Marty Goldman’s Post

5 months ago, I shared a post that described… → How most Cybersecurity firms “try” to get deals through the door… You’ll resonate with this if your company relies on referrals or word of mouth to get leads. Most Cybersecurity firms relying on word-of-mouth firms are focused on the OLD WAY… → Attending Large IT or Tech conferences → Relying on network referrals → Leveraging their partners and alliances exposure to build relationships → Holistic approach Which is a model that provides and builds qualitative trust within target contacts... But a great question to ask yourself is... Is this relying on word of mouth and referrals efficient and scalable enough? The answer is NO, as to scale this strategy you’ll need to trade a huge amount of time and resources. And if you’re the one who’s attending those, it gets even more unfavourable For only to get a few opportunities through the door… ↘︎ It’s not efficient enough. Context → Efficiency here refers to 1 Input you make should generate 3 outputs. Instead of: ✕ Attending in-person events ✕ Sales pitching yourself and your company ✕ Building trust and relationships with prospects ✕ Trying to get their contact to later check if they're still interested Resulting in a few opportunities generated … Focus more on this: → Providing qualitative content within your public online presence → Letting customers speak about the quality of service → Focusing on being the expert of 1 single market, 1 Target Persona, 1 Message. → Showcase your track record to the market. By just switching to the NEW WAY you’ll receive: → Candidates wanting to work for your company → Quality inbound leads, ready to buy. → Opportunities that have high LTV → Speeded sales cycle 1 output, generates 4 different outputs... Your company needs to grow, and it cannot grow if you're not leveraging an efficient and scalable marketing and sales GTM strategy.

Do this to skyrocket your sales by leaning your SDRs to create content in social media... This is an insight that came to my mind a few weeks ago… …Which I’ll be using it to increase by 2x 4x or even 10x the rev of the sales reps of my customers In the state of the Cybersecurity market is now something that not an optional to do… Why? When you receive an outbound email, cold LinkedIn message or even a cold call Do you not search the person/company who’s contacting you? And even… Reply to their message or email if they have a big social proof (Great case studies, working with big corporations or big social media following) Yes right? That’s what I aim for increasing the trust with the cold prospects boy having a ton of social proof on the internet… Lead your sales reps to create content, so it will be simpler to convert cold prospect into leads… Because they will consume your content, get aware of their problems, and they’ll see you as one of the companies or persons that can help him. All its about on increasing the social proof + the status delta of you and your sales rep

I tried Cold Outreach but Hyper Personalised. This is what I got.. After just applying this method for 14 days, And by just sending 20 cold emails/DMs I signed 3 new clients for my agency. What method I am talking about? Let me explain in a few simple steps: ◽When someone connect with me on LinkedIn, ◽Few Custom GPTs collect lead info and qualify leads for me (I have talked about this in my previous post.) ◽After getting all the info, I just send the lead a simple but straight forward DM. And It goes like this "Hey NAME, thanks for connecting with me, I hope you will find some value in my content. By the way, I run [Your Business], Helping [Your services description in 1 line]. I have found out a a problem [Your Client's major pain point like "that is reducing 30% of your customer retention rate."] But I have a solution, And I have recorded an 2 min video especially for you And I would love to share it with you. " ◽Here's the twist, Record a video addressing the client's problems and your solutions only if the lead responds positively. ◽Now send the video through email to look more professional and add a CALL TO ACTION. That's it. And I know This process takes a hell lot of time But what's the point in sending 1000 emails a week and only getting 10 appointments. ~~~ I you find any loop hole in it or any scope to improve, I'd love to hear ~~ I am Shaurya Dev Aggarwal Founder and CEO of Cyber Intuition

👏 Yesss, I couldn't agree more! It's absolutely crucial for cybersecurity companies to change their approach to LinkedIn. Treating it like just another spammy sales tool won't get you anywhere. We've got to be smarter about using this platform to sell at scale, build genuine connections, and lead our market in thinking differently. LinkedIn is seriously a game-changer for marketing in the cybersecurity world. But you're right, shifting our focus to building trust over time and leading meaningful conversations around the problems you solve takes effort and dedication. It's a challenge, but the rewards are totally worth it! Thanks for bringing this up, Robert! Your insights are on point! 💪 #demandgeneration #saasgrowth #saasmarketing #leadgeneration

Could not agree with this more from both the sales and marketing side. 1. Build your brand. A company's product could be superior but if they haven't invested enough time in building brand awareness, it will be a nightmare for a sales team to sell ("I'm not responding to the InMail, never heard of ABC company") and the marketing team to create demand gen ("I'm not clicking on that email, never heard of ABC company"). 2. Educate, educate, educate. Thought leadership with a non-salesy, educational focus will go a long way in creating brand awareness, building your funnel and potentially speeding up the buyer journey. What's in? Digital content featuring thought leaders that provide relevant information without the tech jargon, relates to the buyer's everyday pain points, and is consumable in bite-size chunks. If you can achieve both of these, the next time your sales team goes to prospect, your potential buyer just might say "Oh yeah, your CEO's video on the latest penetration testing trends just showed up in my feed. Let's talk."

