Stop listening to this and go hang out with your friends and family!We're hard at work behind the scenes, and will return to our regular programming on January 8th. But in the meantime, thank you for listening and for supporting the pod. That is your gift to us, and we appreciate it!

2023 is winding down. George K and George A are busy behind the scenes for next year. Today is a reflective episode, featuring a collection of critical insights from a few guests over the past few months: Jason Carrico on sales process Mike Privette on the cybersecurity market in the larger macroeconomic picture Chris Lieu on his approach to outreach Dani Woolf on operationalizing customer researchSubscribe today, wherever you get your podcasts!

Today we have a special episode. George K and George A interview an anonymous cybersecurity professional about her experiences with sexual harassment. To protect her identity, we’ve changed her voice, and the image accompanying this episode uses a portrait rendered in Midjourney.Warning: This episode contains descriptions of repeated verbal and physical harassment that listeners may find distressing.

How do you stand out in a crowded cybersecurity market? Pete Johnson, CMO at Cranium.ai, jumps into the ring to talk about creativity and building relationships with practitioners. George K and George A talk to Pete about:💡What today’s leaders can learn from Gen Z🌯 Burrito marketing! And the lessons from spontaneity…📢 The value of “narrow-casting” vs broadcasting when it comes to cyber messaging🤝 How and why leaders to need lifting others as they go✅ Subscribe to Bare Knuckles and Brass Tacks, wherever you get your podcasts!⭐️⭐️⭐️⭐️⭐️ Rate the show on Spotify or Apple Podcasts, it helps others find the podcast!

🥳 Episode 51! Dani Woolf jumps into the ring to talk about getting to know your customers! Market research is one thing, but how can you use customer research data to drive results?George K and George A jump in head first. In this episode:📊 The cost of novelty vs consistency💡 The differences in What, Now What, and So What in decision making🧭 Forces at work in a changing cyber landscape: market maturity, outreach fatigue, and Google cracking down on bulk email sends💪 How to operationalize customer research for the rest of your marketing team!⭐️⭐️⭐️⭐️⭐️ Rate the show on Spotify or Apple Podcasts, it helps others find the podcast!✅ Subscribe to Bare Knuckles and Brass Tacks, wherever you get your podcasts!

🙌 Today is World Children’s Day! We’re thrilled to bring you a series of interviews with the children of cybersecurity friends and colleagues, ages 9, 11, 14, 17, and 23. From curious to career-bound, George K and George A cover a lot of ground. In this episode:🎩 Staying safe from “Black Hat” hackers!🤖 Will the future be made of helpful or harmful robots?🔐 Protecting your personal data and staying safe on social.🎓 What excites a current student about a career in cyber!The kids are alright. Let’s meet the moment and work on making technology safe for them!🙏 Many thanks to the kids and parents for making the time for these interviews over the last month.Oh, and another milestone: our first “clean” episode! 😂✅ Subscribe to Bare Knuckles and Brass Tacks, wherever you get your podcasts!

In September, we joined forces with our friends at The Cyber Ranch Podcast and Simply Solving Cyber to issue the #CyberCommunityChallenge! We challenged: Vendors to adapt their campaigns for Cybersecurity Awareness Month to give back to the practitioner community. Practitioners to spread the cyber mission outside the walls of their organizations.We saw a lot of posts, and we're excited to announced the winners!

Globetrotting SDR Chris Lieu jumps into the ring! He’s got a storied background and he’s new to cyber, so George K and George A wanted to find out:🤔The role curiosity has played in his career so far🤙How he establishes connections with prospects😳Why he’s turned DOWN meetings⏳ And how to value CISOs’ timeWe also bring back the Sales Gauntlet! 🐉🔥✅ Subscribe wherever you get your podcasts!

What's the ideal cyber sales experience? Terra Cooke jumps into the ring to share the story of the best sales interaction she's ever had! George K and George A examine this further...In this episode: 🚨Why you should never go around someone's back to their boss, be it the CISO or whomever💯 How to keep it real throughout the process🤝 Why humility and humanity will get you far🎯 How to listen for when your prospect identifies the target buyerSubscribe wherever you get your podcasts!

