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BKBT Productions
Hosted by two guys named George on either side of the divide, this is a cybersecurity podcast that tackles the relationship between vendors and their customers. George Kamide is on the security vendor side, and George Al-Koura is a CISO on the customer side. Vendors gotta sell, and companies need tooling to protect their data. Tune in to hear real conversations from opposing sides of the pitch about cybersecurity marketing, sales, and go to market strategies. We go after these topics and bad practices with bare knuckles, then it’s down to brass tacks to look for solutions. Tune in to hear from guests from either side, including CISOs, SMEs, sales leaders, frontline account managers, and more!
Erika Eakins on Building Trust and Being a Cyber Queen
How much technical knowledge should cyber sales reps have? How do you build trust that drives long-term revenue? And just what level of awful do women in cyber have to put up with?This episode comes out of the gates hard. Warning: contains very real and very NSFW descriptions of sexual harassment.Down to Brass Tacks: What SDRs and BDRs can do to succeed on their first day How to conduct deals with integrity How men in cyber can be real alliesIf you like what you hear, subscribe today!www.bareknucklespod.com
45:5806/12/2022
Is that BDR Gonna Make Me Into a Lampshade?!
Cagematch episode! From gimmicks that creep us out to straight up relationship abuse, George K and George A hit the mics ready to unload, flamethrowers drawn and ready! It's loud, it's fun, but like always, they get down to brass tacks on the sales approaches that work and build trust.If you like what you hear, subscribe today!www.bareknucklespod.com
32:1108/11/2022
Chris Castaldo on How He Buys as a CISO
Is your sales process showing through?! Chris Castaldo, CISO at Crossbeam, jumps into the ring to talk about the worst and best he’s experienced on the buying side. Having started on the vendor side, Chris has a deep understanding of sales qualification. In this episode, we get into: How he views his role as a CISO when it comes to learning about new tech The value of partnerships over transactions His preferred method for reaching him Why “cold everything” is deadWe take on audience questions, and then get down to Brass Tacks: Chris’s top 3 recommendations to sales leaders for how to improve their processes.If you like what you hear, subscribe today!www.bareknucklespod.com
33:3120/10/2022
Neil Saltman's Survival Guide for Selling to CISOs
Neil Saltman joins us! Neil is a long time cybersecurity sales leader and the co-author of Cyber Security Sales: A Buyer’s and Seller’s Perspective. He’s also a brave soul, because he volunteered to step into the ring!Bare Knuckles: Neil shares his thoughts on: Building trust through authenticity The need for relentless curiosity in security sales Meticulous notetaking with an always learning attitudeBrass Tacks: We get into specific recommendations for those starting out in sales, and how to balance "nice" with "pushy." Spoiler alert: It doesn't matter if you're not providing value.Subscribe today!www.bareknucklespod.com
36:1812/10/2022
LinkedIn: Be a Person, Not a Pitch
We're kicking off the show with a hard look at the cybersecurity vendor/customer relationship on LinkedIn. It's only fitting, given it where we first met. At its best, LinkedIn is a place to connect with thought leaders and make new professional connections that help you thrive. At its worst, the platform can feel like a speed-dating hellscape. What's the best way for sellers to approach prospects on LinkedIn? How do you add value? How do CISOs like to use it?We go after bad practices with bare knuckles, but get down to brass tacks with advice on posting rhythm, post types, and how to get the most out of this valuable platform. Subscribe today!www.bareknucklespod.com
37:4728/09/2022