All Episodes
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams — 309 episodes
Why Your Best Cyber Sales Rep, Not Your CRO, Drives AI Adoption: Tal Peretz CEO & Co-Founder at OnFire
The homework that turns technical pain into business value for cybersecurity sellers - Mark van Oppen, CRO @ SecureAuth
Powerful Storytelling When AI Flattens Cybersecurity Marketing - Brian Reed, CMO @ Corsha
AI-First Selling Is the Future of Cybersecurity Sales - Patrick Dillon CRO @ Nudge Security
How Cybersecurity Buyers Are Influenced by Marketing: The Surprising Truth About CISO Buying Decisions and Where Your Cybersecurity GTM Spend is Wasted - Emily Matthews Principal NOLA Marketing
Winning Cybersecurity Sales Strategies: Insights from a Former Buyer Turned Seller on CISO Engagement - Chris Camacho, Co-founder & COO at Abstract
Revenue leadership in stealth mode: building sales before the market (or product) is ready - Rob Witmer, VP Sales at Onyx Security
The Power of Network Effect in Cyber Sales - Jarrett Benavidez SVP NA Sales Lumu Technologies
Slashing sales cycles: How shorter discovery calls boosted Xona’s revenue and sped up the sales cycle- John Chiappetta, CRO, Xona
Why “Cyber Is Broken”, And Building Trust in an AI World - Karl Van den Bergh CMO Illumio
Building Enterprise Mindshare: Lessons from Island's Meteoric Growth - Eric Appel CRO Island
From AWS to Terra: Building Winning Cybersecurity Partnerships – Anna Sarnek, VP of Business & Strategy, Terra Security
Breaking Through With Analysts — How to Win Gartner’s Attention - Dan Lowden CMO BLACKBIRD AI
Urgency That Closes Deals: Lessons From Startup Sales - Josh Kriss, COO @ Geordie
Vibe Coding For Cybersecurity Marketers (not dummies) - Joseph Barringhaus VP Marketing Maze
How to Build a Cyber Channel from Zero: From Someone Who Has Done it Three Times - Konnor Andersen, VP of GTM , Acuvity
How to Win Lighthouse Deals in a New Market - Felix Knoll COO/CRO Cranium
Hacking Your First $2M ARR: Sales Tactics from Kevin Bayly, VP Sales at Material Security
Why Early-Stage Sales Is All About Precision, Not Volume – Abigail Maines GTM Advisor YL Ventures
Ditch the Adversarial Negotiating: How Transparency Wins in Cyber Sales – Todd Caponi, Author of Four Levers Negotiating
How to Build a $30M ARR Business with Just Three Founders and ZERO employees – Amos Bar-Joseph, Co-Founder, Swann
Why Your First VP of Sales Will Fail (And What To Do Instead) – Eyal Worthalter, Multi-Time VP of Sales, Cybersecurity Startups
Breaking the Mold: Why Early-Stage Startups Must Invest in Brand – Jimmy Tsang, CMO, MIND
DataTribe Challenge Finalist: Evercoast
DataTribe Challenge Finalist: Cytadel
DataTribe Challenge Finalist: Ackuity.ai
DataTribe Challenge Finalist: Starseer
DataTribe Challenge Finalist: Tensor Machines
Break Through the Noise: How Advocates Can Transform Your Pipeline – Braydan Young, CEO, SlashExperts
The Art of Timing Your First Sales Hire in a Cybersecurity Startup – Tony Surak, Partner, DataTribe
The Unconventional Growth Playbook: Europe, SMBs, and Cyber Insurance – Christian Werling, CRO, Eye Security
From 8 to 500: Scaling Hypergrowth in Cybersecurity GTM – Ryan Carlson, President of GTM, Chainguard
Scaling the Fastest-Growing Data Security Startup
Unlocking Business Value In Cybersecurity From a 25+ Year Cyber Sales Veteran
How to Build a Cyber Sales Machine From Nothing That Delivers 30X ARR Growth and 166% NRR
Partnerships That Scale: How Valence Security Empowers Resellers
Regulation, Revenue, and Reluctance: Selling to OEMs in Cyber
Breaking Out of Stealth: The Story Behind Spektion’s New Approach to Software Vulnerability
EMEA Expansion, AI Experiments & Channel Secrets: Inside Legit Security’s 2025 Strategy
Turning Customers Into Your Best Sales Team: Real-World CS Strategies
Accelerating Cybersecurity Deals: Channel-First Go-to-Market in Cybersecurity
From Startup to Rocket Ship: Building Doppel’s Hyper-Growth Sales Team
Making “Channel First” Work (And Pay!) in Cybersecurity
The New Era of Sales Enablement: Content When Reps Need It Most
Smallstep’s Groundbreaking Device Security: Lessons in Standards, Scale, and Startup Wins
The Most Significant Bottleneck for Security Operations? With Innovation Sandbox finalist Dov Yoran CEO at Command Zero.
