I've lived and breathed cybersecurity sales for 27 years — and know how to get results in your world.

No one needs another generic sales trainer who sold copiers in the 90s. 

Here’s what sets me apart:

1. Built for Execution, Not Theory
I help you fix what’s slowing deals down right now. From tightening your sales motion to sharpening your messaging, my programs are designed to move the needle fast—not six months from now.

2. 100% Focused on Cybersecurity
I’ve spent over two decades selling and leading in cybersecurity. I speak the language of CISOs, understand how technical buyers think, and know how to help your reps win in competitive markets.

3. Repeatable Systems That Scale With You
This isn’t one-and-done training. I build programs your team can use again and again—from onboarding new reps to closing enterprise deals with confidence.

Cybersecurity sales leaders are given lofty revenue goals and need their teams to maximize every opportunity to exceed the goals. I help them do that. I transform their team from product sellers to positioners of business value. 

I've been in the cybersecurity sales world since 1998 and since January 2020, I have worked with numerous companies as their advisor, consultant, and trainer.

"Critical step in changing our business trajectory."   John Mayhall, CRO @ CyberGRX
"An extended member of the team."                            Denise Hayman, CRO @ Sonrai Security
"A new approach that got results."                               Dan Parelskin, VP Sales @ Axis Security
"Improved our effectiveness."                                      Amin Tavana, VP Enterprise Sales @ Bluescape
"An expert at communicating business value."           Tom Fusco, VP Sales @ McAfee / Checkpoint / Imperva
_______________________
Experienced sales and sales leadership trainer with a demonstrated history of working in the enterprise software industry. Skilled in sales enablement, sales training, sales effectiveness, sales coach, sales coaching, enterprise sales, channel sales, software industry, infosec market, cyber security, software as a service (SaaS), pre-sales, inside sales, and SDR / BDR. 
_______________________

I was wondering which cybersecurity companies grew the most in 2025.

This shows the companies that started with at least 50 employees, sorted by headcount growth.

What's interesting to me is those that grew a lot, but didn't announce any funding in the year.

Any surprises in the list?

Thank you Richard Stiennon and IT-Harvest for the data

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Link to podcast episode

miconexinc

unstoppable-do

cyber-gtm-talk

cyber-gtm-jobs

I make cybersecurity sales teams better. Founder @ Unstoppable.do Host of the Cybersecurity GTM Talk podcast. 🏴󠁧󠁢󠁳󠁣󠁴󠁿 living in 🇺🇲 108 quarter ends in cybersecurity sales.

Precision, not volume.

Just released the latest episode of the Cybersecurity Go-To-Market Podcast featuring Abigail Maines, a true game changer in early-stage sales leadership for cybersecurity startups, former CRO at Hidden Layer and GTM advisor at YL Ventures.

If you're a founder or sales leader mapping out your go-to-market strategy, this conversation is a must. Abigail shares an unconventional approach to building a high-impact sales team that helps you scale faster and smarter. Here are three key takeaways to help you rethink your early sales-stage moves:

🔹 Precision Beats Volume: Early-stage sales aren’t a numbers game. As Abigail  highlights, “Early day revenue is not really a volume game at all. It is much more a precision game.” Focus on finding the exact customers who have the real pain you solve, rather than casting a wide net and chasing big lead lists.

🔹 The Power of a Single, Experienced GTM Leader: Instead of hiring multiple junior reps out of the gate, bring in an experienced, customer-obsessed sales leader. This not only speeds up revenue growth but minimizes chaos and helps flawlessly bridge the gap between product feedback and market needs.

🔹 Content & Trust Matter Most: Before even building out the sales team, Abigail's first hire at Hidden Layer was a content writer, emphasizing the need for strong messaging and third-party validation (think analyst relations & referenceable customers) to create trust and inbound momentum.

Listen, learn, and connect with passionate go-to-market advocates, especially for diversity and inclusion in cyber (shout-out to FIERCE, Abigail's mission-driven nonprofit)!

I make cybersecurity sales teams better. Founder @ Unstoppable.do Host of the Cybersecurity GTM Talk podcast. 🏴󠁧󠁢󠁳󠁣󠁴󠁿 living in 🇺🇲 107 quarter ends in cybersecurity sales.

Who is growing the fastest, but without taking recent funding?

This week, I took a look at which cybersecurity companies grew the most (by headcount) in 2025, despite having low or no funding announced in 2024 or 2025.

This list shows the companies with at least 25 employees, sorted by headcount growth.

It was interesting to me to see those that grew a lot and have the larger headcount numbers.

Any surprises in the list?

Thank you, Richard Stiennon and IT-Harvest, for the data.

I recently talked with Todd Caponi about how a seller can negotiate effectively without feeling dirty, lying, guessing, making it up on the fly, discounting too much, or screwing over customers.  

His new book, "Four Levers Negotiating," is out now at all the usual bookstores.  

If you like the idea of making your life easier and discounting less, you should buy it, devour it, and implement it.

Highly recommended.

Excited to share some powerful lessons from my recent conversation with Kevin Bayly, VP of Sales at Material Security, on the Cybersecurity Go-To-Market Podcast!

Kevin made the bold move from a well-established sales role at Okta to become the first go-to-market hire at a stealth startup. 

His insights are especially useful for anyone thinking about making the leap from a large company to the world of startups, or for founders building their early sales motion.

Kevin’s story is about adapting big-company skills to the startup grind, and the tough (but crucial) disciplines of focus and collaboration.

If you’re thinking about joining a startup or leading a cybersecurity GTM team, this episode is worth a listen!

Lessons from talking with Kevin Bayly of Material Security

DON'T build a big top of funnel at early stage.

Abigail Maines, former CRO (and first GTM executive) at HiddenLayer and current GTM Advisor at YL Ventures has the experiences to back this up.

Precision over volume. Acumen over volume. Experience over volume. 

It's more important to 
- hire fewer people (maybe one person) with acumen and experience, and
- talk with fewer prospects who have (or at least appreciate) the problem you solve.

than it is to build a big marketing funnel and assemble a group of more junior sellers to go after the leads.

Listen to the full episode at CyberGTMTalk.com

CI tools: When I'm watching a call recording, I don't need to see the damn slides in full-screen glory (for the 100th time). I want to see the prospects' reactions to the slides.

One of the many advantages of being face-to-face with a prospect is that you get to read the room. You feel the vibe. Read the body language. See reactions to the conversation.

On a live virtual meeting, you lose some of that, but you can still see facial reactions (if you can see the thumbnails).

But in your conversation intelligence tool, you see none of this.

Instead, you see the seller (because they do most of the speaking). You see the slides.  You see the demo.

When I am watching a recording, and the seller is talking, I don't want to see what the seller looks like. I want to see the prospects' reactions to what they are saying.

I don't need to see the full-screen demo. I want to see the prospects' reactions to the demo.

I don't need to see the slides again. I want to see the prospects' reactions to the slides.

I want to see who is leaning in to read the screen. Who is thoughtfully considering the slides? Who is taking notes? Who falls off their chair when they see your wizz-bang feature that no one else has? And who didn't hear anything about the wizz-bang thing because they were texting.

Why is this not a thing?

Am I the only person who thinks this would be huge?

taplio

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