<![CDATA[Sales Signals]]>a56b2d64-2729-56cf-9ff0-959f33e4c559Wed, 15 Apr 2026 06:00:05 +0000Captivate.fmCognismhttps://artwork.captivate.fm/d3254b1d-1633-43de-9531-009dce880f74/new-thumbnail.jpgSales SignalsCognismCognismSales Signals is a podcast for revenue leaders who don’t just look at data - they act on it. Each episode breaks down the signals shaping modern sales teams through a simple lens: Data. Insight. Action. From misleading metrics to high-impact indicators, we uncover the stories behind the numbers and what decision-makers should do next. If you’re responsible for revenue and want to move beyond dashboards into decisive execution, this show is for you.https://salessignals.captivate.fmfalseepisodicnopodcastWhy some Sales training might not change behaviour, with Mark Wills, CEO and Founder of Perception Selling.aiWhy some Sales training might not change behaviour, with Mark Wills, CEO and Founder of Perception Selling.aiMost sales teams invest in training, but see little change in results. In this episode, Mark Wills explains why performance is driven by behaviour, not knowledge. From discovery and client centricity to leadership and system-level thinking, this conversation unpacks how to turn sales methodology into real, repeatable performance.

Find Mark and his team here: www.perceptionselling.ai

]]>Most sales teams invest in training, but see little change in results. In this episode, Mark Wills explains why performance is driven by behaviour, not knowledge. From discovery and client centricity to leadership and system-level thinking, this conversation unpacks how to turn sales methodology into real, repeatable performance.

Find Mark and his team here: www.perceptionselling.ai

]]>e124ee62-a06a-418e-b36f-0dc34f3486afWed, 15 Apr 2026 07:00:00 +010031:17falsefull3443How job change signals unlock pipeline with Johnny Stiffell, Mid-Market AE at CognismHow job change signals unlock pipeline with Johnny Stiffell, Mid-Market AE at CognismWhen someone joins a company, they don’t just bring experience, they bring change. In this episode, Johnny breaks down how he uses job change signals to break into accounts, build relationships with new stakeholders, and create pipeline from day one. From SDR to AE, we unpack how identifying the right moment to reach out can be the difference between being ignored… and starting a deal.

]]>When someone joins a company, they don’t just bring experience, they bring change. In this episode, Johnny breaks down how he uses job change signals to break into accounts, build relationships with new stakeholders, and create pipeline from day one. From SDR to AE, we unpack how identifying the right moment to reach out can be the difference between being ignored… and starting a deal.

]]>85a34527-1f57-4c66-a68b-9bbf627ed110Wed, 01 Apr 2026 07:00:00 +010016:43falsefull3333When the data says jump with Darius Lohmann, Former Cognism and Hubspot AEWhen the data says jump with Darius Lohmann, Former Cognism and Hubspot AEIn this episode of Sales Signals, we sit down with Darius, former Cognism and HubSpot sales performer turned founder, to unpack the real signals behind modern selling.

After closing deals, making mistakes, building a LinkedIn presence from scratch, and now launching his own outbound-as-a-service business, Darius shares the data, insights, and actions that shaped his journey.

]]>In this episode of Sales Signals, we sit down with Darius, former Cognism and HubSpot sales performer turned founder, to unpack the real signals behind modern selling.

After closing deals, making mistakes, building a LinkedIn presence from scratch, and now launching his own outbound-as-a-service business, Darius shares the data, insights, and actions that shaped his journey.

]]>eda3cb5b-9c36-4e40-a36a-43491334d085Wed, 18 Mar 2026 07:00:00 +010024:40falsefull3223The Sales Recession Signal with Kyle Hegarty, Managing Director of Leadership NomadThe Sales Recession Signal with Kyle Hegarty, Managing Director of Leadership NomadWhat happens when buyers are 90% through the journey before sales even shows up? In this episode of Sales Signals, Kyle shares the data behind declining quota attainment, the collapse in formal sales training, and why today’s reps must evolve from sellers to coaches. The signal is clear: the old playbook is broken. The question is, what replaces it?

]]>What happens when buyers are 90% through the journey before sales even shows up? In this episode of Sales Signals, Kyle shares the data behind declining quota attainment, the collapse in formal sales training, and why today’s reps must evolve from sellers to coaches. The signal is clear: the old playbook is broken. The question is, what replaces it?

]]>3df32b78-c167-48d6-90f8-83200463f0b3Wed, 04 Mar 2026 07:00:00 +010039:55falsefull3113Your Product Isn’t the Problem, Your Prospecting Is. Gabe Lullo on Fixing GTM FailureYour Product Isn’t the Problem, Your Prospecting Is. Gabe Lullo on Fixing GTM FailureMany leaders will happily talk for 45 minutes about their product… and struggle to talk for two about their prospecting engine. In this episode of Why Did It Fail?, Gabe Lullo, CEO of Alleyoop, joins Shivan to unpack why that gap quietly kills startups and stalls growth in mid-market and enterprise sales teams.

Gabe shares stories from decades in the trenches: SDRs who couldn’t make it past lunch, weeks of zeros on the whiteboard, clients who raised millions and still ran out of runway, and what changes when you treat prospecting with the same seriousness as product. He breaks down how Alleyoop makes over a million dials a month and how his team uses AI as a sparring partner to prepare reps for the only 9-10 objections that really matter.

