187: Why and how you implement value selling with Russell Coleman

Russell Coleman truly epitomizes cybersecurity value selling. It's just in his blood. It's how he operates. And he joined me to share his insight on the importance of value selling frameworks, especially for cybersecurity start-ups. Learn in this episode:The importance of 1st level managers' support and driving the adaptation and discipline to stick to the frameworkThe idea of value selling, being a framework, not a piece of contentHow frameworks lead to major efficiencies Russell Coleman on LinkedIn SponsorThis week’s newsletter is sponsored by Unstoppable. You know how difficult it can be to get consistent traction and grow revenues at a startup? For example, it’s often a struggle to get the attention of security leaders.  And once you talk to them, it is frustrating that more first meetings don’t turn into opportunities. It feels like these valuable meetings are being wasted.Unstoppable only works with cybersecurity startups and helps you build your own playbooks. These are based on frameworks that have been proven over many years at companies similar to yours. You will find you are guessing much less, converting through the funnel much better, and feeling more confident in reaching your goals. You will grow sales faster.Schedule a strategy call nowAction:If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to salesbluebird.com/r You might also like the following:155: Evangelize the problem, not your product137: Ian Bramson, Global Head of Industrial Cybersecurity at ABS Group, talks about the 3 shifts coming in industrial and operational tech security119: Rick Hill, VP of Sales at Ava Security, on the process of being acquired (and how it feels) 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.