194: How to know if a prospect is an innovator

Cybersecurity startups do best when their prospects are innovators.  People and companies who are able to buy from and work with startups and less mature technology. But how do you know if your prospects are innovators? This episode covers one way to qualify prospects by just asking a few simple questions.  Here's what I cover:1. Example questions to ask your prospect to determine if they are innovators and able to work with you without wasting time and effort2. Tips on when and how to ask those questions3. Strategies for being upfront with buyers to show you are someone they can trustSponsorThis episode was brought to you by IT-Harvest.With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/researchOther episodes you'll enjoy:6 reasons security leaders buy from startupsDenise Hayman, CRO at Sonrai Security talks journey in cyber security and her biggest learnings Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales teamAction:You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you!  If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R.  It would mean a lot to me personally and it helps grow the podcast.Connect with me: YouTube: https://www.youtube.com/@salesbluebirdTwitter: https://www.twitter.com/unstoppable_doLinkedIn: https://www.linkedin.com/in/andrewmonaghan 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.