Gabe offers a clear challenge: if you obsess over building the product but take a casual approach to go-to-market, you’re betting the company on hope. He explains when it makes sense to outsource SDR, how to instrument your sales engine like an F1 car, and why the founders who win are the ones who own the front end of the funnel.

]]>Many leaders will happily talk for 45 minutes about their product… and struggle to talk for two about their prospecting engine. In this episode of Why Did It Fail?, Gabe Lullo, CEO of Alleyoop, joins Shivan to unpack why that gap quietly kills startups and stalls growth in mid-market and enterprise sales teams.

Gabe shares stories from decades in the trenches: SDRs who couldn’t make it past lunch, weeks of zeros on the whiteboard, clients who raised millions and still ran out of runway, and what changes when you treat prospecting with the same seriousness as product. He breaks down how Alleyoop makes over a million dials a month and how his team uses AI as a sparring partner to prepare reps for the only 9-10 objections that really matter.

Gabe offers a clear challenge: if you obsess over building the product but take a casual approach to go-to-market, you’re betting the company on hope. He explains when it makes sense to outsource SDR, how to instrument your sales engine like an F1 car, and why the founders who win are the ones who own the front end of the funnel.

]]>44d46642-5e02-4771-9e43-353630b0bf23Wed, 18 Feb 2026 07:00:00 +010027:18falsefull221212Staying Too Long: How Redundancy Reset Stuart Taylor’s CareerStaying Too Long: How Redundancy Reset Stuart Taylor’s CareerIn this episode of Why Did It Fail?, Stuart Taylor, CRO at The Lennox Academy, opens up about a failure most people only talk about in whispers: staying at a company too long after an acquisition… and being made redundant as a result. He talks candidly about what it felt like in the moment, the shock, the hit to his identity and much more.

Stuart and Shivan dig into the uncomfortable truth about loyalty, timing your exit, and recognising when a role or company has stopped serving your growth. Stuart shares the mindset and practical steps that helped him rebuild, and how that experience now shapes the way he leads, hires and coaches revenue teams.

]]>In this episode of Why Did It Fail?, Stuart Taylor, CRO at The Lennox Academy, opens up about a failure most people only talk about in whispers: staying at a company too long after an acquisition… and being made redundant as a result. He talks candidly about what it felt like in the moment, the shock, the hit to his identity and much more.

Stuart and Shivan dig into the uncomfortable truth about loyalty, timing your exit, and recognising when a role or company has stopped serving your growth. Stuart shares the mindset and practical steps that helped him rebuild, and how that experience now shapes the way he leads, hires and coaches revenue teams.

]]>85b9f335-b4e6-4020-9703-d5da78ca3c77Wed, 04 Feb 2026 07:00:00 +010024:07falsefull220202From Spray and Pray to Strategic: How Ayah Daniel-Rashid Levelled-Up Her SDR GameFrom Spray and Pray to Strategic: How Ayah Daniel-Rashid Levelled-Up Her SDR GameWhen Ayah joined Cognism, she didn’t know what an SDR was, but she knew how to hustle. Her first few months were a blur of spray-and-pray dialling: huge lists, minimal research, mass calls… and 400% of target in month one. It worked. Until it really didn’t.

In this episode of Why Did It Fail?, Ayah sits down with Shivan to unpack the dark side of spray and pray: the stress, the lack of control, the low-quality pipeline and the moment she realised her “success” wasn’t sustainable. She talks through how reaching out for help changed everything, how she rebuilt her approach around intentional accounts, proper research and multi-channel outreach, and what a genuinely good cold call looks like now.

Ayah also shares how this phase shaped her resilience, mindset and confidence, from handling constant objections to nurturing accounts “like little babies” instead of burning through them. If you’re an SDR leaning on spray and pray to hit your number (or managing a team who are), this conversation is a sharp, honest look at why that approach fails long term — and how to replace it with something that actually scales.

]]>When Ayah joined Cognism, she didn’t know what an SDR was, but she knew how to hustle. Her first few months were a blur of spray-and-pray dialling: huge lists, minimal research, mass calls… and 400% of target in month one. It worked. Until it really didn’t.

In this episode of Why Did It Fail?, Ayah sits down with Shivan to unpack the dark side of spray and pray: the stress, the lack of control, the low-quality pipeline and the moment she realised her “success” wasn’t sustainable. She talks through how reaching out for help changed everything, how she rebuilt her approach around intentional accounts, proper research and multi-channel outreach, and what a genuinely good cold call looks like now.

Ayah also shares how this phase shaped her resilience, mindset and confidence, from handling constant objections to nurturing accounts “like little babies” instead of burning through them. If you’re an SDR leaning on spray and pray to hit your number (or managing a team who are), this conversation is a sharp, honest look at why that approach fails long term — and how to replace it with something that actually scales.

]]>ba5b8ca7-4b4a-40c8-9b5f-cbe7f55cb0ebWed, 21 Jan 2026 07:00:00 +010018:05falsefull219192The Deal That Shrunk: How Gearóid Cox Lost a Career-Making OpportunityThe Deal That Shrunk: How Gearóid Cox Lost a Career-Making OpportunityIn this episode of Why Did It Fail?, Gearoid Cox, Founder and CEO of Sales Pipeline, shares the story of a deal that looked like a win on paper, but turned out to be a brutal lesson in discovery. As a young enterprise rep, Gearoid was laser-focused on getting the PO signed. He closed what he thought was a big hardware sale… only to find out later it was the tiniest slice of a huge, multi-layered project. The rest of the business, software, print, additional hardware, went straight to competitors, and he never even knew it was on the table.

