Mike Barker, Chief Commercial Officer at HYAS: Building a GTM plumb line for consistent sales success

On this episode of Sales Bluebird, our guest Mike Barker, Chief Commercial Officer of HYAS shares insights on the importance of aligning sales and marketing strategy in a company. He talks about how his company identified target areas and sectors where they are successful based on data and aligned their messaging and marketing organization towards those target areas. Mike also highlights the importance of understanding the buying team within an organization and using referrals to generate pipeline. The discussion delves into the role of a Chief Commercial Officer and the changing dynamics within the cybersecurity industry. Hit play to learn more about the importance of alignment between sales and marketing in a company's success.[00:05:04] "How I went from Sales to Internal CIO"[00:07:46] "Global Sales Transformation Success with CRO Mentor"[00:10:00] "Hyacinth: Protecting Businesses with Intelligence and Detection"[00:13:13] "Startup's Unique Threat Intel Portfolio Explained"[00:24:47] "Creating a Marketing Plumb Line for Success"[00:29:21] "Direct and Partner Teams Drive Sales Growth"[00:31:37] "Pipeline Generation: The Bane of Salespeople's Existence"[00:35:12] "Training and Enabling Go-to-Market Organization"[00:37:29] "Standing Out in Cybersecurity: A Challenge Explained"[00:43:45] "Product-focussed HYAS announces new PLG initiatives"Mike Barker on LinkedinHYAS Website 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.