AI Sales Podcast

Episode SummaryIn this episode, Anuj Kapoor, the Director of Business Development at Finmo, discusses the evolution of outbound sales, the impact of AI, and the importance of building relationships in sales. Anuj shares his experiences in the sales landscape over the past decade, highlighting the changes in buyer behaviour and the tools available for sales professionals today. He emphasises the need for a multi-channel approach, including cold calling and leveraging LinkedIn, while also discussing the cultural differences in sales across the APAC region. Episode Chapters* 00:00 Introduction to Anuj Kapoor and Finmo* 03:02 Outbound Sales Methodology and Evolution* 05:53 Challenges in Modern Outbound Sales* 08:43 The Role of AI in Sales* 11:36 Multi-Channel Outreach Strategies* 14:40 Localising Sales Efforts in APAC* 17:47 Future of Sales: AI and Human Interaction* 20:40 Final Thoughts and Advice for StartupsMore About Anuj KapoorAnuj Kapoor is the Director of Business Development, Pre-Sales & Onboarding at Finmo. He’s worked on local and cross-border solutions across APAC, EU, UK, and US.His work sits across business development, GTM strategy, presales, and implementation, giving him a unique view of the entire customer journey.Connect with Anuj Kapoor* Connect with Anuj on LinkedIn* Visit Finmo’s website This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

Episode SummaryIn this episode, Liam Zajdlic, Head of Sales at Plerion, shares his extensive journey in tech sales, highlighting his transition from startups to enterprises and the unique challenges and strategies involved. He discusses innovative go-to-market strategies, the importance of partnerships, and how AI is reshaping the sales landscape. Liam emphasises the value of startup experience and the need for a people-first approach in sales, while also exploring the future of AI in enhancing productivity and efficiency in sales processes.Episode Chapters* 00:00 Liam’s Journey in Tech Sales* 06:21 Transitioning from Startups to Enterprises* 12:22 Innovative Go-to-Market Strategies* 20:17 Leveraging Partnerships for Success* 28:44 The Role of AI in Sales* 40:37 Quickfire Questions and Final ThoughtsMore About Liam ZajdlicLiam Zajdlic is the Head of Sales at Plerion, and has over 14 years of tech sales experience.He has successfully built and led high-performing cloud security sales teams in both in startup and enterprise environments, even helping to lead a startup to a significant acquisition.Connect with Liam Zajdlic* Connect with Liam on LinkedIn* Visit Plerion’s website This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

Episode SummaryIn this episode, Jozsef shares his extensive journey from a technical background in IT to a successful sales career in the technology sector. We discussed the nuances of transitioning from technical roles to sales, the importance of understanding market dynamics, and how AI has transformed his approach to selling. He emphasises the significance of cultural nuances in different markets, the importance of building relationships, and effective research strategies for engaging with executives. Jozsef concludes with insights on the importance of intent in sales and offers valuable advice for those looking to thrive in the sales landscape.Episode Chapters* 00:00 Journey from Tech to Sales* 02:58 Navigating the Sales Landscape* 05:50 Understanding Market Dynamics* 08:48 Role Evolution at ESGpedia* 11:43 Strategizing for Expansion* 14:37 Cultural Nuances in Selling* 17:34 Leveraging AI in Sales* 20:49 Building Relationships in Sales* 30:37 Leveraging AI for Sales Efficiency* 38:38 Researching for Effective Meetings* 46:12 The Importance of Understanding Clients* 46:56 Advice for Navigating Startup EnvironmentsMore About Jozsef AcaboJozsef Acabo is the VP of Regional Sales at ESGpedia, with 19+ years of experience in technology, governance, and sustainability with prior roles in companies like Oracle and Diligent.Currently, he’s leading the growth and partnerships in the region to help enterprises accelerate their sustainability journey.Connect with Jozsef Acabo* Connect with Jozsef on LinkedIn* Visit ESGpedia’s website This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

It’s been 16 days since I last reviewed my stats, and this is how we’ve fared since then:LinkedInTotal outreach: 59Total positive replies: 4Positive reply rate: 6.78%Meetings booked: 4No. of clients: 0My LinkedIn numbers have dropped because I've been spending more time on client delivery, as well as the limitations on my first-degree connections.EmailTotal positive replies: 13Meetings booked: 8No. of clients: 1We secured our first client through email.InboundTotal positive replies: 3Meetings booked: 2No. of clients: 0Haven't prioritised content for inbound, but might need to ramp up efforts soon.Thankfully, even though my LinkedIn prospecting efforts have dipped, our email campaigns are picking up.It’s the only reason why I still have a decent pipeline.As I reflect on the decent traction on our email campaigns, 2 key factors come to mind:1. Good TargetingWe have a better idea of our ICP now, and we make sure we're only reaching out to the most qualified prospects.There's still things we need to work on here, but it's a good start.2. Good Lead MagnetThis is the biggest differentiator in my opinion.Our offer is intriguing enough for people to want to find out more.Interestingly, people that didn't respond to me on LinkedIn replied me via email instead.We still haven't incorporated signals into our campaigns, which we expect to improve our results even further.Now, our priority is to continue improving our client delivery, while exploring alternative channels like WhatsApp DMs to improve our pipeline.Have you tried it before? Would love to get your thoughts if you have! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