Shivan and Gearoid unpack exactly how tunnel vision, target pressure and “just be grateful for the deal” thinking can quietly cost reps career-defining opportunities. Gearoid breaks down the difference between perception and perspective, why it never costs you to ask one more question, and how he now coaches sellers to mine existing accounts properly instead of behaving like “new logo magpies.”

If you’ve ever chased the close so hard you forgot to understand the customer, this one will sting in all the right ways, and leave you with practical mindset shifts around discovery, attitude and actions that you can take into your next deal.

]]>In this episode of Why Did It Fail?, Gearoid Cox, Founder and CEO of Sales Pipeline, shares the story of a deal that looked like a win on paper, but turned out to be a brutal lesson in discovery. As a young enterprise rep, Gearoid was laser-focused on getting the PO signed. He closed what he thought was a big hardware sale… only to find out later it was the tiniest slice of a huge, multi-layered project. The rest of the business, software, print, additional hardware, went straight to competitors, and he never even knew it was on the table.

Shivan and Gearoid unpack exactly how tunnel vision, target pressure and “just be grateful for the deal” thinking can quietly cost reps career-defining opportunities. Gearoid breaks down the difference between perception and perspective, why it never costs you to ask one more question, and how he now coaches sellers to mine existing accounts properly instead of behaving like “new logo magpies.”

If you’ve ever chased the close so hard you forgot to understand the customer, this one will sting in all the right ways, and leave you with practical mindset shifts around discovery, attitude and actions that you can take into your next deal.

]]>48a33b01-ca95-41bf-b39c-d9ecc1725686Wed, 07 Jan 2026 07:00:00 +010024:57falsefull218182When Impressing the Buyer Lost the Deal: Bryan Mulry’s Hard LessonWhen Impressing the Buyer Lost the Deal: Bryan Mulry’s Hard LessonSales coach Bryan Mulry joins Shivan to break down a failure most sellers secretly recognise: talking too much, listening too little, and trying far too hard to impress. Bryan shares the painful moment he realised he’d spent 87% of a call pitching to a VP of Sales who didn’t even have the team he was selling to, and how that single conversation exposed a habit that had been costing him deals for years.

In this episode, Bryan unpacks why sellers default to “show and tell,” how to spot when a buyer has mentally checked out, and the simple mindset shift that transformed how he runs discovery, asks questions and earns trust. It’s a sharp, honest, deeply practical conversation for anyone who knows they slip into feature-dumping mode and wants to break the cycle.

A must-listen for reps and leaders who want to sell with curiosity, not ego, and avoid making the same mistake Bryan did.


]]>Sales coach Bryan Mulry joins Shivan to break down a failure most sellers secretly recognise: talking too much, listening too little, and trying far too hard to impress. Bryan shares the painful moment he realised he’d spent 87% of a call pitching to a VP of Sales who didn’t even have the team he was selling to, and how that single conversation exposed a habit that had been costing him deals for years.

In this episode, Bryan unpacks why sellers default to “show and tell,” how to spot when a buyer has mentally checked out, and the simple mindset shift that transformed how he runs discovery, asks questions and earns trust. It’s a sharp, honest, deeply practical conversation for anyone who knows they slip into feature-dumping mode and wants to break the cycle.

A must-listen for reps and leaders who want to sell with curiosity, not ego, and avoid making the same mistake Bryan did.


]]>9ab2a8a1-3bec-4a9a-846c-f78a2c0e0cb3Wed, 17 Dec 2025 07:00:00 +010024:23falsefull217172Hands Shaking on Every Dial: How James Greene Beat Cold-Calling PanicHands Shaking on Every Dial: How James Greene Beat Cold-Calling PanicWhen James Greene first stepped into sales, cold calling hit him harder than he expected. Every dial came with shaking hands, spiralling doubt and the pressure to prove he belonged. Rejection felt personal, missed targets knocked his confidence, and one complaint from a prospect nearly convinced him to walk away from the job entirely.

Now Global Business Development Manager at Bounce Insights, James talks to Shivan Pillay about how he rebuilt his mindset, found resilience through Brazilian Jiu-Jitsu, and learned to separate his self-worth from the outcome of a call. He reflects on the moment things finally clicked, why nurturing early conversations changed everything, and how those difficult months shaped the empathetic leader he is today.

A must-listen for anyone who’s ever stared at the phone and wondered whether they’re cut out for sales. James shows exactly how shaky starts can become the making of a great career.


]]>When James Greene first stepped into sales, cold calling hit him harder than he expected. Every dial came with shaking hands, spiralling doubt and the pressure to prove he belonged. Rejection felt personal, missed targets knocked his confidence, and one complaint from a prospect nearly convinced him to walk away from the job entirely.

Now Global Business Development Manager at Bounce Insights, James talks to Shivan Pillay about how he rebuilt his mindset, found resilience through Brazilian Jiu-Jitsu, and learned to separate his self-worth from the outcome of a call. He reflects on the moment things finally clicked, why nurturing early conversations changed everything, and how those difficult months shaped the empathetic leader he is today.

