else.Whether you're an entrepreneur, investor, or just someone who wants to stay informed about this rapidly-evolving industry, the Security newsletter has something for you."  Sign up now.Action:If you enjoy the podcast, please could you give a review by going to salesbluebird.comYou might also like the following:182: Being “me” focused during sales calls is slowly killing our connection with prospects167: 2 approaches to bringing on your first sales team123: Scott McCrady, CEO of SolCyber Managed Security Services, talks about the important role MSSP plays in today's cyber security market 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.