Episode SummaryIn this conversion, Mark Deacon, Chief Commercial Officer at Canibuild, shares his entrepreneurial journey from door-to-door sales to leading a tech company. Mark discusses the importance of AI in sales, how it can enhance efficiency, and the balance between human and AI roles in sales teams. He emphasises the need for businesses to focus on specific customer segments and the evolving landscape of sales strategies as technology advances. The conversation concludes with practical advice for entrepreneurs and sales leaders.Episode Chapters* 00:00 Introduction to Mark Deacon’s Journey* 06:02 From Architecture to Entrepreneurship* 10:46 Current Role and AI Integration at Canibuild* 20:19 Balancing AI and Human Sales Teams* 21:28 Identifying Pain Points for AI Solutions* 24:01 Implementing AI: A New Approach to Sales Challenges* 26:54 The Organisational Shift: AI and Sales Teams* 29:18 Future Trends: Embracing AI in Sales* 32:16 Leadership in the Age of AI* 33:53 Continuous Learning: Staying Ahead in Sales* 35:51 Final Thoughts and Quickfire RoundMore About Mark DeaconMark Deacon is the Chief Commercial Officer at Canibuild, with a proven track record scaling SaaS, AI, and Digital Marketplace businesses across PropTech, MarTech, VR/XR, and the AEC sectors.With deep experience in go-to-market strategy, commercialisation, and cross-functional leadership, Mark has helped businesses scale from zero to nine-figure valuations — leading diverse teams across sales, marketing, customer success, operations, and product.His notable achievements include being nominated as a top 40 GTM leader, SmartCompany Hot 30 Under 30, and Business News Australia Top 40 Under 40.Connect with Mark Deacon* Connect with Mark on LinkedIn* Visit Canibuild’s website* Listen to Mark’s podcast This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

My last update was on 19th December, and our channels have diversified since then.LinkedInTotal outreach: 761Total replies: 120Total positive replies: 65Reply rate: 15.77%Positive reply rate: 8.54%Meetings booked: 26Booking rate: 40%No. of clients: 3Conversion rate: 11.54%(dropped from 6 because some deprioritised the project and are pending reactivation)EmailTotal positive replies: 8Meeting booked: 3Booking rate: 37.5%No. of clients: 0We only just kickstarted our email campaigns, so I haven't pulled the positive reply rates.Some of the meetings are scheduled for the upcoming week as well, so the conversion rate is irrelevant for now.InboundTotal positive replies: 14Meeting booked: 7Booking rate: 50%No. of clients: 5Conversion rate: 71.43%This is our best-performing channel by far.However, it's unpredictable so we're taking inbound leads as a bonus.PipelinePending Opportunities: 17Our LinkedIn conversion is relatively low now because a lot of discussions are still ongoing, so we're hopeful that it will increase when some of the deals convert.Current ChallengesWhile we’re getting some good initial traction, I'm running out of first-degree connections to send voice notes to. That's why my outreach volume is dropping.To tackle this, I'll be:1. Testing Loom video outreach via Sales Navigator2. Improving my connection request sequence (better targeting and adding "active on LinkedIn" filter to boost acceptance rates)We're also ramping up on our email campaigns to see if we can replicate our manual efforts in a more automated fashion.Reflecting on Initial TractionI'm thankful we're starting to build a bit of momentum, and I believe a huge part of it was gaining clarity on our ICP:* B2B SaaS* $1-5 million* 10-50 employeesOur pitch is simple: we set up your outbound system for free. No retainers, no hidden fees. You own it after we build it.We want to deliver value first, before exploring longer-term partnerships.If you're keen to explore, DM me "outbound system" for more details. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

Merry Christmas! To celebrate this festive season, we’re offering to help B2B SaaS and Services firms build their outbound sales systems for FREE.Option 1: SDR/BDR System OptimisationThis is best for companies who are already doing outbound.The goal here is to make your BDRs and SDRs more efficient and effective with their outreach.(watch the video at 00:20 for full details)Option 2: Automated Outbound CampaignsThis can be implemented for your Tier 2 and 3 target accounts, to automate outreach sequences via email and LinkedIn.We will help you set up everything — from the strategy, to tech stack infrastructure, to messaging and sequences.Why Are We Doing This?Justin and I realised that we're best at helping companies set up systems, instead of providing services like most agencies do.We get bored of the repetitive tasks very easily, and we believe companies should own their outbound system instead of relying on agencies.That's why we're offering to help companies set up their system for free, to prove that we can bring value before exploring longer-term partnerships.Who Is This For?* B2B SaaS or Services* 11-50 employees OR $1-5M revenue* Preferably already doing outbound* If not doing outbound yet, at least have a working channel that's not referralsOur Projects So Far:* HR Services* YouTube Services* Recruitment Services* Recruitment B2B SaaS* Construction B2B SaaS* Insurtech B2B SaaS* HRMS B2B SaaS* CX B2B SaaSThis offer will stay available until we cap out on our capacity (around 3-5 more clients).If you're interested, DM me "outbound system" and let's see if we'll be a good fit.Merry Christmas! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