A must-listen for anyone who’s ever stared at the phone and wondered whether they’re cut out for sales. James shows exactly how shaky starts can become the making of a great career.


]]>c2bad283-0e8a-48dd-b139-6799d2560c03Wed, 10 Dec 2025 07:00:00 +010024:12falsefull216162From Top Seller to Burnout: The TRAP New Sales Leaders Easily Fall IntoFrom Top Seller to Burnout: The TRAP New Sales Leaders Easily Fall IntoWhen Junis Seger stepped into his first Head of Sales role, he thought he was ready for anything.

After all, he’d just come off back-to-back President’s Club wins, smashed targets as an AE, and built a reputation as one of the best in the business. But leading a fast-growing startup was different.

Suddenly, he was juggling investor targets, founder expectations, team management, and his own impossible standards, all at once.

The result? Burnout, blurred boundaries, and a harsh lesson in the difference between pressure management and expectation management.

Listen now to learn how Junis turned a crash into a comeback.

]]>When Junis Seger stepped into his first Head of Sales role, he thought he was ready for anything.

After all, he’d just come off back-to-back President’s Club wins, smashed targets as an AE, and built a reputation as one of the best in the business. But leading a fast-growing startup was different.

Suddenly, he was juggling investor targets, founder expectations, team management, and his own impossible standards, all at once.

The result? Burnout, blurred boundaries, and a harsh lesson in the difference between pressure management and expectation management.

Listen now to learn how Junis turned a crash into a comeback.

]]>728dc536-c35f-4cb8-8eb7-933759a4361eWed, 26 Nov 2025 07:00:00 +010024:51falsefull215152The Wake-Up Call That Changed Shiwam Singh’s Sales CareerThe Wake-Up Call That Changed Shiwam Singh’s Sales CareerImagine landing your first sales job and losing it just months later.

That was the reality for Shiwam Singh, now an SDR at Cognism. In this episode of Why Did It Fail?, Shiwam opens up about the sting of his first big setback in tech sales, how it shook his confidence, and the lessons he carried into his second chance at Cognism.

From rebuilding his mindset to learning the power of listening, discipline, and feedback, Shiwam’s story is a reminder that failure isn’t the end, it’s the reset you sometimes need.

If you’ve ever doubted whether you’re cut out for sales, this one’s for you.


]]>Imagine landing your first sales job and losing it just months later.

That was the reality for Shiwam Singh, now an SDR at Cognism. In this episode of Why Did It Fail?, Shiwam opens up about the sting of his first big setback in tech sales, how it shook his confidence, and the lessons he carried into his second chance at Cognism.

From rebuilding his mindset to learning the power of listening, discipline, and feedback, Shiwam’s story is a reminder that failure isn’t the end, it’s the reset you sometimes need.

If you’ve ever doubted whether you’re cut out for sales, this one’s for you.


]]>e0057ec5-ea3e-41f6-90cc-51158017b851Wed, 12 Nov 2025 07:00:00 +010017:37falsefull214142The ICP Trap: Why Most Expansion Strategies Fail in Europe With Rick PizzoliThe ICP Trap: Why Most Expansion Strategies Fail in Europe With Rick PizzoliWhen tech companies expand into Europe, most assume their home-market success will follow them across borders. But for Rick Pizzoli and his team at Sales Force Europe, one lesson has repeated itself over 500 launches, a vague ideal customer profile can quietly derail even the best go-to-market plans.

In this episode of Why Did It Fail?, Rick unpacks how unclear ICPs lead to wasted spend, internal misalignment, and slow traction, and how to fix it fast. From building consensus across teams to pivoting by vertical and country, he shares the frameworks that turn expansion plans into scalable revenue engines.

If you’ve ever struggled to define your target customer, or you’re planning to take your sales motion international, this conversation is a masterclass in narrowing focus, aligning strategy, and landing faster in new markets.

]]>When tech companies expand into Europe, most assume their home-market success will follow them across borders. But for Rick Pizzoli and his team at Sales Force Europe, one lesson has repeated itself over 500 launches, a vague ideal customer profile can quietly derail even the best go-to-market plans.

In this episode of Why Did It Fail?, Rick unpacks how unclear ICPs lead to wasted spend, internal misalignment, and slow traction, and how to fix it fast. From building consensus across teams to pivoting by vertical and country, he shares the frameworks that turn expansion plans into scalable revenue engines.

If you’ve ever struggled to define your target customer, or you’re planning to take your sales motion international, this conversation is a masterclass in narrowing focus, aligning strategy, and landing faster in new markets.

]]>4c250ddb-ead1-43be-8f95-88eedc2ecb9dWed, 29 Oct 2025 07:00:00 +010027:45falsefull213132How to Transition From SDR to AE With Ease Featuring Sonya Kuci from GeckoboardHow to Transition From SDR to AE With Ease Featuring Sonya Kuci from GeckoboardAs an SDR-turned-AE, Sonya Kuci thought she’d landed the dream opportunity, an inbound ICP lead with the decision-maker on the first call, smooth comms, and a live trial underway. But just before close, everything unravelled.

In this episode of Why Did It Fail? Sonya unpacks the hard lessons from losing a “can’t-miss” deal: the hidden risks inside inbound opportunities, how to spot green flags disguised as red ones, and what SDRs need to know before stepping into AE life.

