208: Breaking the Mold: Selling to CISOs with SafeBase's viral lead engine, Macy Mody, VP Revenue @ Safebase

208: In this episode of Sales Bluebird, Andrew explores the world of B2B vendor onboarding, discussing an innovative platform called SafeBase. SafeBase has revolutionized the cumbersome questionnaire process by providing upfront information that can reduce the resources required by up to 90%. More than 400 customers already use SafeBase as their security review facilitator. The episode also delves into SafeBase's marketing strategies, including their K Factor approach, which measures how many new customers a current customer brings in. Additionally, the episode explores how Safe Base built a mini-project to hire the right salespeople and focuses on team and culture fit. The guest on this episode is Macy Mody, the VP of Revenue and Operations at Safe Base, who explains how the company values getting to know employees on both personal and professional levels to build trust. Finally, the episode touches on Safe Base's approach to automation, driving adoption, and the company's commitment to employee success.[00:05:58] "Proactive Trust Communication for Sales Success"[00:08:26] "Revolutionary Solution to Streamline Vendor Onboarding"[00:15:59] "SafeBase's Wow Moment: Automation"[00:19:44] "Innovative Virality and Seamless Automation in Tech"[00:24:35] "Lean go-to-market strategy drives success for startup"[00:26:08] "Balancing Outbound Messaging for Successful Marketing Mix"[00:27:23] "Finding Balance: Success Without Overwhelming Customers"[00:31:43] "New hires and inbound leads: Top concerns"[00:33:29] "Testing Sales Candidates' Understanding Through Outbound Exercise"[00:36:35] Building Trust in Remote Work EnvironmentsSafeBase websiteMacy Mody on LinkedIn 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.