Today is day 23 of our “$10k in 30 days” challenge — 19th December 2025.Here’s the breakdown of our inputs so far:* Day 1: 100 voice notes sent* Day 2: 100* Day 3+4: 21* Day 5: 11* Day 6: 32* Day 7: 22* Day 8: 72* Day 9: 25* Day 10: 0* Day 11: 63* Day 12: 36* Day 13: 3* Day 14: 41* Day 15: 17* Day 16: 15* Day 17: 11* Day 18: 3* Day 19: 2* Day 20: 20* Day 21: 33* Day 22: 4* Day 23: 39 (today)Total no. of outreach: 670Total no. of replies: 94Reply rate: 14.03%Total no. of positive replies: 50Positive reply rate: 7.46%Total no. of meetings booked: 21Booking rate: 42%Total no. of clients: 6Conversion rate: 28.57%As we started onboarding clients and having to take more calls, my outreach numbers dropped. Surprisingly, my reply rates have gone up (watch the video at 01:25 for the stats comparison between days 1-8 and days 8-23).I can confidently say we've made more progress in these past 3 weeks than the previous 3-6 months, so here are my top 3 lessons I've learned from this period:Lesson 1: Focus on actions over resultsIn the past, I got too caught up with trying to get the perfect business model and results, than I ended up not taking much action.Now, I just focus on taking fast actions instead of overthinking things.For example, I would spend hours writing my outreach script before reaching out to anyone in the past. Now, I just whip something up in 5mins, start my outreach, and fix it on the fly.I've probably only done 3 revisions since my first script and I'm still getting 7.46% positive reply rate (industry average is probably 1% or less).Lesson 2: Importance of a good offer / lead magnetOur current initiative involves us building outbound sales systems for companies for FREE - no monthly retainers, no hidden fees, and they own the system after we help them set it up.We're doing this to gather more case studies, while validating the use cases for our product.Sure, it's not scalable, but it's already given us a ton of market feedback that's helping us iterate our solution.We're optimising for speed, not scale.Lesson 3: Standing out from the marketOne prospect I reached out to mentioned he receives 50-100 LinkedIn DMs a day, yet mine was the only one he replied to (and we hopped on a call within 30mins).That's because I spent the time to send a personalised voice message (and it happened to be the right timing).We adopted the same approach for our service offering - while others are charging monthly retainers, we're offering to help businesses set up a system they can own.Now, we've even extended it to our list building product.While others are paying monthly subscriptions and hiring GTM engineers to stitch together different tools, we're offering an on-demand, fully-custom, credits-based model where people just tell us:* What list they want to build* What data points they need* What data points they already haveAnd we’ll return them the exact list they need, wherever they want it (CRM, Clay, n8n etc...)It’s all about standing out in the market.Now, it’s figuring out how we can 10x this! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

Today is day 8 of our “$10k in 30 days” challenge — 4th December 2025.Here’s the breakdown of our inputs so far:* Day 1: 100 voice notes sent* Day 2: 100* Day 3+4: 21* Day 5: 11* Day 6: 32* Day 7: 22* Day 8: 72 (today)Day 3 and 4 were the weekends, so numbers dropped.Day 5 I had a summit, so the whole day was gone.Day 6 and 7 I struggled with the lists.Today is day 8, and I failed to hit 100 as well.And here are the results:* 21 positive replies* 8 meetings* 1/10 free setup confirmedThe complete numbers breakdown is as such:* 358 voice notes sent* 21 positive replies (5.9% positive reply rate)* 8 meetings booked (38% booking rate)* 1 client onboarded (3 pending)Experimenting with New OffersInitially when we first started the challenge, we reached out with the proposition to help B2B sales teams set up their outbound sales systems for free, in exchange for a case study.Over the weekends, we went to revisit the initial traction we got for our product when we first pivoted months ago, and realised list-building was the one thing we hated the most during our agency days.So we spun up a list-building offer towards agencies and reached out to agencies to validate the offer.Interestingly, the responses have been pretty encouraging with 6/21 positive replies coming from this segment even though the volume is way lower.We even had one immediate enquiry, which is a good sign.My hypothesis on this is because we felt the same pain ourselves, so our messaging resonated with the agencies themselves.3 Lessons I Learnedi. The list is the most importantWith a targeted and qualified list, it’s way easier to both craft messaging for outbound campaigns, or to do manual outreach.Without a proper list, more time is spent on cleaning the list than on prospecting itself.ii. It’s easiest to solve your own pain pointsWhen we came up with the messaging to agencies, it was easy because we felt the same pain.I believe that’s why it’s translating into better results from our outreach to that segment.iii. Follow-ups are importantMany of my replies came from the follow up messages, not the initial voice note.Currently, I’m manually recording the first voice note, before pushing them into HeyReach for the automated follow-up campaigns.The early signs are encouraging, but we need to do a better job with our own list-building to improve our efficiency and effectiveness with our prospecting efforts.If you hate list-building like us, check out our website for our new approach and angle to list-building. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

