Podcast terbaik Tech Sales (2024)

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141: Brandie Schaeffer - The Value of Being Genuine 43:17

12d ago43:17

43:17

In this episode of Tech Sales for Hustlers, hosts Chris Corcoran and Marc Gonyea chat with Brandie Schaeffer, memoryBlue's first employee. They reminisce about their shared past and dive into Brandie's professional journey. Brandie shares a memorable interview question Marc asked about the number of gas stations in Virginia, highlighting problem-so…

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140: Aurelien Mottier - The Story of Operatix 1:12:44

1M ago1:12:44

1:12:44

Aurelien Mottier's career journey to the top is a true testament to the unpredictable road to success. Currently serving as the President of memoryBlue and the Co-Founder/CEO of Operatix, Aurelien's rise from a non-English speaking cleaner to a pivotal figure in the global sales development industry, commanding a team exceeding 300 individuals, is …

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139: Chris Takacs - A Seller's Responsibility 59:17

2M ago59:17

59:17

Success lies in adapting products based on real-world feedback, ensuring your business aligns with your customers' genuine desires. This is exactly what Chris Takcas, Sales Manager at Clarivate and host Marc Gonyea sit down to discuss in the latest episode of Tech Sales is for Hustlers, outlining the need for products and businesses to be user-cent…

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138: Mark Musitano - The Power of Open Ended Questions 46:50

2M ago46:50

46:50

Embarking on a career in sales often involves unexpected twists and turns, as Mark Musitano from Ansys can attest to. While this can be daunting, Mark shares how his transition from politics to sales, greatly strengthened his adaptability and wide skillset. In this episode of Tech Sales is for Hustlers, Host Marc Gonyea delves into Mark’s pivotal m…

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137: Ron Cooke - An Unexpected Journey 1:06:06

3M ago1:06:06

1:06:06

Quality leadership comes from those who make a point to prioritize the people they’re leading. This has been a central theme in Managing Director Ron Cooke’s journey as he’s managed to explore a wide range of interests and careers, while continually keeping his focus on the people involved and how to help them. In this episode of Tech Sales is for …

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136: Joe Trapasso - 'Bones' 1:19:39

3M ago1:19:39

1:19:39

The one and only Joe Trapasso, better known as “Bones” around memoryBlue, is no stranger to the unpredictable paths that can precede a fruitful sales career. From his athletics career to his stint in political canvassing, he is a perfect example of the way valuable sales skills can be honed in the most unexpected of places. In this episode of Tech …

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48. Treating Security Practitioners Like China Dolls → Effective Customer Engagement 57:57

3M ago57:57

57:57

In this episode of WTFDIJR, Chris, Dani, and Maria are uncovering: The challenges in accessing customer insights for marketing, strategies for effective sales discovery, and the importance of collaboration between sales and marketing teams. They highlight the need for a strategic approach in customer engagement and internal collaboration to ensure …

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47. We Should Celebrate the Worst in Cybersecurity Sales and Marketing! [Hold Our Beers.] 1:01:03

3M ago1:01:03

1:01:03

In this episode of WTFDIJR, Chris, Dani, and Maria are uncovering: The opportunity for salespeople in Q1 2024. They mention the importance of understanding the specific needs of each company and tailoring the conversation accordingly to remain relevant even when budgets are largely decided. They also discuss the potential for selling SaaS products …

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46. When Vendor Gift Unboxing Goes Wrong, Do This + Embracing Cultures 1:02:27

4M ago1:02:27

1:02:27

In this episode of WTFDIJR, Chris, Dani, and Maria are uncovering: The challenges of creating useful and reliable content in the cybersecurity industry. They emphasize the importance of transparency, diversity, and language in building trust with potential buyers and practitioners. They also touch on the issue of gated content and the need for auth…

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45. Unsolicited (And Empty) Gifts, Environmental Waste, Lack of Personalization, and It’s Brand Impact 1:00:34

4M ago1:00:34

1:00:34

In this episode of WTFDIJR, recorded live from Cyber Marketing Con in Austin, Texas, Chris, Dani, Maria, and our guest panel from the Con are uncovering: Strategies for effective brand communication, the significance of personalizing marketing efforts, and the challenges of standing out in the saturated cybersecurity market. Key topics include the …