CISO, market observer, and newsletter author, Mike Privette, joins the show to talk about how a new financial reality is shaping the cybersecurity industry.George K and George A talk to Mike about:💡 Where companies now need to focus their energy in a new VC reality.📉 How the end of free money affects sales culture and outreach methods🤔 How security leaders are thinking about purchases, with tightened budgets🪗 Why the cyber ecosystem is more like an accordion than anything else!🎧 Check out Mike’s excellent newsletter, “$ecurity, Funded”

Long time listener and fellow podcast host, Jason Carrico, jumps into the ring to talk about the challenge of scaling sales teams! George K and George A really get into the nitty gritty on this one!In this episode:👁️ Where sellers should focus their attention (hint: it’s not the top of the funnel)📈Common pitfalls to avoid when scaling a startup sales team🤝 How all that “salesy stuff” is really a team effort with the buyer🧠 The difference a change in mindset can make vs studying different sales methodologies📕 Mentioned in this episode: “The Unsold Mindset”🎧 Check out Jason’s podcast, “All That Salesy Stuff,” hosted along with his friend Walt.———🙌 This October: The Cyber Community Month challenge is ON!Vendors: we’re challenging you to come up with campaigns that give back to the customer community rather than sending awareness spam.Client-side practitioners: Engage your communities, volunteer at schools, help nonprofits, etc. to spread cyber skills beyond just their employees.🏆 We’re awarding prizes in November. Share your efforts on social with #CyberCommunityChallenge!

What does cybersecurity messaging look like to an outsider? Mariana Padilla, CEO of KIKrr, steps into the ring! George K and George A dialed in from opposite sides of the globe for this one!In this episode:🙌 Democratizing the software buying process🤝 The power of community and storytelling👀 Mariana's outsider perspective on cybersecurity's jargon addiction💰 Where DEI needs to start in tech (hint: not just jobs)📲 We want to hear from you! If you have an experience -good or bad- that you want to share, record a memo and send it our way to bareknucklespod [at] gmail.com! We’d love to feature your experience!———🙌 This Month: The Cyber Community Month challenge is ON!Vendors: we’re challenging you to come up with campaigns that give back to the customer community rather than sending awareness spam.Client-side practitioners: Engage your communities, volunteer at schools, help nonprofits, etc. to spread cyber skills beyond just their employees.🏆 We’re awarding prizes in November. Share your efforts on social with #CyberCommunityChallenge!

With a sick guest, and some time zone tango as George K and George A are both traveling, we bring you a Best Of edition, featuring key moments from recent conversations with Evgeniy Kharam, Eliza May Austin, Medus4 aka Katelyn Bowden, and Jeff Wheatman.In this episode: Tactical booth strategies to build credibility at events Reputation recovery from bad outreach A hacker’s advice on getting started and what male allies can do to stamp out toxic masculinity in cyber And how to lead sales with giving and relationship buildingAlso this week, we’re featuring a recent voice memo from listener Nick Mullen!If you have an experience - good or bad - that you want to share, send us a voice memo at bareknucklespod [at] gmail.comWe’d love to feature your experience!

Joel Benge, Principal at Message Specs, and self-described "message therapist," steps into the ring!George K and George A talk to Joel about common sales and marketing messaging mistakes, and Joel runs the first “Messaging Maze,” with on-air reviews of audience-submitted outreach emails!In this episode we get into:💬 The power of empathy and understanding in building trust and open communication.🔄 Taking a first principles approach to messaging involving all organizational facets.🤝Joel takes audience questions in the Brass Tacks part of the show.✅ Subscribe wherever you get your podcasts!Mentioned in this episode: The Storytelling Animal, by Jonathan Gottschall

Jeff Wheatman, security evangelist at Black Kite, jumps into the ring with a storied background, from consultant, Gartner analyst, CISO advisor, and now as evangelist. George K and George A talk to Jeff about:🚑 Ambulance chasing and why exactly it doesn’t work👉 Who you’re REALLY selling to (hint: it’s not the CISO)🧘‍♂️ Jeff’s advice for staying sane amidst the stress and noise in cybersecurity🦸 Why CISOs are not the hero in their own story (and who really is)✅ Subscribe wherever you get your podcasts!--------🙌 This October: The Cyber Community Month challenge is ON!Vendors: we’re challenging you to come up with campaigns that give back to the customer community rather than sending awareness spam.Client-side practitioners: Engage your communities, volunteer at schools, help nonprofits, etc. to spread cyber skills beyond just their employees.🏆 We’re awarding prizes in November. Share your efforts on social with #CyberCommunityChallenge!

