Bare Knuckles and Brass Tacks
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...
Ben Kelly on Getting More Meetings with Less and Just Being Yer Damn Self!
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!
The Georges Take on Toronto! Team Development, GPT Trends, Sales Tomfoolery
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. 🙌 …
London Miller on Seeking Connection, Discipline, and DEI Efforts
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 …
RSA After Action Report, Heinous Outreach, and New LLM Security Stack
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!👊 ⚡️
💥 The Hits Keep Coming: Best of Bare Knuckles & Brass Tacks
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 …
Victoria Germanova on Trial by Fire Cyber Sales, Metrics, and Repairing Trust
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 …
Kayla Cytron-Thaler on Creativity and Avoiding "Commission Breath"
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, …
CISO Mike Rogers on How to Behave Yourself in the Sales Dating Game
👀 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 …
Chaos abbreviated: GPT4, SVB, WTF?!
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 …
Maria Graham on Building Trust with Cybersecurity Buyers
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 …