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Campus Series: Mark Michalisin - From the Boardroom to the Classroom 50:10

4M ago50:10

50:10

With the many misconceptions about the sales profession, it can be easy to paint an inaccurate picture of what the career looks like. For this reason, Mark Michalisin takes the time to debunk these, while also unpacking the skills that have been of importance throughout his career. In this episode of the Campus Series podcast, Mark, an Associate Pr…

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44. The Top 16(ish) Outreach Methods That Piss Off Security Pros 1:01:14

4M ago1:01:14

1:01:14

In this episode of WTFDIJR, Chris, Dani, and Maria are uncovering: The top 16(ish) outreach methods that are ineffective when it comes to communicating with security practitioners online and offer tips for improvement.. They also talk about the challenges and nuances of communicating across various departments and stakeholders, including security t…

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43. Industry Pessimism, Skepticism, Finger Pointing, and Blame Games 1:00:45

5M ago1:00:45

1:00:45

In this episode of WTFDIJR, Chris, Dani, and Maria are uncovering: The issue of pessimism in the cybersecurity industry. The episode uncovers how professionals often engage in finger-pointing and blaming vendors, management, and cybersecurity practitioners for various industry challenges. The conversation suggests that instead of indulging in the b…

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42. Auto-Dialers, Fake LinkedIn Aliases, And Snowflakes 1:03:42

5M ago1:03:42

1:03:42

In this episode of WTFDIJR, Chris and Dani are uncovering: Exciting news! Let us introduce our new co-host, Maria Graham! We discuss the impacts of using humor or controversial tactics in sales outreach. Key Takeaways: Importance of Ethical Sales Practices: Using deceptive practices like local number spoofing or misleading emails can erode trust an…

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41. Live From The Black Hat MEA Floor + Fun Song Friday with Special Guest Daniel Moses 59:08

5M ago59:08

59:08

In this episode of WTFDIJR, Chris and Dani are uncovering: Cultural diversity and effective strategies for engaging with CISOs and other decision-makers in the industry. Key Takeaways: Cultural Sensitivity and Respect: The episode highlights the importance of respecting different cultures and environments, especially when attending international co…

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40. We’ll Stop The People With The Hoodies (But Your Ass Is Owned If You Sign This Contract) 1:00:26

5M ago1:00:26

1:00:26

In this episode of WTFDIJR, Chris and Dani are uncovering: The power of words, accountability in vendor-client relationships, and navigating social media as professionals. Chris and Dani discuss the importance of authentic engagement, respecting diversity in holiday celebrations, and the challenges of making connections in an increasingly digital w…

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39. When Did 7AM Cold Calls Turn Into Webinar Invites? 56:04

5M ago56:04

56:04

In this episode of WTFDIJR, Chris and Dani are uncovering: The negative impact of unsolicited calls, especially at inappropriate times (like a 7AM call to a personal number), how they are intrusive and can lead to negative perceptions of the company. Chris and Dani suggest in the episode that researching and understanding the potential client's pre…

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38. Pitch On The Pod + Fortresses of Security in Rapidly Evolving Threat Landscapes 1:01:06

5M ago1:01:06

1:01:06

In this episode of WTFDIJR, Chris and Dani are uncovering: The nuances of effective communication between CISOs, their boards, and vendors. Dani and Chris discuss the importance of understanding the board's expectations and crafting narratives that align with business objectives. The episode also highlights a live pitch session, offering insights i…

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37. We Have Sent You $0.01 USD. (The MOST Innovative Way To Reach Out.) 55:16

5M ago55:16

55:16

In this episode of WTFDIJR, Chris and Dani are uncovering: Various outreach methods, emphasizing the importance of authenticity and respect in interactions. The episode also touches on the challenges faced by security practitioners in dealing with sales pitches and offers insights into building successful business cases for board meetings. Key Take…

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36. Pardon Me While I Exploit Your Vulnerable Feelings For Clicks 49:14

