Zachary Gropper joins John Barrows on the Make It Happen Monday Podcast to talk about Challenger, platform sales, AI research, buyer validation, and why old sales motions are breaking under modern buying pressure. Zachary brings a practical lens from his years around CEB, Gartner, Challenger, Pavilion, and the teams now trying to sell more complex platform solutions in a market full of stalled deals. If you are in sales, leadership, enablement, or go-to-market strategy, this conversation gives you a clearer way to think about insight, trust, buyer confidence, change management, and what sales reps still need to do when buyers already show up with AI-generated research.

Live panel discussion on Insight Revenue’s latest Buyer Intelligence report, Selling Cyber 2026 We’ll examine how the cybersecurity sales narrative is shifting to focus on "solving for the friction of the fix," ensuring vendors prove their worth by proactively addressing the implementation hurdles and operational trade-offs buyers face. We’ll discuss how high-performing teams create context by clarifying exactly what a tool replaces in a crowded stack and how they maintain ownership of the outcome through joint success plans that transition the relationship from vendor to strategic partner. Finally, we’ll explore how this move toward deep, outcome-based selling is fundamentally redefining the talent and skill sets required to lead in the cyber market. Featured speakers Gil Fromovitch, Chief Revenue Officer, Hadrian Michael O'Neil, Cybersecurity Consultant, Uptime Institute Jason Gropper, Former Chief Technologist, Booz Allen Moderator Timur Hicyilmaz, Co-Founder and Chief Researcher, Insight Revenue Read the full report here: https://www.insightrevenue.com/insights-posts/selling-cyber-2026