Securing AI in the Enterprise with Aurascape, RSA Innovation Sandbox Finalist
Crafting Precise ICPs for Better Cybersecurity Marketing Outcomes with Sri Sundaralingam
Big Rocks First: Prioritizing What Matters in Sales Onboarding
Role Plays vs. Real-Life Practice: Making Sales Training Work
The Road to $10 Million ARR: Cyber Donut’s 2025 Sales and Marketing Playbook
Get PR like the well known companies get
How to run a world-class POV with Alexei Rubenstein, VP of Sales, Engineering, and Customer Success at Morphisec
Rebranding vs. Distribution: What's Really Holding Cybr Donut Back? - Rob Sobers, CMO at Varonis
Interactive demos and demo experiences: Helping Cybr Donut sell more with better demos - Damian Tommasino, Founder at Cyber Informants
How to Hire Cybr Donut's GTM Leaders - Josh White, SVP of North America, Intaso
Fixing Cybr Donut's pipeline crisis: proven strategies for rapid cybersecurity pipeline generation - Joseph Barringhaus, VP of Marketing, Sonrai Security
Unlocking the secrets to trust in cybersecurity sales with Dani Woolf, CEO at Audience 1st
Selling as a technical founder with Vincent Berk, Chief Strategy Officer, Quantum Xchange
The secret to fixing sales development for Cybr Donut: programmatic consistency - Dave Breshears, Revenue Mechanic, President at OneView
How to build outbound - Kevin Hopp, CEO and Founder of Hopp Consulting
What's working in cybersecurity sales in 1H 2024 with Patrick Sheehan, Founder and CRO at RevelUp Partners
How to spend $1.5m on marketing to triple ARR with Manny Ataebi, Cybersecurity CMO
Questions to answer before you scale a cybersecurity company with Ross Haleliuk, author of Cyber for Builders
RSAC Innovation Sandbox Finalist: Bedrock Security with CEO, Pranava Adduri
RSAC Innovation Sandbox Finalist: Mitiga with CTO, Ofer Maor
RSAC Innovation Sandbox Finalist: Rad Security with CEO, Brooke Motta
RSAC Innovation Sandbox Finalist: P0 Security with CEO, Shashwat Sehgal
RSAC Innovation Sandbox Finalist: Harmonic Security with CEO, Alastair Paterson
RSAC Innovation Sandbox Finalist: VulnCheck with Jay Wallace, VP of Global Sales
Unleashing revenue growth when scaling – Roland Siebelink, CEO at Mid Stage Institute
Build trust without hyperbole: 3 vendors that get it right with Scott Taschler - Cybersecurity Product Marketer
Positioning Your Cybersecurity Brand to Stand Out - Shlomi Ashkenazy, Positioning Expert at Cybellum
Hot Marketing Topics for Sales - Gianna Whitver, Co-Founder, Cybersecurity Marketing Society
How to adapt to the new cybersecurity buying landscape
3 Big Decisions that Shaped the Silverfort of Today with Hed Kovetz, CEO and Co-Founder
Don't let the security questionnaire stall your deals with Kayne McGladrey, Field CISO at Hyperproof
How does a reseller evaluate cybersecurity vendors - Ricky Martinez from DigitalEra
How to WOW prospects at your cybersecurity startup (and the story of how it worked with Bill Gates)
How to build your first channel program with Kimber Garrett
How to Ramp New Sellers Faster - Cracking the Onboarding Code with EJ Easton
It's not all about ROI or COI! Buyers are emotional humans with John Bissett and Calum Kilgour from Slingshot Edge
Be Ready to Grow Sales with Partners with Steve Kazan @ Inner Onion
The Power of Philosophy in Cybersecurity Sales: Mastering Persuasion Without the Pitch
Go-to-Market Dispersion: The Hidden Obstacle to Scaling Sales in Cybersecurity Startups