5M ago49:14

49:14

In this episode of WTFDIJR, Chris and Dani are uncovering: The ethical implications of journalism and content sharing, particularly in the context of the October 7 terrorist attacks in Israel. They delve into the misuse of personal social media posts by a news site, questioning the journalistic ethics of not seeking consent and the potential harm c…

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35. Feel Free To Ignore This Or Tell Us To F*** Off 58:25

5M ago58:25

58:25

In this episode of WTFDIJR, Chris and Dani are uncovering: The challenges of enterprise sales, especially when dealing with internal conflicts and rivalries within client organizations. The episode also touches on the approach and ethics of sales outreach, effective communication strategies, and the importance of empathy and understanding in buildi…

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34. Building A Kickass Relationship Capital Machine with Maria Graham 56:12

5M ago56:12

56:12

In this episode of WTFDIJR, Dani and special guest, Maria Graham, are uncovering: Building genuine relationships, understanding customer needs, and navigating the complex world of tech sales. The episode covers the importance of personal connection in sales, leveraging social media platforms like LinkedIn for engagement, and the effectiveness of in…

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33. The ”Art” Of Email Marketing Perceptions That Piss Us Off 49:35

5M ago49:35

49:35

In this episode of WTFDIJR, Chris and Dani are uncovering: The personal impact of constant traveling for tech conferences and the role of communities (both physical and digital) in the tech industry. The episode also touches on the challenges of navigating overwhelming workloads and personal life balance, and the importance of choosing the right ev…

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32. Shame On Them. They Wouldn’t Have Gotten Breached With Us. 50:01

5M ago50:01

50:01

In this episode of WTFDIJR, Chris and Dani are uncovering: The recent MGM breach and its implications for cybersecurity sales and marketing strategies. The episode emphasizes the importance of human connection in business interactions and discusses effective ways to approach potential clients, especially in the wake of security incidents. Key Takea…

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31. Backstabbing, Disagreeing, and Committing in Organizations 56:18

5M ago56:18

56:18

In this episode of WTFDIJR, Chris and Dani are uncovering: The theme of "disagree and commit," with a focus on how to navigate disagreements in a professional setting. The episode also touches on the challenges of communication and scheduling within the business context, especially in relation to CISOs and vendors. Key Takeaways: Disagree and Commi…

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30. We Actually Survived 30 Episodes? Where Do We Go Now? 55:36

5M ago55:36

55:36

In this episode of WTFDIJR, Chris and Dani are uncovering: Various aspects of the show, including past memorable moments, changes in their approach, audience feedback, and potential future directions. They engage in an open dialogue with their community, seeking suggestions for improvement and discussing the impact the show has had on listeners in …

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29. Let’s Hit Up Every Single Team Member Inside the Company! 54:21

5M ago54:21

54:21

In this episode of WTFDIJR, Chris and Dani are uncovering: The importance of timing in engaging CISOs, and how vendors can more effectively approach potential clients. They also touch on the structure and cycles of a CISO’s year, giving insights into when and how vendors should interact with them for maximum impact. Key Takeaways: Ineffective Sales…

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28. Brutally Honest Reflections [And Controversies] From Black Hat 57:59

5M ago57:59

57:59

In this episode of WTFDIJR, Chris and Dani are uncovering: The struggles of balancing professional and personal life, especially as parents, to the complexities and logistics of attending tech conferences like DEFCON and Black Hat. They also scrutinize marketing approaches, such as fear-based selling and incentivizing conversations with gift cards,…

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27. WTF Did I Just Read? LIVE From Black Hat 2023 35:58

5M ago35:58

35:58

In this LIVE, IN-PERSON episode of WTFDIJR, Chris and Dani are uncovering: Their experiences at Black Hat USA, the dynamics of the cybersecurity community, and the importance of human connection in the tech industry. The episode highlights the challenges faced by security practitioners and vendors in creating genuine, respectful relationships in th…

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26. The CISO Chipped His Nail Polish + Know-Before-You-Go-To-Black-Hat 57:07

5M ago57:07

57:07

In this episode of WTFDIJR, Chris and Dani are uncovering: Their experiences with vendor booths, mass media marketing in cybersecurity, and etiquette for engaging with security practitioners at events like Black Hat. The episode also touched on personal anecdotes and the importance of self-care during intensive conferences. Key Takeaways: Approachi…

