All Episodes (10)

1. 1. Football Fever and Spelling Mistakes + CISO AMA

   In this episode of WTFDIJR, Chris and Dani are uncovering:Reflections on CISO XC in DallasThe value of getting in one room F2F with peersA message from Chris to all security practitionersThe teardownThe problem with assumptionsSelling on an AI model to transcribe accurately English language, while using incorrect grammar and bad EnglishThe buildupTreat me like a human, not just another numberSpend time taking the narrative and have fun with a football-themed inbound messageLive Q&A with the audi

   Dec 18,2022 50:57
2. 2. The “Out of the Box” Preemptive Bribe for a Meeting + CISO AMA

   In this episode of WTFDIJR, Chris and Dani are uncovering:Sending Milo healthy vibesThe importance of employers effectively giving resources to people who need mental health supportThe teardownCutting and pasting attempt number 6The issue with making basic (and bad) assumptionsThe no-win situationThe beholden partThe buildupLive Q&A with the audienceThe solution to change isn’t to blast sales and marketing - leadership has to do their part to affect changeBefore blaming everyone else, look in th

   Dec 18,2022 01:06:06
3. 3. The Calendar Bomb and Acronym Hell + CISO AMA

   In this episode of WTFDIJR, Chris and Dani are uncovering:Reflections on the importance of mental health in the cybersecurity industryUnanswered Qs from last week - how would you like to be invited to a webinar or online event like this one?The teardownThe buildupThe perception of what’s free and not freeLive Q&A with the audienceResearch your client like your researching a new jobThe importance of treating buyers like human before you take their moneySubscribe to our email list to get notified

   Dec 18,2022 01:00:27
4. 4. The Red Herring Calendar Invite + Live AMA with Dani Woolf

   In this episode of WTFDIJR, Chris and Dani are uncovering:Thoughts on Black Hat MEA - the 1st ever.How Chris would like to be invited to a webinar or online event (like this WTF Did I Just Read?)The partial teardown - red herring invites on buyers’ calendarsTechnical glitchesLive Q&A with the audience and Dani WoolfThings to do with upcoming events that will attract conversationsDisconnect between vendors GTM and way customers want to buy - Dani’s lightbulb moment when things needed to changeWil

   Dec 18,2022 40:03
5. 5. The 1st LIVE Session of WTF Did I Just Read? + CISO AMA

   In this episode of WTFDIJR, Chris and Dani are uncovering:Welcome to the 1st LIVE session of WTF Did I Just Read?!Ramping down on conferences before ramping back on upThoughts on the 1st ever Black Hat MEADealing with emails during and post-conferencesThe teardownThe buildupLive questions:If I know exactly what someone’s tech stack is, the solutions they use, and the problem with those solutions - is there an educated way to send out a good email to talk about complimenting, replacing, or consol

   Nov 14,2022 01:00:56
6. 6. If An Email Was a Narcissistic Dominatrix

   In this episode of WTFDIJR, Chris and Dani are uncovering:Happy Birthday to Chris!Changing focus in communication by seasonFrustration with people not paying attention and make assumptionsThe teardown:Invite to the big boss, my CEOReferencing my CEO and name as a CISOBelittling my role as a CISOMaking an assumption that I don’t know anything about manufacturing - throwing a blanket assumption that I don’t know the market and you can save the dayAssuming the good part is having a conversation wit

   Nov 08,2022 29:03
7. 7. The Sales Sticker: Save 15-30% - Apply Now!

   In this episode of WTFDIJR, Chris and Dani are uncovering:Dani’s frustration with sales reps not taking constructive criticism wellSometimes cold emailing and calling is the only way to get in front of the right people.The problem with long introductory messagesThe teardown:The stepping stoneDay of the weekWe do everything and anything all the timeSave 15-30% now!Let’s schedule a 15-minute video call - the world’s worst lieThe buildupDo TCO reports help buyers evaluate a solution?Statistics to u

   Nov 07,2022 26:30
8. 8. You are The Lucky Lottery Winner x 5

   In this episode of WTFDIJR, Chris and Dani are uncovering:A short pity part: 4 minutes of 43 seconds of kvetchingThe teardown:Email 1 - flat out goes for the sellEmail 2 - you are still the lucky winner of two day’s ago emailEmail 3 - do you have security things on your roadmap?Email 4 - repeat the aboveEmail 5 - the pity me email - we hoped to have a “symbiotic” relationship - please choose from 3 reasons you aren’t answering meThe problem with automation in outreachThe world’s worst lie: unsub

   Nov 07,2022 27:34
9. 9. The Teenage Angst & Drama-Ridden, Emotional Turmoil

   In this episode of WTFDIJR, Chris and Dani are uncovering:Ambulance chasing and FUD - the issue with picking on the headline of the dayIs there a right way to approach massive breaches that occur in the industry?How to empathetically deal with breaches like the Uber breachThe evolution of a CISOs email inbox - from day one on the job to presentThe teardown:The appreciative subject lineI’m not at the top of your listI haven’t heard back from youCan you put me in touch with another senior executiv

   Nov 07,2022 30:50
10. 10. Why Are We Digging Into the CISO’s Inbox?

    It’s not enough for buyers to bitch about what isn’t working, right? That isn’t fair to you. We need to understand the alternative. We need to fix the problem.How will this podcast help marketers and sellers?You’ll learn effective methods to outreach high-consideration cybersecurity buyers.You’ll be able to more authentically build real relationships with cybersecurity buyers that will boost your long-term career.You’ll improve your (and your company’s) reputation as a marketer or a salesperson.

    Nov 07,2022 23:04