Cracking the Code: Generating Early Revenue and Building a Cybersecurity Sales Team with Omri Weinberg, CRO at DoControl
Breaking Barriers: Cybersecurity Startups Are Playing it Too Safe
The Future of Secure Remote Work: Dharmendra Mohan reveals Sonet.io's approach
The Art of Bold Branding: How Kentik is Standing Out with David Klein, CMO
The Road to Product Market Fit: Strategies for Cybersecurity Startups with Baber Amin, COO of Veridium
Standing Out in the Crowded Cybersecurity Market: Pingsafe's Strategy for Differentiation with Dhiraj Khare, VP-Sales
From Idea to Investment: Nurturing Early-Stage Cybersecurity Startups with Tim Eades, General Partner @ Cyber Mentor Fund
Beyond Buzzwords: Crafting Effective Positioning Strategies in the Cybersecurity Startup Space with Bob Wright, Managing Director at Firebrick Consulting
The Fallacy of MQLs: Why Marketing Qualified Leads Are Dead with Seth Robbins, CRO at Cycode
Mike Barker, Chief Commercial Officer at HYAS: Building a GTM plumb line for consistent sales success
215: Building a Successful Sales Team with Nick Degnan, SVP Global Sales at Axonius
214: Enterprise Browsers: Reducing Attack Surface & Saving Money with Moty Jacob, CEO of Surf Security
213: Behind the Scenes: The sales journey of Wiz, the fastest company to reach $100M ARR with CRO Colin Jones
212: Differentiating in a crowded cybersecurity market: the Scribe approach with CEO Rubi Arbel
211: The intersection of AI and privacy: innovating to make meeting data privacy regulations easier with Abhi Sharma, co-founder and co-CEO at Relyance.AI
210: From Jazz to Securing the Blockchain: The power of improvisation in startup founding with Victor Fang, co-founder & CEO at Anchain.AI
209: The importance of people over job titles in early stage startups with Chris Sestito, CEO of machine learning security company Hidden Layer
208: Breaking the Mold: Selling to CISOs with SafeBase's viral lead engine, Macy Mody, VP Revenue @ Safebase
207: The Emergence of Security Platform as a Service Category with Oliver Friedrichs, CEO @ Pangea
206: Protecting 3rd party SaaS applications with Yoni Shohet, co-founder and CEO @ Valence
205: Alisdair Faulkner, CEO @ Darwinium: building a startup to solving tangible, measurable business problems
204: Finding creative ways to attract and engage customers can lead to more loyal and lasting relationships with Tom Pace, CEO @ Netrise
203: Securing the Hybrid Workplace with Dor Zvi, CEO at Red Access
202: Revolutionizing OT Cybersecurity with Hardware: Meet Colin Dunn CEO of Fend
201: Varun Badhwar - securing the software supply chain with Endor Labs
200: standout episodes from the previous 199
198: Unlocking the Power of Cybersecurity with Maxime Lamothe-Brassard
197: From employee to founding a cybersecurity startup with Jori VanAntwerp
199: Navigating the challenges of introducing passwordless security with Michael Gwynn of IDmelon
196: Liat Hayun’s journey from working at big cybersecurity companies to starting Eureka Security
195: Eric Olden on building a successful cybersecurity company
194: How to know if a prospect is an innovator
193: How to start growing revenue with Ted Miracco, CEO of Approov
192: How to transform a boring case study into a compelling story
191: A different path to product creation and scaling a cybersecurity company with Mirza Asrar Baig
190: How to balance selling what the product does now & selling the big vision