I've talked to over 200 cybersecurity 🛡 companies and worked with dozens in the last year to help them profitably ramp up demand 📈 . Along the way, I have talked with several CROs, sales leaders, and ambitious sales people. Learned lots of of unique and eye opening things along the way. Here is a short video detailing how you can "Enable Your Cybersecurity Sales Team" by creating demand to maximize ROI, and quite honestly, just making sure you are setting your sales team up for success. Would love to hear your thoughts and insights on what has worked for your business! One lucky commenter 📲 with the best insight just might get a Starbucks gift card ☕ Terms & Conditions: You MUST repost this video and MUST have an active caffeine addiction 🤣

Is your sales team harnessing the power of social selling in a world where over half the global population is active on social media? 🌐   Social selling is a sales strategy that involves using social media platforms to connect, engage, and build relationships with potential customers or clients. It is particularly valuable in B2B sales, where building long-term relationships and trust are essential for closing deals. It complements traditional sales techniques and can significantly enhance a salesperson's effectiveness in the digital age.   Social selling best practices:   1. Optimize your social media profiles 2. Join social media groups and relevant forums 3. Grow your network 4. Share content to build your credibility 5. Read and respond to comments on your posts 6. Comment on, like, and share your prospects and customers posts   Social selling isn't a silver bullet for sales reps seeking quick wins. Success requires salespeople to invest time and effort in engaging with their target audience and establish credibility 🚀📈.   #SocialSelling #Recruitment #Cybersecurity

It used to be you could estimate your new business success by the percentages: what % would reply, what % would meet, what % would close. Today, prospecting is much different: email security, fear of hacking, overzealous salespeople, too many calls, and no time to spare. If you want to get through you need a better plan. I've got some ideas. www.jheenan.com #LetsGrow! #AdAgency #NewBusiness #Prospecting #leads #newclients Agency Growth Consultant

Wednesday (Sales) Wisdom "EVERY company can be hacked - the only difference is in its response" - that's the credo I remember from my cybersecurity days and currently applies to my sales mundane life as well. How come? I believe we all can get "hacked" on an individual level, and not necessarily in the digital realm only - with malicious thoughts, bad habits, impulsive decisions, unproductive influence, etc. Does it make us bad people? No. Does it impact us? Yes. And if you're in sales, you might be sure, you'll find that "hacker attack" consequences very quickly reflected in your pipeline, closed deals # and overall productivity. What did I do when I got "hacked" in sales earlier? Started blaming myself for being hacked. In many cases, when I let the blaming go deeper, started questioning my ability to be a good salesperson in general. What do I do now? I take a deep breath (sometimes it can be a pause necessary to reflect on the situation) and give myself the right to a mistake. Then, I acknowledge the slip-up, evaluate my current situation, and come up with an action plan that's in my power to make things better. Will it 100% prevent me from being "hacked" in the future? No. Will it make me a better salesperson? Yes, 100%. It's not about being perfect, but about being resilient and continuously improving. Here's to a forgiving mindset and a flourishing sales journey for all! 🥂 💼 🤝 💸 #100dayslinkedinboost #day3 #wednesdaywisdom #saleshacks #salesexcellence #salesfails P.S.: my traditional sponsor of photo accompaniment is Unsplash and its creators; this time the credit goes to Alex Shute!

Step-by-Step I would generate 5-6 figures opportunities…. For Info Security Firms... → Step 1: You would isolate a painful problem/inefficiency for ONE SPECIFIC NICHE For example: Cybersecurity for Law firms in the Middle East Why? Cyber Security Firms targeting the Middle East market... Are successfully generating 5,6, and 7 figure deals… By targeting that blue ocean market. — Not a whole industry, not a varsity of countries, not 10 types of customers at once... ONE SPECIFIC PERSON. ONE SPECIFIC COUNTRY. ONE SPECIFIC PAINFUL PROBLEM. → Step 2: You position your service to SOLVE THE BIGGEST & DEPTHS SPECIFIC PROBLEMS FOR THAT ONE, SPECIFIC PERSON. You use outbound emails, LinkedIn Ads or outbound LinkedIn messages, to generate as quickly as possible a potential customer. → Step 3: You would CHARGE A MINUM FEE OF £14K FOR YOUR SOLUTIONS AS ONE TIME PROJECT. → Step 4: You would deliver the value and collect the case study from that ONE CUSTOMER. → Step 5: You would create a video sales letter funnel that highlights that case study and start marketing it to PEOPLE WHO ARE SIMILAR TO YOUR CASE STUDY CUSTOMER. → Step 6: You would launch cold email prospecting campaigns and LinkedIn cold prospecting campaigns and drive 10–20 appointments per week. → Step 7: You would spin up cold traffic, retargeting and channel partner campaigns and drive loads of traffic to your video sales letter funnel. → Step 8: You would hire a commission-based sales team to knock down opportunities you lined up with your marketing funnel. In 12, you would be at $1M. If your life depended on it, that’s what you would do. That’s what I would do in your case... Solving problems for 1 specific customer is more efficient to scale to 6-7 figures. Targeting 1 country is cheaper than targeting whole Top countries. Efficiency helps scale