If you’ve ever been ghosted by a hot lead, or you’re moving from prospecting to closing, this conversation is a masterclass in qualifying deeper, multi-threading smarter, and managing your own mindset.

]]>As an SDR-turned-AE, Sonya Kuci thought she’d landed the dream opportunity, an inbound ICP lead with the decision-maker on the first call, smooth comms, and a live trial underway. But just before close, everything unravelled.

In this episode of Why Did It Fail? Sonya unpacks the hard lessons from losing a “can’t-miss” deal: the hidden risks inside inbound opportunities, how to spot green flags disguised as red ones, and what SDRs need to know before stepping into AE life.

If you’ve ever been ghosted by a hot lead, or you’re moving from prospecting to closing, this conversation is a masterclass in qualifying deeper, multi-threading smarter, and managing your own mindset.

]]>9cc378ed-8782-41e3-b342-ec1aac2eab62Wed, 15 Oct 2025 09:00:00 +010019:25falsefull212122The Wrong Call: What Nia Secker Learned from Leaving Sales BehindThe Wrong Call: What Nia Secker Learned from Leaving Sales BehindWhat happens when you leave a role you actually loved?

In this episode, Nia Secker, SDR Manager at MySalesCoach, opens up about the moment she left sales to pursue a more “traditional” path, only to realise just how right sales had been all along.

Nia and Shiavn unpack:

  • Why the pull to “use her degree” felt strong enough to walk away
  • What she thought she’d find in healthcare that sales lacked
  • The unexpected clarity and motivation that came from stepping away
  • And what it really takes to come back, rebuild, and succeed on your own terms

It’s a story about trusting your gut, reshaping your identity, and learning to make career decisions that serve you, not other people’s expectations.

Listen now to hear how Nia’s ‘wrong turn’ ended up giving her the fuel to get further ahead than ever.


]]>What happens when you leave a role you actually loved?

In this episode, Nia Secker, SDR Manager at MySalesCoach, opens up about the moment she left sales to pursue a more “traditional” path, only to realise just how right sales had been all along.

Nia and Shiavn unpack:

  • Why the pull to “use her degree” felt strong enough to walk away
  • What she thought she’d find in healthcare that sales lacked
  • The unexpected clarity and motivation that came from stepping away
  • And what it really takes to come back, rebuild, and succeed on your own terms

It’s a story about trusting your gut, reshaping your identity, and learning to make career decisions that serve you, not other people’s expectations.

Listen now to hear how Nia’s ‘wrong turn’ ended up giving her the fuel to get further ahead than ever.


]]>380c183e-929d-4f5e-b3c8-6b26775c2cd1Wed, 01 Oct 2025 07:00:00 +010030:24falsefull211112Resilience, Mindset, and the Power of Coaching with Niraj KapurResilience, Mindset, and the Power of Coaching with Niraj KapurAfter 23 years in corporate London, Niraj Kapur left to start his own coaching business - only to discover that the world didn’t care about his past awards or big-name employers. In this candid conversation, he shares the struggles of rebuilding from scratch in his mid-40s, navigating divorce, health challenges, and a global pandemic. Niraj opens up about resilience, why sales success is more mindset than method, and why investing in yourself (with the right coaches, mentors, and habits) is non-negotiable if you want a career that lasts.

]]>After 23 years in corporate London, Niraj Kapur left to start his own coaching business - only to discover that the world didn’t care about his past awards or big-name employers. In this candid conversation, he shares the struggles of rebuilding from scratch in his mid-40s, navigating divorce, health challenges, and a global pandemic. Niraj opens up about resilience, why sales success is more mindset than method, and why investing in yourself (with the right coaches, mentors, and habits) is non-negotiable if you want a career that lasts.

]]>feed7baf-8151-42d7-9c00-80717976a3f6Wed, 17 Sep 2025 07:00:00 +010035:40falsefull210102Coaching, Trust and the Cost of Misreading Your Rep With Sian TaylorCoaching, Trust and the Cost of Misreading Your Rep With Sian TaylorIn this episode, Shivan is joined by Sian Taylor, Sales Manager at Klaviyo, for a candid conversation about one of the most overlooked responsibilities in leadership, understanding your reps before you coach them.

Sian shares a pivotal early management mistake: focusing on performance metrics instead of the person behind them. The result? A damaged relationship, a loss of trust, and a painful rebuild that taught her how much leadership really hinges on empathy.


They discuss coaching blind spots, misreading motivation, and how to have tough conversations without losing your team. If you’re stepping into sales management, or already navigating that tricky balance of people and performance, this episode is packed with honest lessons that can shape your approach.

]]>In this episode, Shivan is joined by Sian Taylor, Sales Manager at Klaviyo, for a candid conversation about one of the most overlooked responsibilities in leadership, understanding your reps before you coach them.

Sian shares a pivotal early management mistake: focusing on performance metrics instead of the person behind them. The result? A damaged relationship, a loss of trust, and a painful rebuild that taught her how much leadership really hinges on empathy.


They discuss coaching blind spots, misreading motivation, and how to have tough conversations without losing your team. If you’re stepping into sales management, or already navigating that tricky balance of people and performance, this episode is packed with honest lessons that can shape your approach.

]]>182727fe-168b-45aa-8e7c-68e5b0692b46Wed, 03 Sep 2025 07:00:00 +010033:59falsefull2992Getting Past Missing Quota for the First Time with Johnny StiffellGetting Past Missing Quota for the First Time with Johnny StiffellIn this episode, Shivan chats with Johnny Stiffell, Commercial AE at Cognism, to talk about his first real dip in performance, and the lessons it left behind.