The past month has sucked.I fell sick on 2 separate occasions — once with HFMD, another with influenza.It made me spiral into a cycle of self-doubt (and little action).Circumstances have made me need to prioritise revenue generation over product development.So here’s what we’re planning for the next 30 days:$10k in 30 DaysGiven that I have financial commitments to fulfil, we need to prioritise profitability and cash flow. That means that I can’t wait for our product to be ready.Therefore, I’m pivoting back into a services model.(I’m saying “me” because Justin will still continue building the product)It’s funny how we pivoted away from our initial services model into building the product, but now we need to get back into the service model.(s**t happens…)“AI Sales” / “AI Outbound”Given our expertise, it only made sense that we focused on “AI sales” or “AI outbound”.However, my priority will be to build outbound engines that B2B companies can own as assets, not so much the lead generation model we were doing previously.With our limited exposure in this field, I want to make sure we’re able to deliver results and have solid case studies to back us.To get us off the ground, I will be running FREE offers to help 10 B2B companies set up or optimise their outbound pipeline generation engine.At that point, we should have good case studies that we need to secure paid clients.Back to Basics — Outbound Prospecting + ContentI’ve got a habit of overthinking and over-systemising things before they’re required.This time, I’m making sure I’m prioritising the right actions.From an acquisition standpoint, I’m focusing on:* Cold outreach via LinkedIn and email* Inbound via LinkedIn contentEveryday, my goal is to hit 100x manual outreach messages — initially with voice notes via LinkedIn.I’m not expecting much traffic or inbound interest from LinkedIn at the beginning, so I will only do it when I have spare time after I’ve hit my 100x outreach.Building-in-Public & Documenting My JourneyAgain, I don’t want to overcomplicate things here.My main objective with these content is to keep me accountable, and have a record for me to look back on.Secondary would be lead generation.I hope that by sharing my journey in public, it will:* Keep me accountable (most important)* Audience can learn from my lessons* Audience recognises commitmentI know the authority will only come after I’ve posted use cases and case studies, and given that we don’t have any now, the leads won’t come yet.So I’m not pinning too much on the content bit.Next StepsI’m writing this post after my first day of this new commitment.And I’m proud to say that I’ve already sent out 100 voice notes.Now I just need to stay consistent and let the results compound.If you run a B2B company and outbound is one of your acquisition channel, feel free to reach out if you’d like our help to audit and optimise your system for FREE, in exchange for a case study.Otherwise, I’ll do my best to keep up these updates and keep stacking those actions. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

We realised we’ve never really sat down to talk about why we started SalesDuo, so we sat down today and talked through our entire thought process:* What we learned from running our GTM agency previously* Why we decided to shift away from our agency and build an AI startup* Why we decided to focus on account research for B2B sellers* Our perspectives on the future of sales* How we’re different from existing options* Our plans moving forwardIn the new age of AI-native startups, a good product is no longer sufficient.You need good distribution.That’s why we’re doubling down on our build-in-public journey to share more about what we’re hoping to achieve, and the lessons we learn along the way.If there are certain things you want us to cover, DM us and let us know. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

