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The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut!Author: Andrew Monaghan
The podcast for sales and marketing teams that tackles the question:How can Cybr Donut grow ARR to 10m by the end of 2025?We talk with cybersecurity CROs, CMOs, CEOs, as well as sales and marketing experts in our movement to Save Cybr Donut. Listen in, and you will get proven strategies to - help you get more leads- win more customers, and,- create your killer go-to-market growth engine. If you are a seller, marketer, leader, CEO, or founder at a cybersecurity company, you are in the right place. Language: en-us Genres: Business, Entrepreneurship, Management Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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Slashing sales cycles: How shorter discovery calls boosted Xona’s revenue and sped up the sales cycle- John Chiappetta, CRO, Xona
Thursday, 30 April, 2026
Send me a text (I will personally respond)Are your discovery calls turning into data dumps that stall deals instead of moving them forward? Frustrated by sales cycles that take forever to close, or feel like discounting is your only lever at the finish line? Looking for actionable strategies to help your team become both faster and more effective in closing cybersecurity deals? This episode brings you proven frameworks from a leader who faced (and fixed) these very challenges.In this conversation we discuss👉 Compressing lengthy sales cycles by restructuring discovery approaches👉 Motivating and aligning sales teams for aggressive growth👉 Leveraging AI and tools to enhance call coaching, follow-ups, and pipeline managementAbout our guestJohn Chiappetta is the Chief Revenue Officer (CRO) at Xona, having joined as Head of North America Sales before recently earning his promotion. With firsthand experience scaling OT at cybersecurity startups, he brings insights into transforming sales effectiveness and team performance.SummaryListen in as John shares how he shortened discovery calls for better engagement, eliminated discounting as the only closing tool, and led his sales team to significant growth. If you want to transform your cyber sales results, this episode is packed with actionable takeaways—tune in now!Connect with John on LinkedIn, learn more about Zona Systems, or book a meeting with Andrew Monaghan to accelerate your sales success.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.