From moving up into a new role without a ramp period to juggling longer sales cycles, self-generated pipeline, and the return of daily cold calling, Johnny shares what it’s like to navigate that tricky adjustment period.

They dig into prospecting habits, the mindset shift needed when the inbound slows, and how to spot the early signs that your quarter might be slipping.

If you’ve ever struggled to keep your activity high and your pipeline healthy after a big career move, this conversation is packed with insights you can act on straight away.

]]>In this episode, Shivan chats with Johnny Stiffell, Commercial AE at Cognism, to talk about his first real dip in performance, and the lessons it left behind.

From moving up into a new role without a ramp period to juggling longer sales cycles, self-generated pipeline, and the return of daily cold calling, Johnny shares what it’s like to navigate that tricky adjustment period.

They dig into prospecting habits, the mindset shift needed when the inbound slows, and how to spot the early signs that your quarter might be slipping.

If you’ve ever struggled to keep your activity high and your pipeline healthy after a big career move, this conversation is packed with insights you can act on straight away.

]]>2c85699b-8d9d-4467-bb41-4dcc69c8a752Wed, 20 Aug 2025 07:00:00 +010017:48falsefull2882What Sales Leaders Miss: Strategy, Scale and Internal Buy-In With Joe StubbsWhat Sales Leaders Miss: Strategy, Scale and Internal Buy-In With Joe StubbsIn this episode of Why Did It Fail?, Shivan is joined by Joe Stubbs, VP of UK Sales at Cognism, for a brutally honest look at what happens when a new process sounds smart, but doesn’t entirely stick.

They dig into the early months of Joe’s leadership, where the pressure was high and the ambition was huge. But a well-intentioned rollout exposed some tough truths about enablement, alignment and operational execution.

If you’re leading GTM strategy, trying to fix cross-team friction, or navigating change inside a fast-moving sales org, this episode is full of insight you’ll want to take with you.

]]>In this episode of Why Did It Fail?, Shivan is joined by Joe Stubbs, VP of UK Sales at Cognism, for a brutally honest look at what happens when a new process sounds smart, but doesn’t entirely stick.

They dig into the early months of Joe’s leadership, where the pressure was high and the ambition was huge. But a well-intentioned rollout exposed some tough truths about enablement, alignment and operational execution.

If you’re leading GTM strategy, trying to fix cross-team friction, or navigating change inside a fast-moving sales org, this episode is full of insight you’ll want to take with you.

]]>5624ff1b-9c86-42d3-8e4b-18dd1574003eWed, 06 Aug 2025 07:00:00 +010020:53falsefull2772Why Leaving Was the Only Way Up: The Hidden Cost of Being OverlookedWhy Leaving Was the Only Way Up: The Hidden Cost of Being OverlookedIn this episode, Shivan is joined by Lauren Reeves, Senior BDR Manager at Swap, who shares the emotional weight of building a sales career without ever being internally promoted. From imposter syndrome to self-belief, Lauren opens up about the frustration of being overlooked and the resilience it took to succeed anyway.

They dive into the myths around internal progression, the pressure to prove yourself, and why moving on isn’t always a failure. If you’ve ever questioned your value because recognition didn’t come, this episode is a reminder that your path is still valid and that you can become stronger for it.

]]>In this episode, Shivan is joined by Lauren Reeves, Senior BDR Manager at Swap, who shares the emotional weight of building a sales career without ever being internally promoted. From imposter syndrome to self-belief, Lauren opens up about the frustration of being overlooked and the resilience it took to succeed anyway.

They dive into the myths around internal progression, the pressure to prove yourself, and why moving on isn’t always a failure. If you’ve ever questioned your value because recognition didn’t come, this episode is a reminder that your path is still valid and that you can become stronger for it.

]]>1ba3a702-10eb-44fb-a130-f82e5018a28eWed, 23 Jul 2025 07:00:00 +010043:17falsefull2662Hiring, Pressure, and Finding Your Voice in Sales Leadership with Brontë MulvanyHiring, Pressure, and Finding Your Voice in Sales Leadership with Brontë MulvanyIn this episode, Shivan is joined by Brontë Mulvany, Head of Business Development at ComplyAdvantage, who opens up about the high-pressure reality of hiring her first team. From navigating imposter syndrome to learning how to trust her gut, Brontë shares the hard-earned lessons that shaped her leadership style.

They talk about clue gathering, courageous conversations, and why copying someone else's leadership playbook just doesn’t work. If you’re stepping into your first management or hiring role, this episode is packed with real-talk, reassurance, and practical takeaways you’ll want to carry with you.

]]>In this episode, Shivan is joined by Brontë Mulvany, Head of Business Development at ComplyAdvantage, who opens up about the high-pressure reality of hiring her first team. From navigating imposter syndrome to learning how to trust her gut, Brontë shares the hard-earned lessons that shaped her leadership style.

They talk about clue gathering, courageous conversations, and why copying someone else's leadership playbook just doesn’t work. If you’re stepping into your first management or hiring role, this episode is packed with real-talk, reassurance, and practical takeaways you’ll want to carry with you.