It’s been 118 days since we started building our startup, but progress has been slow.Wayyyy slower than we’d like.Given that we’re a bootstrapped startup, we don’t have much room for slow growth.We need things to work, fast.Cold Calling — A Failed Experiment…Last week, I decided to start cold calling to get a faster feedback loop, because when I don’t get responses from emails and LinkedIn messages, I don’t get any feedback.However, it’s been a while since I did cold calls, and I’m BAD at it.I’m overthinking things and doing too little dials.I thought I’ll get better at it faster, but it’s not a skill I can develop overnight.Then Justin called me out — “I don’t think you should continue doing this… it’s not your strength”I thought about it, and what he said is true.Why am I starting a new acquisition channel when I haven’t even mastered our existing one?Furthermore, I’ve got better results from other channels. I should be doubling down on those instead of starting a new one.After reflecting on it, I believe this is the right way to go.I shouldn’t obsess over what’s the “right channel” to focus on, but more so what’s the “right channel FOR ME”.At this point in time when we need things to work FAST, I can’t afford to waste time learning and mastering a new channel.I need to leverage what I already know to get things off the ground before I try something new.Back to Basics: The “Allbound” MethodologyThat’s why we’re getting back to basics and adopting the “allbound” methodology:* LinkedIn content to drive awareness and eyeballs — “inbound”* Warm “outbound” to those who engage with our content to spark conversations and book meetingsInstead of building a new skillset around cold calling, I should focus on:* Improving quantity + quality of my LinkedIn content* Improving quantity + quality of my LinkedIn DMsAnything else is a distraction.LinkedIn will be the main channel I focus on before moving on to any other channel.Writing Valuable Content for Our AudienceWhen I consider my own buying behaviour, I realised socials are the new platform for discovery. The tools that I often end up buying — I often found them or heard of them first from LinkedIn.If I reflect on why our progress have been slow, I realised we haven’t talked much about how we’re different, our story or inspiration for starting our startup, and what we stand for as a company.It basically means one thing — at this point, we’re just blending into the crowd. We’re not standing out.In a world where product features are no longer a differentiation or viable moat, distribution is key, and to have meaningful distribution, you need a strong brand and community supporting you.That’s why I’m going to put more attention into creating more valuable content and more importantly, sharing stories of how we’re helping our customers in a differentiated way from our competitors.Time to stay focused and execute on this new strategy! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

This is part of our CyberGrowth series, an initiative we started while we were running our agency, before we pivoted into building our AI Sales Intelligence platform. In the CyberGrowth series, we discuss proven strategies and tactics to help cybersecurity sales and marketing leaders accelerate their business growth.Episode SummaryIn this conversation, Dean Charlton, Managing Director of DC Cybertech, shares insights into his journey in the cybersecurity industry, the evolution of networking, and the importance of building relationships over hard selling. He emphasises the need for a human element in sales and networking, especially in a post-COVID world where technology has taken precedence. Dean discusses the significance of trust in partnerships and how he approaches working with companies. He also highlights the exciting future of cybersecurity, driven by the next generation of professionals and emerging technologies.Episode Chapters* 00:00 Introduction to DC Cybertech and Dean's Journey* 02:56 The Evolution of Networking in Cybersecurity* 05:51 The Importance of Human Connection in Sales* 08:46 Building Trust and Value in Partnerships* 12:03 Navigating Competition and Loyalty in Business* 14:46 The Future of Cybersecurity and Emerging TrendsMore About Dean CharltonDean Charlton is the Managing Director of DC Cybertech. With a background in technology recruitment and security engineering, Dean has built a vast global network and advocates for a people-first business model.Connect with Dean Charlton* Connect with Dean on LinkedIn* Visit DC Cybertech website This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

This is part of our CyberGrowth series, an initiative we started while we were running our agency, before we pivoted into building our AI Sales Intelligence platform. In the CyberGrowth series, we discuss proven strategies and tactics to help cybersecurity sales and marketing leaders accelerate their business growth.Episode SummaryIn this conversation, James Alliband, head of marketing at Risk Ledger, shares his journey from technical roles to marketing, emphasising the importance of collaboration between sales and marketing teams. He discusses the challenges of building a marketing function in a startup, the significance of field marketing in cybersecurity, and the need for a strong content strategy to nurture leads. James highlights the importance of brand messaging and the future trends in cybersecurity marketing, advocating for better brands and a focus on storytelling over jargon.Episode Chapters* 00:00 Introduction to James Alliband and Risk Ledger* 03:00 James's Journey from Technical to Marketing Roles* 06:03 Transitioning to Marketing: Insights and Experiences* 09:57 Building the Marketing Team at Risk Ledger* 12:49 Sales and Marketing Collaboration: A Key to Success* 15:50 Field Marketing: Building Relationships in Cybersecurity* 19:55 Nurturing the 95%: Strategies for Engagement* 23:50 The Importance of Brand Storytelling in Cybersecurity* 27:58 Final Thoughts and Future Trends in Cybersecurity MarketingMore About James AllibandJames is an experienced marketer leader with a background in product marketing. He has a proven track record of building strong go-to-market strategies and marketing campaigns in various leadership roles, each contributing to the companies’ increased demand, advocacy, and brand awareness through creative marketing campaigns, product positioning and messaging, and go-to-market enablement.Connect with James Alliband & Risk Ledger* Connect with James on LinkedIn* Visit Risk Ledger website This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