🤝 George K and George A join forces with Allan Alford from the Cyber Ranch Podcast, and Aaron Pritz and Cody Rivers of Simply Solving Cyber!🤨 Together, this trifecta weighs in on the October bonanza that is Cybersecurity Awareness Month. While the month started in 2004 to raise cybersecurity awareness among the general public, it’s now become an excuse for vendors to inundate inboxes with inane messaging.🙌 Introducing: The Cyber Community Month challenge!Vendors: we’re challenging you to come up with campaigns that give back to the customer community rather than sending awareness spam.Client-side practitioners: Engage your communities, volunteer at schools, help nonprofits, etc. to spread cyber skills beyond just their employees.🏆 We’re awarding prizes in November. Share your efforts on social with #CyberCommunityChallenge!

George K and George A reflect on recent cyber news, trends, and podcast updates!In this episode:🤝 Cybercrime Crowdsourcing: Sophos is out with a new report on Russian hacker forums are gamifying cyberattacks. Borrowing from legitimate security events like Pwn2Own, they're offering cash prizes for innovative attack methods, but with darker aims.🪞 Deepfake Tech Surge: With deepfake technology becoming more accessible, what are the implications for cybersecurity and public trust? Read more in Bloomberg. 💸 How Much Impact Did the Zero Interest Rate Period Have on Tools Acquisition? George A gives the CISO perspective on reckoning with tighter budgets and how interest rates will be reshaping cybersecurity tool purchases.Also mentioned:Layoff to Liftoff: George K is chronicling his own layoff journey because George A told him to, through a series of LinkedIn articles. Chapter 1 is out now. Famed hacker Sick Codes on ARM putting the D in DBAGs when it comes to security researchers’ work. Read more on LinkedIn.👀 Coming soon!🙌 MORE guest interviews!🎁 Swag store!Follow the show on LinkedIn, and subscribe wherever you get your podcasts!

🐍 🔥 🧨 Medus4 aka Katelyn Bowden leaps in the ring, flamethrower at the ready. A member of Cult of the Dead Cow, Katelyn is a hacker and self-described “sinfluencer.”George K and George A wanted to catch up with Katelyn after her talk at DEFCON31 on what she’s building on top of the new Veilid application framework.…And in light of our previous episode, wanted to touch on her own experiences with toxic masculinity.In this episode we get into:💥Katelyn’s origin story and the formation of the BADASS army💡 The importance of soft skills, community building, and creativity in hacking⚡️ Katelyn’s thoughts on separating “hacking” from “infosec”💸 And the future of de-monetized social mediaLearn more about the Veiled project and how you can contribute at veilid.com✅ Subscribe wherever you get your podcasts!

🤯 Response to our Hacker Summer Camp recap was immense! Shorter episode this week as George K and George A reflect on listener feedback, and touch on some plans for season ✌️, including…👊⚡️ Listener support to produce MORE SWAG and hosted events!🧳 🎙️ Bringing the Bare Knuckle energy to your next conference or gathering! Have pod, will travel.🔥🔥 The heat can’t stop, won’t stop!✅ Subscribe wherever you get your podcasts!

What happens in Vegas...should not stay there! George K and George A share highlights and low points from Infosec’s big shindig in Sin City.The Good:🤝 The magic of meeting folks IRL💡 Exchange of ideas💪 Vendors showing up with the C-suite and experienced technical staff✊ SquadCon as a show and a vibeThe Bad:🗣️ Public speaking skills need a boost🏎️ Why are there so many F1 cars??🙄 If you need gimmicks, how good can your solution be?The WTF:🛑 Endemic levels of sexual harassment NEED TO STOP💀 Vendors relying sexualized messaging need to GTFO👊 ⚡️ Subscribe wherever you get your podcasts!✅  Follow our LinkedIn page for updates!