189: Unlocking Data Protection with Paul Lewis, CEO of Calamu
188: How to get first meetings using VC programs, CISO networks, resellers & sales networks
187: Why and how you implement value selling with Russell Coleman
186: From awful to awesome: a cybersecurity company’s transformation of their first meeting deck
185: A better way to match cybersecurity sales job seekers with hiring managers
184: One way to maximize a first meeting
183: How to take on the 800lb gorilla with Russell McGuire and Ben White from Ironscales
182: Being “me” focused during sales calls is slowly killing our connection with prospects
181: How to use a company podcast to get more exposure with Lindsay Tjepkema of Casted
180: Learn how an SMB sales team is being successful with Brian Penney, VP of Sales at Blumira
179: 13 sales mistakes founders make
178: How to be valuable on a sales call with Amanda Carvalho, Sales Director at Gytpol
177: How to think bigger, bolder and clearer when differentiating
176: Corey White, CEO @ Cyvatar: how to create a compelling cybersecurity product for SMBs
175: Marketing messaging is not sales messaging
174: How to make sure you are paid with Dan Goodman, CEO of TruCommish
173: Increase your close rate by working with mobilizers and innovators (and who these people are!)
172: How to bring a HARDWARE innovation in cybersecurity to market with Jack Wilson, the CRO at Token
171: Outbound is Broken
170: Important leadership trait: bringing great people with you. But how do you do that?
169: Differentiate your product so prospects remember
168: Tom Miller, sales leader and author of Call Your Shots - knowing your value
167: 2 approaches to bringing on your first sales team
166: Michelle Torrey-Teunissen, CRO at 6clicks: best practices for working with the channel
165: One powerful tool to improve how you sell and how you get better
164: Two CISOs discuss the conviction of ex-Uber CISO, Joe Sullivan
163: How to onboard new sellers yourself
162: Eric Appel, CRO @ Island: why stealth is sexy and the different way Island has built the sales team
161: 5 ways to reduce the chaos in startup selling
160: Anurag Gurtu, Chief Product Officer at StrikeReady: How to sell a platform
159: Adam Gavish, CEO of DoControl - People don’t sell, people buy.
158: Abhishek Dubey, CEO of Bolster - Fast time to value = a new deal per week
157: Erkang Zheng, CEO of Jupiter One - need for sales structure | power of community in building a customer base | founder led selling
156: Dave Phelps, RSM at Crowdstrike - Make your territory, your franchise
155: Evangelize the problem, not your product
154: Ashley Leonard, CEO of Syxsense - How to go after the mid market
153: Should you add more sellers to your sales team?
152: Christian Torres, CEO of Kriptos - importance of technology partners and why he brought on his first salespeople very early
151: Ayal Yogev, CEO and Co-Founder of Anjuna: What's more important... product or sales?
150: Wias Issa, CEO of Ubiq Security, on how Ubiq’s GTM for their API encryption for developers
149: A break down of two more companies’ answers to “What We Do” and how they could improve them
148: How to use strategic narrative to engage with prospects with Andy Raskin
147: Snir Ben Shimol, CSO at Cider, talks about market education & selling into the unknown
146: A break down of 2 companies’ answer to “what do you do?”