This is part of our CyberGrowth series, an initiative we started while we were running our agency, before we pivoted into building our AI Sales Intelligence platform. In the CyberGrowth series, we discuss proven strategies and tactics to help cybersecurity sales and marketing leaders accelerate their business growth.Episode SummaryIn this conversation, Kristian shares his extensive journey through the technology and managed services industry. He discusses the evolution of his career from graphic design to IT support, and eventually to cybersecurity. Kristian emphasises the importance of adapting to technological changes, particularly the impact of AI on business operations and marketing strategies. He highlights common mistakes made by MSPs, effective sales channels, and the need for continuous learning and adaptation in a rapidly changing market. Kristian also shares insights into the future of cybersecurity and the initiatives enhanced.io is pursuing to support MSPs in their growth.Episode Chapters* 00:00 Introduction to Kristian and His Journey* 06:32 The Evolution of Enhance.io and Cybersecurity* 12:36 The Impact of AI on Business and Cybersecurity* 19:27 Common Mistakes MSPs Make and Growth Strategies* 26:20 Effective Marketing Channels for MSPs* 31:57 Future Initiatives and Trends in CybersecurityMore About Kristian WrightKristian Wright is the CEO of enhanced.io and a longtime MSP growth strategist. He helps MSPs close the security gaps endpoint tools miss — unlocking new revenue with Open XDR, 24/7 SOC, and compliance-ready reporting. Kristian’s work has generated over $100M in sales for MSPs worldwide by turning visibility into value, not noise. Named GTIA’s Cybersecurity Leader of the Year in 2025, he’s focused on helping MSPs scale security services without adding complexity.Connect with Kristian Wright & enhanced.io* Connect with Kristian on LinkedIn* Visit enhanced.io website This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

This is part of our CyberGrowth series, an initiative we started while we were running our agency, before we pivoted into building our AI Sales Intelligence platform. In the CyberGrowth series, we discuss proven strategies and tactics to help cybersecurity sales and marketing leaders accelerate their business growth.Episode SummaryIn this conversation, Ronan Lavelle, CEO of Validato, shares insights into the journey of building a cybersecurity technology company from a service-based background. He discusses the importance of a channel-first approach, the challenges faced in establishing partnerships, and the criteria for selecting the right partners. Ronan emphasises the significance of trust and relationship-building in the cybersecurity industry, as well as the future impact of AI and quantum cryptography on digital security.Episode Chapters* 00:00 The Genesis of Validato* 03:01 Navigating the Channel First Approach* 05:47 Building Strong Partnerships* 08:43 Challenges of a Channel First Strategy* 11:49 Selecting the Right Partners* 14:46 The Dynamics of Partner Acquisition* 17:44 The Importance of Networking and Trust* 20:44 Final Thoughts and Future TrendsMore About Ronan LavelleRonan is the co-founder and CEO of Validato, a cyber threat simulation platform vendor that simulates cyber attacks to test the effectiveness of cyber defences without actually being under attack. Ronan is also the co-founder of Elasticito, a managed service provider and reseller of cyber risk and threat based technologies to customers throughout the EMEA region.Connect with Ronan & Validato* Connect with Ronan on LinkedIn* Visit Validato website* Download Validato whitepaper on cyber threat testing This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

This is part of our CyberGrowth series, an initiative we started while we were running our agency, before we pivoted into building our AI Sales Intelligence platform. In the CyberGrowth series, we discuss proven strategies and tactics to help cybersecurity sales and marketing leaders accelerate their business growth.Episode SummaryIn this conversation, Eve Oliver, the marketing manager of Computer Services Group (CSG), discusses her journey in cybersecurity marketing, the importance of cyber resilience for small businesses, and the strategies CSG employs to educate clients about cybersecurity threats. She emphasises the need for tailored solutions, the role of trust in customer relationships, and the significance of ongoing research in the ever-evolving cybersecurity landscape. Eve also shares insights on the balance between raising awareness and not instilling fear, as well as the future trends in cybersecurity, particularly regarding AI threats.Episode Chapters* 00:00 Introduction to Cybersecurity and CSG* 02:55 The Importance of Cyber Resilience for SMEs* 05:55 Marketing Strategies in Cybersecurity* 08:53 Building Trust Through Customer Relationships* 11:51 Educating Employees on Cybersecurity Threats* 14:50 The Role of Research in Cybersecurity Marketing* 17:55 Navigating Sensitive Information in Marketing* 21:02 Future Trends in Cybersecurity* 23:49 Final Thoughts and AdviceMore About Eve OliverEve Oliver is the marketing manager at CSG, leading strategic campaigns that spotlight cyber security and digital transformation. She holds passion in bridging industry and education, notably through her ambassador role with Technocamps and outreach at local schools, helping to inspire future tech talent. Eve supports a range of industries with learning the latest cyber security and technology advancements across webinars, in-person events and partnerships, expressing her dedication for innovation and inclusion in tech.Connect with Eve & CSG* Connect with Eve on LinkedIn* Visit CSG website* Visit CSG LinkedIn page This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