The team is taking a break to celebrate the end of season 1. Here’s a replay of our conversation with JD Sherry. It offers valuable insights from the VC side, with advice on how and when to scale sales teams, and a cautionary tale about what happens when cyber startups try to do that too early.George K and George A talk to JD Sherry about his journey from CIO to VC, and everything he's learned along the way, like:📈 Common pitfalls in GTM strategies💰 How to scale a sales team successfully💸 and how NOT to scale one🤝 Why a consultative approach leads to longer term success⚙️ and all the elements that need to lock into place across sales, product, engineering, and success to drive growth--------Both George A and George K will be at Black Hat and DefCon this year. You can hang out with with the Bare Knuckles crew and whole bunch of other podcast all-stars on August 9th at 5 pm, including Hacker Valley Media, The Cyber Queens, and Audience 1st. Register at cyberpodworld.com. Hope to see you there!👊 ⚡️

💡 Evgeniy Kharam, cybersecurity architect, advisor, and evangelist, steps into the ring to talk about conferences, event follow up, and more!George K and George talk to Evgeniy about his unique journey from the Israeli Navy to working with a superstar MSSP. The conversation touches on:🤝 How to build common ground between buyers and sellers at cybersecurity events and conferences.🗣️ Effective communication lessons from very particular paintball training course.💪 Strategies for effective both engagement, including how to qualify out, how to pivot, and what kinds of positions should be on hand.✋ Taking ownership and accountability when talking to buyers, as in what would you do if you weren’t repping a business but yourself?Tune in and subscribe wherever you get your podcasts!———If you’re heading to Black Hat, come hang out with us and our podcast friends on Aug. 9th! Register here: https://cyberpodworld.com/

🙌 Eliza-May Austin, founder and CEO of th4ts3curity.company steps into the ring! Her viral LinkedIn post seeking someone to help with sales without being pushy or a knob set off something of a firestorm in cybersecurity sales. 😳 George K and George A talk to Eliza about:🚀 How she went from frustrated tech insider to CEO🧞‍♂️ 🦄 ✨ The “magic genie” role she’s looking for, a consultative advocate who’s curious and works with a longer time horizon🤝 The culture she’s built that seems 4 years of organic growth and little employee turnover💪 The inner core of her confidenceThere’s plenty of snark and laughter along the way!👊 ⚡️ If you’re heading to Black Hat, come hang out with us and our podcast friends on Aug. 9th at 5 pm! Register here: https://cyberpodworld.com/

Today, we have a special Replay episode, courtesy of our friends at Hacker Valley Media.This is an interview that George K did along with Dani Woolf, founder and CEO of Audience 1st. They released a report in June analyzing vendor marketing messaging at RSA, and compared those finds with survey data from security buyers. Our mission was to examine any divergence and suggest ways to close the gap. We talked to host Chris Cochran about the findings.------In a world overflowing with buzzwords and sales tactics, Dani Woolf and George Kamide have joined forces to investigate the gaps between cybersecurity vendor marketing strategies and the actual needs and expectations of cybersecurity leaders.Their recent study aims to illuminate how vendors market, position, and message their products and services, and how these strategies align (or don't) with the evaluation and purchasing behaviors of cybersecurity leaders.This candid conversation, hosted by Chris Cochran, promises to challenge the status quo, providing a fresh perspective on cybersecurity marketing and sales. Tune in to learn, engage, and transform the way you approach your marketing and sales strategy.Don't miss this chance to cut through the buzzwords and jargon, and get down to what really matters.Download the 2023 RSA Conference Messaging Analysis and Buyer Research Report: https://www.audience1st.fm/2023-rsa-conference-messaging-analysis-buyer-research-reportOriginal LinkedIn Live Video: https://www.linkedin.com/events/cybermarketingandsaleswithoutth7080621633660465152/comments/