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25. Emotional Drivers, Stressors, Worries, and Fears In And Out of Work 1:01:46

5M ago1:01:46

1:01:46

In this episode of WTFDIJR, Chris and Dani are uncovering: The need for authenticity and thoughtfulness in these professional engagements. A significant part of the conversation revolves around the emotional aspects of decision-making in security and tech industries, with Chris sharing insights from his experiences. Key takeaways: Authenticity in V…

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24. My Leadership Really Wants To Talk To You You -＞ Alien Conspiracy Theory 1:00:25

5M ago1:00:25

1:00:25

In this episode of WTFDIJR, Chris and Dani are uncovering: The importance of understanding and adhering to different compliance frameworks, and the challenges of ROI measurement in cybersecurity investments. Chris and Dani discuss the need for vendors to provide realistic and targeted solutions, the role of frameworks like NIST in guiding cybersecu…

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23. When Your ML Is Too Dumb To Come Up with New Email Intros 56:52

5M ago56:52

56:52

In this episode of WTFDIJR, Chris and Dani are uncovering: The ethical considerations of using AI in marketing, the pitfalls of certain sales strategies, and the importance of research in sales processes. The episode concluded with an insightful discussion on different types of CISO roles and the growth of the BISO role. Key Takeaways: Role and Evo…

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22. You’re Invited To Keynote, All Expenses On You! 47:41

5M ago47:41

47:41

In this episode of WTFDIJR, Chris and Dani are uncovering: The ethics and practices surrounding conference speaking invitations. Chris shares his experience of being invited to keynote at the Cybertech Global Tel Aviv 2024 conference, only to find out that the organizers would not cover travel or speaking expenses. This led to a broader conversatio…

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21. Cyber Week, Acronym World, and Direct Conversations 55:55

5M ago55:55

55:55

In this episode of WTFDIJR, Chris and Dani are uncovering: How cultural backgrounds, especially in regions like Israel, influence the way sales and marketing communications are conducted. The directness and bluntness common in Israeli culture are highlighted as beneficial in the tech industry. Chris also shares his experiences at Cyber Week, discus…

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20. Dear CISO, Don’t Be An Arse. Adding Lobster Tail To Your Steak Is A Bullshit Move. 49:35

5M ago49:35

49:35

In this episode of WTFDIJR, Chris and Dani are uncovering: The nuances of vendor and CISO interactions, focusing on the importance of authenticity and thoughtful engagement. They discuss how CISOs should conduct themselves during vendor-sponsored events, like dinners. They emphasize the importance of not exploiting these situations for extravagant …

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19. Dear Vendor, Let’s Face It. It Isn’t Working. Here’s Why. 57:48

5M ago57:48

57:48

In this episode of WTFDIJR, Chris and Dani are uncovering: Chris’s approach to unsolicited vendor emails, explaining his "Dear Vendor" letters aimed at educating rather than merely dismissing vendors. His letter outlines why certain sales approaches aren't effective and suggest more respectful and constructive methods. Chris shares a recent experie…

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18. Horror Stories of Ransomware and Blaming Users 48:45

5M ago48:45

48:45

In this episode of WTFDIJR, Chris and Dani are uncovering: The nuances of email outreach, the frustration with ineffective and insincere marketing tactics, and the challenges of managing an inundated inbox. The episode includes discussions on the importance of integrity in communication and the opt-in/opt-out dilemma in email marketing. Key Takeawa…

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17. Forgive The Intrusion But I Didn’t Even Do The Bloody Research On You 1:04:17

5M ago1:04:17

1:04:17

In this episode of WTFDIJR, Chris and Dani are uncovering: The importance of empathy in sales and marketing in the cybersecurity industry. They emphasize the need for thoughtful communication and understanding one’s perspective, whether it's a CISO or a vendor. The episode includes live interactions with audience members seeking advice on approachi…

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16. It’s Time To Look In The Mirror: The C-Suite’s Responsibility In Cybersecurity Sales 47:39