This is part of our CyberGrowth series, an initiative we started while we were running our agency, before we pivoted into building our AI Sales Intelligence platform. In the CyberGrowth series, we discuss proven strategies and tactics to help cybersecurity sales and marketing leaders accelerate their business growth.Episode SummaryIn this conversation, Andres shares insights from his extensive career spanning over 30 years in various roles, including federal law enforcement and corporate leadership. Andres discusses the transition from government to corporate environments, the importance of having referenceable customers, and the strategies for building partnerships and go-to-market approaches in startups. He emphasises the value of technical expertise in leadership roles, the significance of interpersonal relationships in sales, and the necessity of thought leadership and branding in the cybersecurity space. The conversation concludes with Andres outlining future initiatives at Constella and his excitement about trends in the cybersecurity industry.Episode Chapters* 00:00 Introduction to Andres Andreu* 01:45 Transitioning from Government to Corporate and Startups* 04:08 The Importance of Referenceable Customers* 06:13 Building Partnerships and Joint Go-to-Market Strategies* 10:16 Technical Expertise in C-Suite Conversations* 13:18 Navigating Go-to-Market Strategies in Startups* 18:16 Sales Models: Direct, Channel, and OEM* 21:09 The Power of Interpersonal Relationships in Sales* 24:35 Thought Leadership and Branding in Tech* 26:40 The Sacrifices of Startup Life* 28:57 Future Directions for ConstellaMore About Andres AndreuAndres is an award winning 4X CISO and recognized cybersecurity leader. He holds CISSP, ISSAP, and QTE credentials. With a career spanning federal law enforcement, corporate enterprises, and startups, he’s led at Ogilvy & Mather, 2U Inc., and Hearst. As an entrepreneur he was a founding member of Bayshore Networks, and has authored multiple security books, including “The CISO Playbook”, “Professional Pen Testing for Web Applications”, and the upcoming “The CISO Playbook - The Adversarial Mindset”. His work extends beyond writing to inventing, with patents in cybersecurity innovations and an advisory role with Forgepoint Capital.Connect with Andres & Constella* Connect with Andres on LinkedIn* Visit Constella website* Read Andres’ blog This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

This is part of our CyberGrowth series, an initiative we started while we were running our agency, before we pivoted into building our AI Sales Intelligence platform. In the CyberGrowth series, we discuss proven strategies and tactics to help cybersecurity sales and marketing leaders accelerate their business growth.Episode SummaryIn this conversation, Rodney Lee, CEO of Cybots, shares his extensive experience in the cybersecurity industry, discussing its evolution, the importance of trust, and the challenges faced in sales and partnerships. He emphasises the need for mentoring the next generation and balancing work with personal life. Rodney also highlights the significance of awareness in cybersecurity and the future trends that may shape the industry.Episode Chapters* 00:00 Introduction to Rodney Lee and Cybots* 02:57 Evolution of the Cybersecurity Industry* 05:53 Building Trust in Cybersecurity* 08:46 Navigating Career Paths in Cybersecurity* 11:54 The Role of Local Partners in Cybersecurity* 14:55 Lessons Learned from Industry Experience* 18:06 The Impact of Buying Guides on Decision Making* 20:47 Future Trends in Cybersecurity* 23:50 Final Thoughts and AdviceMore About Rodney LeeRodney Lee is the CEO (Group Cybersecurity) of Cybots Sdn Bhd, which is incorporated and headquartered in Singapore, and provides leading-edge cybersecurity solutions to partners in ASEAN and Australia. Cybots harnesses the vast experience of its experts and leverages game-changing AI to craft security solutions for businesses of all sizes. Cybots provide clients with best-in-class solutions for their Cybersecurity needs and deliver these with high Risk-Mitigation Value. With over 30 years of experiences in the ICT industry, Rodney has spent the last 20+ years crafting IT Security practices, since the advent of firewall solutions in Malaysia in 1999. He started building SOC practices circa 2000 and continues to provide consultancy and services for customers across industries. Rodney began his career in the Oil & Gas Industry, and has since built a wealth of experiences supporting customers across various industries such as Government, FIs and Telcos.Connect with Rodney & Cybots* Connect with Rodney on LinkedIn* Visit Cybots website This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

This is part of our CyberGrowth series, an initiative we started while we were running our agency, before we pivoted into building our AI Sales Intelligence platform. In the CyberGrowth series, we discuss proven strategies and tactics to help cybersecurity sales and marketing leaders accelerate their business growth.Episode SummaryIn this conversation, Omri Weinberg, co-founder and CEO of DoControl, shares insights into the journey of building a cybersecurity company focused on SaaS security. He discusses the challenges faced in the early days, the importance of customer acquisition, and the evolution of growth strategies post-funding. Omri emphasises the significance of marketing initiatives, partnerships, and the lessons learned from mistakes made along the way. He also highlights the future direction of DoControl, particularly in integrating AI into their offerings.Episode Chapters* 00:00 Introduction to DoControl and Omri's Background* 02:52 The Genesis of DoControl* 05:50 Early Customer Acquisition and Funding Journey* 08:33 Growth Strategies Post-Series A* 11:45 Marketing and Business Development Initiatives* 17:49 Lessons Learned and Mistakes Made* 20:50 Evolving Sales Channels and Partnerships* 25:46 Future Initiatives and AI Integration* 29:48 Final Thoughts and Quickfire QuestionsMore About Omri WeinbergOmri is the Co-Founder and CEO of DoControl, a leading SaaS Security Posture Management solution. DoControl provides organizations with visibility, threat detection, and automated remediation to prevent sensitive data exposure - securing SaaS data, identities, third-party app connections, and configurations across major SaaS ecosystems. A passionate and committed leader, Omri is deeply dedicated to his company’s mission and to empowering his teams. Originally from Israel, he now resides in Miami, Florida.Connect with Omri & DoControl* Connect with Omri on LinkedIn* Visit DoControl’s website This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

