Overview

Stop sounding like every other vendor in the CISO's inbox. Selling SaaS and cybersecurity is not normal B2B. Buyers are flooded, cycles are long, and old training falls apart the moment a real objection shows up. This playbook cuts through myths and ""bullshido"" and gives you what works in hard markets. You get story-driven lessons, usable frameworks, and speakable scripts you can run this week. Inside you will learn: - How to step into a credible sales persona before every call - Why sales is performance, and how to hold attention from hello to close - Anchoring and trade-down that protect price without discounting - Ethical urgency that moves deals without manipulation - A simple way to turn rejection into math and keep going - How to adapt your pitch for CIO, CISO, and VP Engineering buyers - Accelerators that compress cycles: relationship multipliers and borrowed influence Built from real wins and losses in SaaS and security, this is a field manual you can keep on your desk. Run the moves, refine the scripts, and ship more revenue with your integrity intact.

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Yiphtach ""Yip"" Bopp, known as Yip Bop, has led SaaS and cybersecurity sales teams for 20+ years. He builds repeatable motions across prospecting, demos, and enterprise deals, coaches SDRs and AEs, and turns loss reviews into field playbooks that move real revenue.

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