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July 2022

Why to Use the Compliance Framework in Your Messaging & Positioning | Gary Hayslip
Listen now | I get the fact that you're talking about the offensive framework, but you should really talk about the compliance framework, which a lot of…
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Dani Woolf
41:30
How a Cybersecurity Marketer Buys | The Buyer Centric Revenue Model Podcast
Listen now | I've been interviewing cybersecurity buyers about why and how they buy for 4 months. The tables have turned. Nelson Gilliat, host of The…
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Dani Woolf
59:38
3 Outreach Tactics Cybersecurity Buyers Hate (+ the Alternative)
I’ve received 50 examples of bad outreach emails from cybersecurity practitioners. Here are 3 tactics that stood out to me (and the security pros that…
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Dani Woolf
From Salesperson → Business Value Analyst: How to Help CISOs | Dmitriy Sokolovskiy
How does a CISO present to their board without killing them with numbers? And why are CISOs not getting help from the sales side - the people seemingly…
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Dani Woolf
33:07

June 2022

Building a False Sense of Trust vs. Trusted Advisor Status | Joshua Marpet
Listen now (34 min) | The way you build trust can take you in different directions - down a destructive path of ruined reputation or up a rewarding road…
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Dani Woolf
34:05
Building a Hacker Mindset and Why It's Important | Ferd Hagethorn
Everybody's spread thin and it’s very difficult to train people to free time of security experts. Building the community, building the right mindset…
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Dani Woolf
Are You Turning Off Buyers with Jargon and Geek Speak? | Jenny Botton
There are too many people who think that if you fall into jargon and start spouting geek speak that you're going to impress people. In fact, the…
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Dani Woolf
Inside a CISO's Email Inbox: 5 Outreach Tactics Cybersecurity Buyers Hate (+ The Alternative)
You're probably aware of the volume of emails CISOs get. But, have you ever wondered what their inbox really looks like?
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Dani Woolf
3 Massive Problems That Hinder Cybersecurity Marketers & Salespeople
“Name a problem in the security world.” That was one loaded question Mike Krass, host of “What’s the Problem?” Podcast, asked me 2 months ago. Let's dig…
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Dani Woolf

May 2022

[BEST OF] What CISOs Hate + The Alternative
Dear cybersecurity vendors, please stop doing this. Do THIS instead.
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Dani Woolf
How to Fuel Word of Mouth Referrals | John Gates
Even if you never made a sale with somebody, if they brought you 10 people that ended up needing a solution like yours and you were able to help them…
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Dani Woolf
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