5M ago47:39

47:39

In this episode of WTFDIJR, Chris and Dani are uncovering: The ethics and practices of how CISOs, CIOs, and other executives should engage with vendors. The episode centers on the ethical responsibilities of C-suite executives in their interactions with vendors, highlighting the need for honesty and straightforwardness in these relationships. TIt a…

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15. Name Dropping Clients And Stepping Stones 54:46

5M ago54:46

54:46

In this episode of WTFDIJR, Chris and Dani are uncovering: The negative impact and issues with sales pitches that name-drop clients, pointing out how it can breach trust and discretion, and may even provide competitors with unwarranted insights. They emphasize the importance of respectful, humanized communication in the tech industry. Key Takeaways…

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14. Why The Heck Are You Sending This To The CISO? 48:09

5M ago48:09

48:09

In this episode of WTFDIJR, Chris and Dani are uncovering: The misuse of tools like ChatGPT in creating spammy, non-personalized outreach and highlight the importance of humanized, respectful, and tailored communication in sales and marketing. The episode criticizes the use of automated email campaigns that lack relevance to the recipient's role, f…

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13. Laziness and Automated LinkedIn Processed to Reach Me as a Human 49:56

5M ago49:56

49:56

In this episode of WTFDIJR, Chris and Dani are uncovering: The ineffective and often intrusive tactics used in tech sales and marketing, focusing on the over-reliance on automation and generic outreach methods. They highlight the importance of personalized communication and the necessity for sales professionals to evolve into trusted advisors rathe…

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12. FREE Security Reviews! Book Your Slot TODAY! 50:52

5M ago50:52

50:52

In this episode of WTFDIJR, Chris and Dani are uncovering: The pitfalls and better practices in cybersecurity sales and marketing, specifically critiquing the tactic of offering unsolicited free security reviews. They delve into the challenges faced by cybersecurity professionals and the nuances in effective communication with them. The episode als…

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11. I Don’t Know You So Give Me 30 Minutes of Your Time The 1st Week of January 59:39

5M ago59:39

59:39

In this episode of WTFDIJR, Chris and Dani are uncovering: Personal experiences and challenges faced in their roles, focusing on the importance of understanding the unique demands of cybersecurity professionals. The episode also delves into the implications of AI in cybersecurity and highlights the necessity of self-care in this high-pressure field…

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Campus Series: Semira Amirpour - The Importance of Cultural Intelligence 58:35

5M ago58:35

58:35

Sales education is far more nuanced than simply teaching sales. For Semira Amirpour, it requires a commitment to understanding and respecting diverse cultures in the business world and an ability to constantly adapt based on external factors and a rapidly evolving field. In this episode of the Campus Series podcast, Semira, a Professor of Instructi…

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Campus Series: Thom Coats - Shaping Sales Superstars 51:11

6M ago51:11

51:11

The best educators are those who have had success and real-world exposure to their subject matter. Thom Coats is no exception, with his entrance into sales academia after a successful sales career. In this episode of the Campus Series Podcast, Thom, a Professor, and Director of the Center for Professional Selling at Middle Tennessee State Universit…

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Campus Series: Mark Johnston and Greg Marshall - A New Approach to Teaching Sales 35:23

6M ago35:23

35:23

Working in sales is extremely hands-on and therefore the training and education prior should be no different. Greg Marshall and Mark Johnston have been a witness to the way interactive and immersive sales education experiences can lay the foundation for pro-level selling. In this episode of The Campus Series Podcast, Greg and Mark, Professors of Ma…

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Campus Series: Chris Pardi - The Power of Preparation 48:45

6M ago48:45

48:45

Your manager can make or break your career. While choosing the right job is important, Chris Pardi argues for the equal importance of choosing the right manager, when considering ultimate job satisfaction and career progression. In this episode of The Campus Series Podcast, Chris, a Lecturer in Marketing and Sales at the University of South Carolin…

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Campus Series: Julie Nelsen - Bridging the Gap 51:26

6M ago51:26

51:26

Despite the many misconceptions surrounding sales, it is a profession centered on helping, serving, and problem-solving. Julie Nelsen’s teaching is shaped by this perspective, as she challenges her students to prioritize relationship-building, listening skills, and problem-solving in their hands-on role plays. In this episode of Tech Sales is for H…

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