9 Best Podcasts for Cybersecurity Sellers
A curated list to turn your morning commute into a learning opportunity.
Selling cybersecurity tools is like selling other enterprise software… until it isn’t. If you’ve worked in this field, you know that there are many nuances to the way purchases are made, how buyers communicate with sellers, and how you build a compelling business case.
At the same time, relevant professional resources are surprisingly hard to find. To help you navigate these challenging waters, we’ve compiled a list of some of our favourite podcasts for security sellers. Check it out for some hidden gems you might have missed!
Security-Specific Shows
Sales podcasts can teach you frameworks and tactics, but they can't teach you how a CISO actually thinks about vendor relationships, what makes security buyers uniquely skeptical, or why the pitch that works for HR software falls flat with security teams. These three can.
Cyber GTM Talk
The only podcast on this list dedicated entirely to cybersecurity go-to-market. Host Andrew Monaghan has spent 25-plus years in security GTM - selling directly to customers, leading teams, and advising dozens of vendors on their sales motions. His interviews with CROs and CEOs from companies like Material Security and Cranium dig into security-specific problems: winning lighthouse deals in an unproven category, transitioning from founder-led sales, and scaling when your buyers are some of the most demanding in B2B.
Why we like it: If you're building or running a cybersecurity sales org, Monaghan is talking about your exact problems - not generic enterprise sales challenges that happen to apply to security. The show features a diverse mix of industry players across sales, marketing, and venture capital.
Recommended episodes:
- Material Security: Winning First Enterprise Deals - Kevin Bayly, VP of Sales, on building trust with skeptical CISOs before the company had brand recognition
- YL Ventures: What Makes Security GTM Motions Fundable — Investor perspective on patterns across portfolio companies
CISO Series Podcast
David Spark hosts alongside Mike Johnson (CISO at Fastly) and Andy Ellis (former CSO at Akamai) - two people who have sat through countless vendor pitches and can tell you exactly what lands and what doesn't. The recurring segments are pure buyer intelligence: CISOs share what they're tired of hearing from vendors, and what they actually want more of. When a sitting CISO says they're exhausted by vendors leading with fear and compliance, and want honest conversation about limitations instead, that's something you can act on immediately.
Why we like it: This is about understanding the buyer and how they actually make purchasing decisions. Several episodes are specifically about purchase decisions and offer a direct window into how enterprise security teams evaluate vendors.
Recommended episodes:
- A Quick Way to Tell Which Vendors You Should Avoid - Direct feedback on what lands and what doesn't
Defense in Depth
Geoff Belknap, LinkedIn's CISO, serves as permanent co-host - meaning every episode includes the perspective of someone protecting a company with over 18,000 employees. The show tackles security debates and vendor-practitioner dynamics from the buyer's side: what makes a security team trust a new vendor, how enterprise CISOs think about risk versus innovation, why certain vendors earn long-term relationships while others get churned.
Why we like it: This is about understanding the buyer at enterprise scale. Episodes where Belknap discusses his own evaluation process are particularly revealing - you hear the technical scrutiny and skepticism that security buyers bring to every vendor conversation. Anyone selling into large enterprises can learn something from understanding the thought process.
Recommended episodes:
- How Vendors Should Approach CISOs - Iftach Ian Amit (CSO, Cimpress) on what earns trust
- The Do's and Don'ts of Approaching CISOs - another great discussion of vendor outreach, from the targets of said outreach
Enterprise Sales Methodology
These three won't teach you anything about selling security specifically, but will offer valuable learnings for complex enterprise deals - covering topics such as multi-threading into accounts, building champions who sell when you're not in the room, and forecasting with conviction.
Revenue Builders
The go-to podcast for sales leaders who think at the org level, not the deal level. Host John McMahon is a five-time CRO who helped shape MEDDIC during his runs at PTC, BladeLogic, and BMC. Episodes on frontline manager development and forecasting accuracy are essentially free executive coaching for anyone building or inheriting a sales org.
Why we like it: This podcast stays at a high altitude - this isn't cold call scripts. If you're figuring out how to build a machine that produces consistent results, start here.