145: Snehal Antani, CEO at Horizon3, talks about telling the right stories and setting up the right pitch for customers
144: Rajiv Pimplaskar, CEO and President at Dispersive, talks about connecting with cybersecurity customers and scaling sales
143: How to answer the “What does your company do?” question without being boring or using buzzwords
142: Michael Shieh, CEO and Founder at Appaegis, talks about making security professionals jobs easier and how to build a successful sales team
141: Garret Grajek, CEO and Co-Founder at YouAttest on how he is making the lives of risk managers exponentially easier
140: Ismet Geri, CEO at Veridium, talks in-depth about passwordless security
139: Jason Prindle, the Senior Director of Global Sales Development at Big ID, talks about his experience with hyper-personalization along with his four-pronged approach and how to put that approach into real-life
138: Vladi Sandler, Co-Founder and CEO at Lightspin talks protecting cloud and Kubernetes environments from unknown risks
137: Ian Bramson, Global Head of Industrial Cybersecurity at ABS Group, talks about the 3 shifts coming in industrial and operational tech security
136: Peter Prizio, CEO of SnapAttack talks the value in combining disparate tools to make the lives of red and blue teams easier
135: Giora Engel, Co-Founder and CEO of Neosec, talks unique ways to tackle API security
134: Greg Fitzgerald, Co-Founder and President of Sevco Security, talks the importance of understanding the problem the customer has
133: Brian Lake, COO of Torq, Innovation Sandbox finalist on their innovation and the importance of staying focused on the problems to solve
132: Sharon Goldberg, Founder and CEO of BastionZero talks selling targeted cybersecurity solutions
131: Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, an Innovation Sandbox finalist at RSA
130: Ani Chaudhuri, CEO and co-founder of Dasera, an Innovation Sandbox finalist at RSA this year
129: David Hatchell, Cybersecurity sales and business leader talks industrial controls systems and operational technology
128: Pipeline generation tips #7 with David Dulany, Founder and CEO of Tenbound
127: 2 questions to ask the CEO/founder before joining a cyber security startup
126: Pipeline generation tips #6 with Theo Nasser, CEO and Co-Founder of Right-Hand Cybersecurity
125: The power of asking short questions like Barbara Walters
124: Pipeline generation tips #5 with Joe Mara, AVP, North American SLED & Canada at Elastic
123: Scott McCrady, CEO of SolCyber Managed Security Services, talks about the important role MSSP plays in today's cyber security market
122: Pipeline generation tips #4 with Kevin Hopp, CEO of the Hopp Consulting Group
121: Theo Nasser, CEO at Right-Hand cybersecurity, on ditching corporate sales life and starting a cybersecurity company
120: Pipeline generation tips #3 with Ryan Reisert, Founder of Phone Ready Leads
119: Rick Hill, VP Sales at Ava Security, on the process of being acquired (and how it feels)
118: Pipeline generation mini-episode #2 with Scott McCrady, CEO of SolCyber
117: Chris Beall, CEO at ConnectAndSell, on how to make a great cold call (and he improves mine!)
116: Pipeline generation mini-episode #1 with Rick Hill, VP of Sales at Ava Security
115: Mark Parrinello, CRO at SentinelOne, building the revenue organization for hyperscale and IPO
114: What I would do differently at the beginning of my sales career
113: Denise Hayman, CRO at Sonrai Security talks journey in cyber security and her biggest learnings
112: How to help your prospect understand that you have the solution to their problem
111: Mike Rogers, CRO at Noetic Cyber, breaks down why Ionic Security was not a financial success
110: One tool to 3x your discovery
109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture Partners
108: Alex Jones, CRO at NetSPI, talks journey into cyber and building a great sales team
107: Chris Smith, CRO at Aqua Security, on 7 steps to hiring great sales talent
106: Momentum Cyber’s Cybersecurity Almanac 2022
105: Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team
104: Simple framework for value oriented discovery
103: How to use your sales deck effectively
102: Bob Kruse, CEO and co-founder of Revelstoke Security, on how a sales leader becomes CEO of a cybersecurity company
101: How to get better at first meetings (Part 1)
100: Brian Gumbel, CRO At Armis Shares His Tips on Scaling Cyber Security Sales Teams
99: 6 reasons security leaders buy from startups
98: One tip to avoid sounding stupid in conversations with your prospects
97: Aurelien Mottier, CEO of Operatix on effective pipeline generation for startups
96: One thing B2B sellers can learn from the greatest skier of all time
95: Mike Baker, CRO at Noname, talks about leading a sales team through hyper growth
94: 3 tips to help your team build 1st meeting connections
93: Ty Flippin, VP of Sales at DecisionLink, shares the impact of value selling
92: Why your team may be "losing" prospects and ONE drastic way to stop it
91: Paul Ayers, CEO of Noetic Cyber, reveals tips on breaking into the European market
90: MT Robertson CRO at Bluescape Software on how to transition to product led growth
89: Jeff Lauer CRO at Standard Custody on why CROs don't last longer
88: 3 tips to connect better with prospects
87: John Mayhall Chief Revenue Officer at CyberGRX on what to do when you take on a new role, at a new company, in a new market
86: Product training hurts your sales team
85: Dan Parelskin, VP WW Sales @ Axis Security on getting the first customers and intentionally creating a sales culture
84: 3 ways to improve the effectiveness of your sales deck
83: David McKeough, CRO at Trusona talks about being creative in how and when you describe what you do
82: 5 steps to ramp new sellers when you have no enablement and no time
81: Differentiate by being human with Mark Small, multiple time VP of Sales
80: 3 questions to ask to know if you are at the right company
78: 5 ways to run a better team meeting
77: Set a big goal for your team to rally around
76: 3 ways to use ancient philosophy to run your sales team more effectively
75: How To Create a Culture of Accountability In Your Sales Team
74: How to build your bench
73: 4 Steps to follow if you are called a "Micro Manager"
72: Top 8 reasons why great sales people leave
71: Why you should hire lines not dots (and what the heck that means!)