Short episode this week! George K and George A weigh in on threads, cyber news, but most importantly, how to meet up at Black Hat 2023! 👀 🧵 So Threads is a thing, but are we just all playing in the billionaires’ sandbox? 🛡️ Supply chain and OT attacks are bananas right now 🎲 Meet the Bare Knuckles & Brass Tacks squad at Black Hat! We’ll be alongside Audience 1st, The Cyber Queens, Hacker Valley Media, and Alissa Knight!Register here: https://cyberpodworld.com/👊 ⚡️

🤖 👍 Longtime listener and seasoned BDR, Nafis Muhammad, steps into the ring! What a story this guy has! George K and George A talk to Nafis about what he learned about building relationships and trust from selling door to door.Also in this episode:😳 How Nafis persevered after trying to cold connect with George A💡 How he incorporated ChatGPT and Bard into his workflows without sacrificing relationship building🤝 His approaches to personalization🩺 Why domain health means so much to his outreach efforts🐉 🛡 And Nafis runs an especially spicy Sales Gauntlet!✅ Subscribe wherever you get your podcasts!

👊 ⚡ GIVEAWAY TIME! We're giving away 3️⃣ Bare Knuckles & Brass Tacks custom snapback and sticker sets this week!George K and George A are busy planning the next few episodes. No new drop this week, but we wanna hear from you! Here's how you can win:🔗 Share the link to a favorite episode on #LinkedIn this week.✅ Be sure to tag the show so we know!💬 And tell us why you liked the show and what you learned!⏳ *Deadline: Friday, June 30th*Ready, set, go! 🚀 

This week, George K and George A delve into the sales shenanigans they endured recently, and report from the frontlines of enterprise AI tech. In this episode:🏆 Dubious honors that don’t help anything🫠 How to royally botch a demo📢 What old school event outreach can teach about personalization🤖 And George A reports back from the AWS Summit on new enterprise AI capabilities✅ Listen and subscribe wherever you get your podcasts!🧢 Stay tuned for SWAG giveaways this week!

😳 🥊 🥊  Somehow we convinced a VC client partner to step into the ring! George K and George A talk to JD Sherry about his journey from CIO to VC, and everything he's learned along the way, like:📈 Common pitfalls in GTM strategies💰 How to scale a sales team successfully💸 and how NOT to scale one🤝 Why a consultative approach leads to longer term success⚙️ and all the elements that need to lock into place across sales, product, engineering, and success to drive growthDon’t miss this one!Like, subscribe, and share wherever you get your podcasts!👊 ⚡️

In this Special Episode, George K and George A catch up with three women who attended the Canadian Women in Cybersecurity conference hosted by SiberX. All three bring different levels of experience to the conversation.In this episode: 💡 What they took away from the conference 🤝 The role of mentorship and how to seek them out 🚪 Breaking into the industry and HR barriers ⚡️ Tips for networking and how to get the most out of your next conference experience✅ Listen and subscribe, wherever you get your podcasts!

We're back! After a little break, George K and George A are back in the ring. This time, they're talking to Ben Kelly, the BDR referred to us by past guest, Mike Rogers!📅 Learn how Ben is getting more meetings by sending FEWER emails!🤝 Why Ben operates by the golden rule📑 Why research and carefully crafted emails beat generic automation🗣️ What he says when gets pushback🐉 🛡️ And the return of the SALES GAUNTLET!Listen wherever you get your podcasts!

Now dropping on Mondays! In this episode, George K and George A take on: Toronto! That's right, both Georges are heading to the Canadian Women in Cybersecurity conference, hosted by SiberX. This podcast was cooked up after a ten-minute conversation at Black Hat 2022. Imagine what the crew can cook up in 24 hours! 💸 Sales tomfoolery continues, including ghosting warm leads...?! Isn’t revenue the goal…? 🛑 How to lose business!…by breaking trust and going around the project owner. 🙌 Developing personnel through autonomy, goal-setting, and more!✅ Subscribe wherever you get your podcasts!🔔 Follow the LinkedIn page for updates, tips, snark, and giveaways!👊 ⚡️

How do you make an authentic connection with security buyers? London Miller jumps into the ring to talk about his journey from D1 athlete to cybersecurity sales Jedi.George K and George A talk to London about: 🏈 Translating "non-technical" skills sets to cyber 🤔 The mix of humility and curiosity needed to succeed in sales 🤝 How seeking connection builds trust with buyers ✊ And how DEI efforts need authenticity to have any chance at success✅ Subscribe to Bare Knuckles and Brass Tacks wherever you get your podcasts!🛎 Follow the LinkedIn page for updates, events, giveaways, and more!