Recommended episode:
- Securing Predictable Revenue - Moving beyond pipeline guesswork with Greg Resh
30 Minutes to President's Club
Apple Podcasts | Spotify | YouTube
If Revenue Builders is for building the machine, this show is for operating it. Hosts Nick Cegelski, Armand Farrokh, and Mark Kosoglow interview top performers from Salesforce, Gong, and Slack, extracting the actual words they use. Episodes fit between meetings, and you'll walk away with something to try on your next call.
Why we like it: The champion-building episodes are particularly strong - they break down how to know whether your internal advocate will actually fight for you.
Recommended episodes:
- Building a Business Case with Your Champion — Nate Nasralla's one-page business case framework used to close $30M enterprise deals
- Discovery Teardown — Talk tracks from top performers
Masters of MEDDICC
This one is great for teams already using the MEDDIC qualification framework, which is popular with many enterprise-facing GTM orgs. Host Andy Whyte literally wrote the book (the bestselling MEDDICC guide), and guests include Josh Reiner (VP EMEA at Wiz) and sales leaders from ZScaler - people who've scaled enterprise security sales while staying disciplined on qualification.
Why we like it: If your org already uses MEDDIC or MEDDICC, this will help you get your ducks in a row; but even if you aren’t, you’re still in for some great conversations.
Recommended episodes:
- Josh Reiner (Wiz) on Building Winning Teams — MEDDICC discipline at hypergrowth
- High-Performance Sales Leadership with Marina Ayton — ZScaler's VP of Strategic Accounts on qualification at enterprise scale
Prospecting and Technical Sales
If you’re less worried about strategy and are looking for some actionable tips to help you schedule and close more today, you might want to check these out.
Outbound Squad
Jason Bay and his team obsess over outbound prospecting - cold calling, email sequences, getting responses from people who ignore 95% of their inbox
Why we like it: This is BDR content, built for BDRs. If you're in a closing role, it might feel too granular; but for reps tasked with booking meetings with security buyers, it's one of the few shows that actually speaks their language.
Recommended episodes:
- How to Prospect into Cybersecurity — Alice Shaff (Global Head of Sales Development at Kiteworks) on breaking through to security practitioners
- Cold Email: Landing Meetings Without Hours of Personalization — Cutting through inbox noise
Make It Happen Mondays
John Barrows trains sales teams at Salesforce, LinkedIn, and Okta. The show spans the full prospecting-to-close spectrum with a clear bias toward what you can actually use tomorrow. Some of the best episodes are his collaborations with Chris Voss, the former FBI hostage negotiator behind Never Split the Difference - which can be particularly useful when you're navigating a procurement process with four stakeholders who all have different definitions of success.
Why we like it: Barrows is practical to a fault - most episodes end with something you can use on your next call.
Recommended episodes:
- Chris Voss on Negotiations and Tactical Empathy - FBI hostage negotiation applied to procurement
- Interview with a Master Negotiator - Unintuitive negotiation techniques for multi-stakeholder deals
We The Sales Engineers
Apple Podcasts | Spotify | YouTube
The only podcast we know of dedicated to the technical selling motion. Host Ramzi Marjaba interviews working SEs about discovery calls, demos, proof of value, and the technical selling motion that closes complex deals. If you're a CRO or sales leader managing an SE team, this is how you learn what your technical counterparts actually deal with. If you're an SE yourself, it's one of the few shows where you're not an afterthought.
Why we like it: If you're a CRO or sales leader managing an SE team, this is how you learn what your technical counterparts actually deal with. If you're an SE yourself, it's one of the few shows where you're not an afterthought.
Recommended episode:
- The Basics of the Proof of Concept — Tony Matos on avoiding the demo-to-POC graveyard
Need a Secret Weapon for Selling Cybersecurity? Try Onfire
These podcasts will help you understand security buyers and sharpen your sales execution. But understanding buyers is just the first step, you also need to find them.
Onfire helps cybersecurity GTM teams identify and reach technical buyers with intent data built specifically for security sales. Learn more about Onfire
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