]]>858010ba-18de-4913-81ea-7181c82f1b50Wed, 09 Jul 2025 07:00:00 +010030:39falsefull2552The Cost of Selling to Someone Who Was Never Going to Say YesThe Cost of Selling to Someone Who Was Never Going to Say YesThis week on Why Did It Fail?, sales coach Shivan Pillay sits down with Isa Sher, Sales Manager at Cognism, to unpack one of the most pivotal failures of his early sales career. Isa shares how losing a major deal reshaped his approach to qualification, champion building, and managing a high-performing sales team.

]]>This week on Why Did It Fail?, sales coach Shivan Pillay sits down with Isa Sher, Sales Manager at Cognism, to unpack one of the most pivotal failures of his early sales career. Isa shares how losing a major deal reshaped his approach to qualification, champion building, and managing a high-performing sales team.

]]>23020ddf-eb34-45ed-a4f2-3052fa7f0308Wed, 25 Jun 2025 07:00:00 +010022:23falsefull2442The Failure That Shaped a Brand New Approach to SalesThe Failure That Shaped a Brand New Approach to SalesWhat happens when you don’t pass your sales probation?

In this episode, Shivan sits down with Harry Monkhouse to hear the story of how he failed his first SDR probation and turned it into the catalyst for a career in sales leadership.

They dig into the mindset shift Harry had to make, the tactical changes that got him back on track, and the three things he'd do differently if he were starting again.

It's a brutally honest and massively helpful listen for anyone in sales, especially if you're just starting out, managing a team, or feeling stuck.

]]>What happens when you don’t pass your sales probation?

In this episode, Shivan sits down with Harry Monkhouse to hear the story of how he failed his first SDR probation and turned it into the catalyst for a career in sales leadership.

They dig into the mindset shift Harry had to make, the tactical changes that got him back on track, and the three things he'd do differently if he were starting again.

It's a brutally honest and massively helpful listen for anyone in sales, especially if you're just starting out, managing a team, or feeling stuck.

]]>842766ef-b475-46e8-91e6-ba0e208b685fWed, 11 Jun 2025 07:00:00 +010033:56falsefull2332The Ego Trap: How Getting Fired Made Chris Ritson a Better LeaderThe Ego Trap: How Getting Fired Made Chris Ritson a Better LeaderIn this episode of Why Did It Fail?, sales coach Shivan Pillay sits down with Chris Ritson, founder, advisor, and sales trainer, for a raw and revealing conversation about the leadership failure that reshaped his life.

Chris opens up about the moment he was let go from his first AE leadership role, how unchecked ambition and ego clouded his judgment, and why that painful experience became a turning point. From missed warning signs to rebuilding trust with his closest friends, Chris shares hard-earned lessons on growth, self-awareness, and what really matters when leading a team and building a life.

]]>In this episode of Why Did It Fail?, sales coach Shivan Pillay sits down with Chris Ritson, founder, advisor, and sales trainer, for a raw and revealing conversation about the leadership failure that reshaped his life.

Chris opens up about the moment he was let go from his first AE leadership role, how unchecked ambition and ego clouded his judgment, and why that painful experience became a turning point. From missed warning signs to rebuilding trust with his closest friends, Chris shares hard-earned lessons on growth, self-awareness, and what really matters when leading a team and building a life.

]]>1b58dae2-c6a4-480d-9375-96a45c175616Wed, 28 May 2025 07:00:00 +010043:06falsefull2222When the Vision Doesn’t Match Reality: Michael Isernio on Startup Missteps and Sales Leadership LessonsWhen the Vision Doesn’t Match Reality: Michael Isernio on Startup Missteps and Sales Leadership LessonsWelcome to the first episode of Why Did It Fail?, a fresh look on Redefining Outbound! In this episode, Cognism’s Shivan sits down with Narrative AI founder Michael Isernio to unpack a failed VP of Sales stint, exploring why outbound fell flat, how misalignment with leadership signaled deeper issues, and what he’d do differently if given another shot. A candid, insightful look at failure as fuel for growth.

]]>Welcome to the first episode of Why Did It Fail?, a fresh look on Redefining Outbound! In this episode, Cognism’s Shivan sits down with Narrative AI founder Michael Isernio to unpack a failed VP of Sales stint, exploring why outbound fell flat, how misalignment with leadership signaled deeper issues, and what he’d do differently if given another shot. A candid, insightful look at failure as fuel for growth.

]]>6ce744e3-262e-432a-ac2b-c067a20086ceWed, 14 May 2025 07:00:00 +010014:43falsefull2112Where Customer Success Meets Outbound: Growth Beyond the Sale with Natasha EvansWhere Customer Success Meets Outbound: Growth Beyond the Sale with Natasha EvansThis week we’re flipping the script and looking at outbound through a post-sale lens. Evan Nelson, VP of Customer Experience at Cognism, sits down with Natasha Evans, VP of Customer Growth at Hook, to explore how Customer Success can become a true driver of revenue. They dive into how principles from traditional outbound sales are deeply relevant in customer success, why CS teams should think like sellers, and how growth is increasingly coming from existing customers.

]]>This week we’re flipping the script and looking at outbound through a post-sale lens. Evan Nelson, VP of Customer Experience at Cognism, sits down with Natasha Evans, VP of Customer Growth at Hook, to explore how Customer Success can become a true driver of revenue. They dive into how principles from traditional outbound sales are deeply relevant in customer success, why CS teams should think like sellers, and how growth is increasingly coming from existing customers.