70: The first 3 things a newly promoted manager should do
69: Moving from reactive to proactive in hiring
68: Why you need to ask one question at a time
67: How are your reps motivated?
66: What would this look like if it were easy
65: Stop asking rhetorical questions dressed up as coaching
64: The least rewarding job in the company
63: Serve dessert first ... it will make you more successful in B2B sales
62: How to build trust by showing your hands
61: Protect the golden hours of B2B selling
60: B2B sales: When is the best time to talk to C-level executives in the buying process?
59: The best way to convince a B2B sales prospect to take your meeting
58: In B2B sales, different is better than better
57: In B2B sales, how to tell someone you agree with them without using words
56: For B2B sales leaders: The question that works really well to start ad hoc coaching moments
55: For B2B sellers, can you show me your target account list... right now?
54: In B2B sales, why are prospects not ready to buy?
53: Product is a 4 letter word
52: It's all about the success of others
51: Why you need to pay attention to someone's feet
50: Think like a buyer - a letter from IT ops leader
49: What C-levels want from a Trusted Advisor
48: Get even more from 2019
46: Why it's a good sign if someone crosses their legs
45: In B2B sales, focus on the next Yes
44: Cut the fluff and ask the question
43: What does it mean when someone strokes their neck?
42: Everyone is NOT on vacation
41: How to be in synch when negotiating
40: Surprising impact of your voice in effective negotiation
39: A powerful way to push back... without appearing to push back
38: How to respond to "no"
37: Brass tacks bargaining
36: THIS leads to desperation
35: What makes a great story
34: Think like a customer - it's harder than we think
33: How to read lips to avoid problems
32: When your back is against the wall
31: Ready for excess?
30: These are the best questions to ask decision makers
29: If you want to transform your life, don't try and transform your life!
28: The "sales truth" about prospecting success
27: The most simple way to keep momentum in your sales cycle
26: Who is most uncomfortable? You or your prospect?
25: How to stop confusion from slowing down your sales opportunities
24: Be fearless
23: Don't treat people how you want to be treated
22: Be a coach for your team - it makes life easier for you too
21: Finding it hard to start prospecting?
20: Get what you want by using a range
19: Intention to improve your sales craft
18: Stop servicing customers
17: Concede slowly and in small amounts
16: Banish open ended answers
15: Are you advancing a deal or continuing it?
14: Get better at sales by learning from this athlete
13: Tell less, ask more. Your advice is not as good as you think it is.
12: Are you OK with interrupting?
11: Knowing your prospect's desired outcome
10: How to sound good
9: This will transform your productivity
8: This could be life changing
7: No guessing!
6: Beware: too many of these questions will hurt you, not help you
5: How to spot a liar
4: Leaders: how being lazy can make you more effective
3: Sales is tough
2: Negotiate in teams to be more effective
1: Prospecting as a way of life
0: Introducing Bite Size Sales - what is it all about, who is your host, why should you care?