In this episode, Chief Revenue Officer of Cymulate, Brian Stone discusses his 20+ years of senior sales and sales leadership, building and scaling mid-stage growth SaaS companies, and the steps managers need to take to build and develop great sales teams. KEY TAKEAWAYS FROM THIS EPISODE: Not having the right experience doesn’t necessarily mean you won’t be able to make it. In sales, it’s important to get yourself out there. If you want to earn more money, you have to be willing to work hard for it. If you don’t try something new, you won’t know what skills or achievements are waiting for you on the other side. It’s important to have a real human connection with your clients, so that – if the worst happens – you will have their back. Perseverance and passion are the most important things you need to find in a potential hire. As a manager, you are part psychiatrist, part counselor, part friend, and part co-worker. You have to be able to switch between being a disciplinarian and an accountability partner. Be authentic. TODAY’S GUEST Brian Stone is a world-leading global head of sales. He has a track record of scaling Cybersecurity companies from $10 million to over $150 million, having led sales for companies including PhishMe (Cofense), Risklens and is the current Chief Revenue Officer of Cymulate, a leading Breach and Attack Simulation vendor. Brian learned the value of hard work back when he worked on a lobster boat in Maine, waking up at 4:30 am to pull lobsters out of the ocean then selling them in the local market. His work ethic continued to serve him well as he transitioned into sales, where he built a successful career in senior sales and leadership positions with global software vendors such as PhishMe and Oracle, and several early-stage tech ventures, resulting in two acquisitions and an IPO. For more information, or to get in touch with Brian, check out: https://twitter.com/bstone215 https://twitter.com/Cymulateltd https://www.linkedin.com/in/bstone215/ YOUR HOST Simon Lader is the host of The Conference Room, Co-Founder of global executive search firm Salisi Human Capital, and online coaching firm Salisi Academy. Since 1997, Simon has helped Senior Executives achieve Life Transformation through finding their ideal job and consulted with leading enterprise software and cybersecurity vendors to build highly effective teams. Get to know more about Simon here: Podcast Website: https://theconferenceroompodcast.com Website: https://simonlader.com/ Twitter: https://twitter.com/simonlader LinkedIn: https://www.linkedin.com/in/headhuntersimonlader Facebook: https://www.facebook.com/simonlader Spotify: https://open.spotify.com/show/3dd0obQSM8cYRV0HCxiuF0xiuF0