While away at RSA, George K and George A heard about or received some heinous (and hilarious) outreach attempts including:🥣 Alphabet soup terror🗓️Calendar missiles fired at personal email addresses🫠And using public fines to get a meetingThen they dig into new technologies announced at RSA and talk potential impacts to security team practices.Enjoy!✅ Subscribe wherever you get your podcasts!🛎 Follow our LinkedIn page for more snark, tips, analysis, and giveaways!👊 ⚡️

We're away at RSA this week, but the hits keep coming! Enjoy this "best of" episode featuring parts of our episodes featuring: (Serial killer) SCARY BDR tactics Erika Eakins 👑 on sexism and misogyny from the buying side Maria Graham ⚔️ runs the SALES GAUNTLET Mike Rogers 🥋 on sales tactics that break trust or leave buyers feeling icky Kayla Cytron-Thaler 💡 on the creativity and curiosity the SDRs need to break through the noiseEnjoy!✅ Subscribe wherever you get your podcasts!🛎 Follow our LinkedIn page for more snark, tips, analysis, and giveaways!👊 ⚡️

What if there was a better way to align what cybersecurity leaders are looking for and what vendors are selling? Victoria Germanova, founder and CEO of Callity believes technology can help do just that. In this episode, George K and George A talk to Victoria about: 🔥 Her experience with the cold-call trial by fire 🛡 Her mission to repair trust in B2B sales 🤝  How technology might liberate sellers to focus on what really matters: relationship capital 💰 And what she would tell a room full of CROs ✅ Subscribe wherever you get your podcasts!🛎 Follow our LinkedIn page for more snark, tips, analysis, and giveaways!👊 ⚡️ 

What makes a successful SDR? And how do they stand out against all the noise?SDR Manager Kayla Cytron-Thaler enters the ring, after having successfully gotten through to George A on LinkedIn! No really, he tried to ignore her, but she's that good. 👀 George K and George A jump in, and there are real gems in this episode: 3️⃣ Kayla's 3 Cs for SDR success: Creativity, Curiosity, and Coachability 📈 Understanding CISOs' "zone of resistance" 🥳 How to stand out, while keeping the focus on the customer 🌬 How to avoid the stank of "commission breath" turning off a prospect🎧 Subscribe wherever you get your podcasts!✅ Follow our LinkedIn page for updates!

👀 If sales were a dating game, how would the other side look at your behavior? Cordial, friendly, or creepy incel? CISO Mike Rogers jumps into the ring - and he's a legit trained fighter! - to talk about what works and what's grounds for dismissal. George K and George get real loud on this one! 😬 🔥 tips in this episode: Is the CISO really your buyer? Is that where outreach should start?  How vendors can better equip CISOs with managing stakeholder engagement? Confronting sexism and bias in the sales cycle! Honesty with sales reps!🎧 Subscribe wherever you get your podcasts! ✅ Follow our LinkedIn page for updates!

So...some things happened last week. George K and George A weigh in on the whirlwind with their usual delicacy and diplomacy.Mentioned in the show: Dark Reading article on measuring employee input of sensitive data into ChatGPT George K experimented with a new app using OpenAI's API (say that three times fast), ChatPDF, which allows users to use regular text commands to query the contents of PDFs. A Loom video demonstrating how one user employed ChatPDF to search an MSA. Industry shifts from adtech to climate tech, is this where the next jobs will be?Subscribe wherever you get your podcasts!

