Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth

You Can Teach Selling, Not Attitude: James Irving, Founder, Emotive JLI

On this episode of Cyber GTM Talk, the cybersecurity podcast for go-to-market leaders, first-time cyber sales leader James Irving explains why he built his team at Threat

How to Beat “Do Nothing” in Cyber Sales: Ken Powell

On this episode of Cyber GTM Talk, the podcast for cybersecurity go-to-market leaders, Ken Powell explains how cyber sales teams beat their most common competitor: the bu

Why the Rep, Not the Product, Wins Cyber Sales; Fred Descloux @ Nu Skin

On this episode of Cyber GTM Talk, the cybersecurity podcast for go-to-market leaders, Fred Descloux explains what actually wins cyber sales once your product makes the s

Stop Treating Agentic Cybersecurity GTM Like a Sales Project: Kristen Twining SVP Sales @ Reco

Kristen Twining is the SVP of Sales at Reco, a company that secures AI and agents, and she's rebuilding its go-to-market to be AI forward. Her argument is that agent

Doubling a Sales Team in 2 Months Without Dropping Standards | Lauren Lynch, Cyber Sales Leader

When Wiz brought in new go-to-market leadership and decided to go big, Lauren Lynch's commercial org went from about 40 people to more than 80 in a couple of months.

Why a CISO Bets on a Startup Over Crowdstrike: Robbie Tyrie, Fractional CISO

You've nailed the demo and the POV, and then procurement asks why they'd bet on you instead of CrowdStrike, Palo Alto or Zscaler. Robbie Tyrie has been the buye

How to Sell to the CISO: David Gee, who is a ... CISO

David Gee is the former CIO and CISO at storied companies such as HSBC and Eli Lilly. Rather than quietly disappear in his retirement, he's been writing books. And n

Why This CISO Buys From Cyber Startups First - Zach Lewis, CISO @ University of Health Sciences and Pharmacy

Zach Lewis runs IT and security at a university on a tight budget, and when he needs a problem fixed, he goes looking in the startup community. He's been a sub-10 cu

Your First VP of Sales Didn't Fail. You Skipped a Stage. Matt Calligan @ ArmorText

Cyber startups churn through heads of sales, and the usual explanation is a bad hire. Matt Calligan, Director of Growth Markets at ArmorText, argues something different.

The Cybersecurity Sales Channel That Appeared Out of Nowhere: Scott Johnson, CEO @ Amplifyd

Sales channels in cybersecurity have been the same list for years: ads, LinkedIn, cold calling, cold email, ABM, inbound. Then AI search turned up and started sending qua

Why Your Best Cyber Sales Rep, Not Your CRO, Drives AI Adoption: Tal Peretz CEO & Co-Founder at OnFire

Most cyber companies bought the Claude or ChatGPT seats, handed them to every rep, and are now asking "now what?" Tal Peretz, co-founder and CEO of Onfire AI, has watched

The homework that turns technical pain into business value for cybersecurity sellers - Mark van Oppen, CRO @ SecureAuth

Mark van Oppen is 90 days into the CRO seat at SecureAuth, after four years selling a developer-led product at FusionAuth. He walks through the pre-call research he wants

Powerful Storytelling When AI Flattens Cybersecurity Marketing - Brian Reed, CMO @ Corsha

AI made it cheap to produce content, and now every cybersecurity vendor sounds the same. Brian Reed, CMO at Corsha, argues the answer to that sameness isn't more AI,

AI-First Selling Is the Future of Cybersecurity Sales - Patrick Dillon CRO @ Nudge Security

Patrick Dillon, three months into the CRO seat at Nudge Security, joins Andrew to talk about what "AI-first" actually means when everyone at RSA has slapped AI on the boo

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

Emily Matthews, founder and principal of NOLA Marketing, partnered with the Ponemon Institute to ask CISOs directly how vendor marketing influences their buying decisions

Winning Cybersecurity Sales Strategies: Insights from a Former Buyer Turned Seller on CISO Engagement - Chris Camacho, Co-founder & COO at Abstract

Are you struggling to capture the attention of Chief Information Security Officers (CISOs) in a saturated cybersecurity market? Join us in this enlightening episode of Th

Revenue leadership in stealth mode: building sales before the market (or product) is ready - Rob Witmer, VP Sales at Onyx Security

Most people think revenue leadership begins after product-market fit. Rob Witmer joined Onyx Security before there was a finished product, before the company emerged from

The Power of Network Effect in Cyber Sales - Jarrett Benavidez SVP NA Sales Lumu Technologies

Are you facing the challenge of breaking into a new vertical with no prior experience? Wondering how to accelerate credibility and revenue in unfamiliar markets? Curious

Slashing sales cycles: How shorter discovery calls boosted Xona’s revenue and sped up the sales cycle- John Chiappetta, CRO, Xona

Are your discovery calls turning into data dumps that stall deals instead of moving them forward? Frustrated by sales cycles that take forever to close, or feel like disc

Why “Cyber Is Broken”, And Building Trust in an AI World - Karl Van den Bergh CMO Illumio

Ever feel like your cybersecurity marketing just isn’t landing with CISOs? Wondering why, despite tons of spending, cybercrime is still on the rise? Or maybe you’re looki