194: How to know if a prospect is an innovator
03/02/23 • 13 min
Cybersecurity startups do best when their prospects are innovators. People and companies who are able to buy from and work with startups and less mature technology. But how do you know if your prospects are innovators?
This episode covers one way to qualify prospects by just asking a few simple questions.
Here's what I cover:
1. Example questions to ask your prospect to determine if they are innovators and able to work with you without wasting time and effort
2. Tips on when and how to ask those questions
3. Strategies for being upfront with buyers to show you are someone they can trust
Sponsor
This episode was brought to you by IT-Harvest.
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories...that’s where the IT-Harvest cybersecurity platform comes in.
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research
Other episodes you'll enjoy:
6 reasons security leaders buy from startups
Denise Hayman, CRO at Sonrai Security talks journey in cyber security and her biggest learnings
Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team
Action:
You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you! If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.
Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Cybersecurity startups do best when their prospects are innovators. People and companies who are able to buy from and work with startups and less mature technology. But how do you know if your prospects are innovators?
This episode covers one way to qualify prospects by just asking a few simple questions.
Here's what I cover:
1. Example questions to ask your prospect to determine if they are innovators and able to work with you without wasting time and effort
2. Tips on when and how to ask those questions
3. Strategies for being upfront with buyers to show you are someone they can trust
Sponsor
This episode was brought to you by IT-Harvest.
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories...that’s where the IT-Harvest cybersecurity platform comes in.
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research
Other episodes you'll enjoy:
6 reasons security leaders buy from startups
Denise Hayman, CRO at Sonrai Security talks journey in cyber security and her biggest learnings
Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team
Action:
You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you! If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.
Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Previous Episode
193: How to start growing revenue with Ted Miracco, CEO of Approov
This week on Sales Bluebird, we sat down with Ted Miracco, CEO of Approov Mobile Security. Hear what he has to say about the future of mobile security and why his company is so well-positioned to make an impact.
In this episode, you will learn the following:
1. Why Approov is so well positioned
2. Ted’s main focus as the new CEO for the next few quarters
3. The challenge Approov faces with reaching application developers and getting noticed in a very noisy market
Resources:
https://www.linkedin.com/in/tedmiracco/
Sponsor
This episode was brought to you by IT-Harvest.
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories...that’s where the IT-Harvest cybersecurity platform comes in.
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research
Other episodes you'll enjoy:
72: Top 8 reasons why great sales people leave
71: Why you should hire lines not dots (and what the heck that means!)
192: How to transform a boring case study into a compelling story
Action:
You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you! If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.
Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
Next Episode
195: Eric Olden on building a successful cybersecurity company
Eric Olden, CEO and co-founder of Strata Identity, joined us to share his journey from building a security software company in a garage, to taking a leap of faith to join Oracle, and then finally founding Strata Identity.
Tune in to hear his story and the tips, tricks, and experiences he has learned along the way.
In this episode, you will learn the following:
1. Why Strata didn’t do any outbound in early days; instead honed in on a long-term, thoughtful content strategy approach
2. Why you need to hire people willing to do the work
3. Why grit is important for founders & early employees
Sponsor:
This episode was brought to you by IT-Harvest.
With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories...that’s where the IT-Harvest cybersecurity platform comes in.
IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research
Resources:
Strata IdentityEric Olden
Other episodes you'll enjoy:
Why your team may be "losing" prospects and ONE drastic way to stop itOne tip to avoid sounding stupid in conversations with your prospectsOutbound is broken
Action:
You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you! If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.
Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
Want to grow your revenue faster? Check out my consulting and training
Need ideas about how to grow your pipeline? Sign up for my newsletter.
The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut! - 194: How to know if a prospect is an innovator
Transcript
Welcome to the Sales Bluebird podcast, where we help cybersecurity startups grow sales faster. I am your host Andrew Monaghan and today we're talking about finding and confirming if your prospect is an innovator. There’s nothing worse than putting in all the work on a deal to get someone on board with our philosophy, thinking about the world the way we think about them, getting through the motions of a demo and a POC, only to find that the company you're dealing with really doesn't buy from
If you like this episode you’ll love
Episode Comments
Generate a badge
Get a badge for your website that links back to this episode
<a href="https://goodpods.com/podcasts/the-cyber-go-to-market-podcast-for-cybersecurity-sales-and-marketing-t-302843/194-how-to-know-if-a-prospect-is-an-innovator-42312784"> <img src="https://storage.googleapis.com/goodpods-images-bucket/badges/generic-badge-1.svg" alt="listen to 194: how to know if a prospect is an innovator on goodpods" style="width: 225px" /> </a>
Copy