Long time listener Maria Graham steps into the ring! George K and George A talk to Maria about how her prospecting is built on research and looking for human commonalities, and why she thinks email doesn’t work anymore. 🤯 🔥 🐉 ⚔️  We also unveil a new segment: THE SALES GAUNTLET!Also in this episode: Brass Tacks on outreach strategies George A ambushes George K! George K and Maria convince George A to get into cyber sales?!This episode is filled with all the usual snark, plus very healthy doses of laughs and colorful language. It was a blast, we hope you enjoy it!If you like what you hear, subscribe wherever you get your podcasts!www.bareknucklespod.com

This week, George K and George A: Dig into the specious AI-powered outreach messaging tactics looming on the horizon Establish the new "Radio Silence Rate" metric using simple Jedi mind tricks Look at cybersecurity news from the US And George K dishes advice on how CISOs can prep for budget-tightening cyclesAgain, for those in the back:🔊 👂 Vendors, turn it up and take notes! If you pay attention, George A is effectively outlining how to approach CISOs when budgets are tight...!✈️  Are you heading to RSA? Stay tuned for some exciting meet up opportunities!Subscribe wherever you get your podcasts!www.bareknucklespod.com

Do you even vCISO? Industry veteran (30+ years and counting!), Terry Chapman, steps into the ring to talk out the ways to build trust with vCISOs, to form lasting partnerships. 👊 ⚡️ Brass Tacks: Solving needs rather than selling features Selling security as a business enabler Speaking the language of risk management Also in this episode, George K almost gets George A to tear his hair out with a crazy story about securing MS Teams!👀 Plus, Bare Knuckles & Brass Tacks will be at RSA this year, will you? Let's meet!New episodes every Wednesday! Subscribe today!www.bareknucklespod.com

This one gets spicy fast! George K and George A dig into the past week's experiences with sexism in AI martech, unacceptable levels of stalking and social engineering in sales, and the hallucinations of LLMs! Why is anti-social behavior acceptable in B2B sales? WTF is up with gendered AI products?! Watch out for LLM delusions of grandeur!👊 ⚡️Brass Tacks How not to be a stalker How not to be a sexist a**hole (apparently it needs to be said)Episodes now dropping weekly! Subscribe today!www.bareknucklespod.com

What are the red lines when it comes to sales outreach? Well, Martin Oresnik would argue it's when a vendor calls your family members asking for you!When he posted about this a few months ago, Martin's post went viral, and seemed to touch a nerve in the infosec community. Which means the aggressive outreach tactics have officially started going way too far.George K and George A wanted to fully humanize this experience because empathy is the only way to get back to trust in cybersecurity sales.👊 ⚡️ Brass Tacks covered here: How to reach out to prospects when they gain new positions Sales training and playbooks What the balance of Patience/Persistence actually meansSubscribe today! www.bareknucklespod.com

George K calls in from the road, and he and George A reflect on powerful experiences with community in cyber from the past week.Also in this episode:  What genuine leadership looks like How not to lose the room Up-leveling your conference game Why sexist conference practices need to called out Calling all VCs!Mentioned in this episode: A Theory of Zoom FatigueSubscribe today! www.bareknucklespod.com

George K and George A jump into the ring to try something new: confronting weekly events!This week, the Bare Knuckles crew brawls over: Waves of tech layoffs Laughable LinkedIn outreach tactics Disintegrating trust as an apparent sales strategy ChatGPT and brain viruses!Subscribe today!

"I don't objection handle." 🤯 Neeko Chessnoe steps into the ring and drops bombs on the cybersecurity sales process! What's the balance between patience and persistence? How do you build a brand around being genuine? How has this empathetic approach fueled Neeko's success?There's so much wisdom in this interview, you might just need to play it twice.We get down to Brass Tacks on discovery questions, event follow up and more!Subscribe today! www.bareknucklespod.com 

Part 2 of our interview with Mahdi Raza and David Mahdi! What role does training play in sales success? Are we setting BDRs up for failure? How do CISOs research products? All this and audience questions!Brass Tacks: Get back to your childhood roots for persuasion How to add value when CISOs aren't ready to buy Nurturing security relationshipsSubscribe today!www.bareknucklespod.com