This is part of our CyberGrowth series, an initiative we started while we were running our agency, before we pivoted into building our AI Sales Intelligence platform. In the CyberGrowth series, we discuss proven strategies and tactics to help cybersecurity sales and marketing leaders accelerate their business growth.Episode SummaryIn this conversation, Lior Arbel shares his extensive journey in cybersecurity, spanning over 25 years. He discusses his transition from technical roles to leadership positions, emphasizing the importance of continuous learning and building trust with customers. Lior highlights the differences between professional services and managed services, the significance of targeting SMBs versus enterprises, and the challenges faced in the startup environment. He concludes with advice for the next generation in cybersecurity, stressing the need for opportunities and the importance of visibility in data security.Episode Chapters* 00:00 Lior Arbel's Journey in Cybersecurity* 09:34 Transitioning from Professional Services to Managed Services* 19:29 Building Trust and Customer Relationships* 29:19 Finding Your Sweet Spot: The Zero to One Phase* 33:10 Targeting Markets: SMBs vs. Enterprises* 41:43 Empowering the Next Generation in Cybersecurity* 42:25 Lessons Learned from Growth Challenges* 43:51 Trends in Cybersecurity: The Importance of VisibilityMore About Lior ArbelLior Arbel is an accomplished cyber security leader and strategist who has dedicated his career to revolutionising how organisations approach digital defence in an increasingly complex threat landscape. With over 25 years’ experience in the cyber security sector, he has established himself as a thought leader who champions data-driven security approaches and challenges conventional wisdom. Throughout his career, Lior has specialised in developing and implementing innovative security frameworks that prioritise measurable outcomes over superficial compliance. His expertise spans threat detection and response, security architecture and risk management, with a particular focus on helping organisations move beyond ‘cyber security theatre’ to implement meaningful security measures that deliver tangible results. As a strategic adviser and leader, Lior has guided numerous organisations through significant security transformations, consistently emphasising evidence-based decision making and practical security measures. His methodologies have helped organisations across various sectors optimise their security investments and achieve demonstrable improvements in their security capabilities. A frequent speaker at industry conferences and contributor to cyber security publications, Lior shares his insights on emerging threats and effective security practices. He is passionate about mentoring the next generation of security professionals and promoting a more pragmatic, results-oriented approach to cyber security that aligns with business objectives while providing genuine protection against evolving threats.Connect with Lior Arbel* Connect with Lior on LinkedIn This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com

This is part of our CyberGrowth series, an initiative we started while we were running our agency, before we pivoted into building our AI Sales Intelligence platform. In the CyberGrowth series, we discuss proven strategies and tactics to help cybersecurity sales and marketing leaders accelerate their business growth.Episode SummaryIn this conversation, Andy Ng, CEO of Nexusguard, discusses the evolution of his company in the DDoS protection space, the challenges faced in navigating stakeholder dynamics within ISPs, and the strategies employed to enter new markets.He shares valuable lessons learned from cybersecurity incidents and outlines the future roadmap for scaling the business, including the integration of AI into their solutions.Episode Chapters* 00:00 Introduction to Nexusguard and DDoS Protection* 04:49 Evolution of Nexusguard's Business Model* 09:42 Navigating Stakeholder Dynamics in ISPs* 14:35 Challenges and Lessons Learned in Cybersecurity* 18:45 Future Roadmap and Scaling Strategies* 23:50 The Role of AI in Cybersecurity* 28:10 Final Thoughts and Quickfire QuestionsMore About Andy NgAndy Ng serves as Chief Executive Officer of Nexusguard, a leading Singapore-based cybersecurity company specialising in DDoS (Distributed Denial-of-Service) protection and managed security services. Under his leadership, Nexusguard has established itself as a pioneer in Hybrid DDoS mitigation, serving enterprises and service providers across Asia-Pacific and beyond. Prior to his appointment at Nexusguard, Andy was General Manager at Rotary Engineering Limited, a listed company on the Singapore Stock Exchange. While at Rotary Engineering, Andy led Rotary’s first investment into a Oil terminal in Indonesia via Oro Storage Asset Management Pte Ltd. Andy was also the former COO of NextVIEW Pte Ltd, a startup company with a successful exit when DZH International acquired NextVIEW.Connect with Andy & Nexusguard* Connect with Andy on LinkedIn* Visit Nexusguard’s website This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit salesduo.substack.com