]]>55049b3c-77eb-45f5-af4c-64f9b33b596dWed, 23 Apr 2025 09:00:00 +010029:12falsefull184841Lessons in Leading and Elevating SDR Teams with David Wilkins, Founder of Saleswise and SDR Leaders of EMEALessons in Leading and Elevating SDR Teams with David Wilkins, Founder of Saleswise and SDR Leaders of EMEACognism’s VP of Sales Development, Catherine Olivier, sits down with David Wilkins to unpack what it really takes to be an impactful SDR leader in today’s sales landscape. They dive into the difference between good and great SDR teams, how to build high-performing teams from the ground up, and why strong leadership is about more than just tracking activity. David shares practical advice for SDR leaders navigating change, scaling teams, and standing out in an increasingly competitive market.

]]>Cognism’s VP of Sales Development, Catherine Olivier, sits down with David Wilkins to unpack what it really takes to be an impactful SDR leader in today’s sales landscape. They dive into the difference between good and great SDR teams, how to build high-performing teams from the ground up, and why strong leadership is about more than just tracking activity. David shares practical advice for SDR leaders navigating change, scaling teams, and standing out in an increasingly competitive market.

]]>dd1a39cf-36cc-4ed8-b0ab-3be883a54448Wed, 09 Apr 2025 09:00:00 +010025:48falsefull183831Defining Outbound: Scaling Sales as a Founder with Ilia PapasDefining Outbound: Scaling Sales as a Founder with Ilia PapasThis week on Redefining Outbound, Nat Ferrante talks with Ilia Papas, CEO and co-founder of Band, about building and scaling sales as a founder, especially when coming from an engineering background. Ilia shares how he built a B2B outbound motion from scratch, the lessons he carried over from scaling Blue Apron, and the creative strategies he’s using to drive growth at Band. From overcoming the fear of cold outreach to leveraging AI and data-driven sales tactics, this conversation is packed with insights for founders, sales professionals and anyone defining their approach to outbound.

]]>This week on Redefining Outbound, Nat Ferrante talks with Ilia Papas, CEO and co-founder of Band, about building and scaling sales as a founder, especially when coming from an engineering background. Ilia shares how he built a B2B outbound motion from scratch, the lessons he carried over from scaling Blue Apron, and the creative strategies he’s using to drive growth at Band. From overcoming the fear of cold outreach to leveraging AI and data-driven sales tactics, this conversation is packed with insights for founders, sales professionals and anyone defining their approach to outbound.

]]>b823e20c-cbbc-492a-8b10-030fc783bce2Wed, 26 Mar 2025 09:00:00 +010019:55falsefull182821Driving Revenue, Retention, and Relationships in Enterprise Account Management with Max LemmensDriving Revenue, Retention, and Relationships in Enterprise Account Management with Max LemmensIn this episode of Redefining Outbound, Cognism’s Nat Ferrante sits down with Max Lemmens, Senior Account Manager of Global Strategic Accounts at Adyen, to discuss the evolving role of outbound in account management. They explore what it takes to drive long-term success, balancing revenue growth with retention, building meaningful customer relationships, and prioritising accounts effectively.

]]>In this episode of Redefining Outbound, Cognism’s Nat Ferrante sits down with Max Lemmens, Senior Account Manager of Global Strategic Accounts at Adyen, to discuss the evolving role of outbound in account management. They explore what it takes to drive long-term success, balancing revenue growth with retention, building meaningful customer relationships, and prioritising accounts effectively.

]]>0f49d7a4-7508-4b61-8fff-c50e5505d8d7Wed, 12 Mar 2025 07:00:00 +010033:10falsefull181811Mastering the Fundamentals and Cutting Through the Noise in Outbound Sales with Matthew PutnamMastering the Fundamentals and Cutting Through the Noise in Outbound Sales with Matthew PutnamThis week on Redefining Outbound, Catherine Olivier and Matthew Putnam dive into the evolving world of outbound sales. They discuss why the fundamentals of selling are more important than ever and what it takes to succeed as an SDR, from cold calling to social selling. Tune in to learn how to cut through the noise, leverage multi-channel outreach, and refine your outbound strategy for 2025 and beyond.

]]>This week on Redefining Outbound, Catherine Olivier and Matthew Putnam dive into the evolving world of outbound sales. They discuss why the fundamentals of selling are more important than ever and what it takes to succeed as an SDR, from cold calling to social selling. Tune in to learn how to cut through the noise, leverage multi-channel outreach, and refine your outbound strategy for 2025 and beyond.

]]>40f048a7-3fd2-431f-b2c2-a64d96ee4d16Wed, 26 Feb 2025 07:00:00 +010025:57falsefull180801Winning in Enterprise Sales: Incentives, Targeting & SDR Success with Andy LawsWinning in Enterprise Sales: Incentives, Targeting & SDR Success with Andy LawsIn this episode of Redefining Outbound, Cognism’s VP of Sales Development, Catherine Olivier, sits down with Andy Laws, Director of Business Development at Talon.One and Founder of RevRocket, to explore what it takes to build high-performing SDR teams in enterprise sales. They discuss the key differences between selling to SMBs versus large enterprises and how to design incentive plans that drive the right behaviors. Andy also shares his insights on hiring top talent, aligning SDR goals with business objectives, and setting teams up for long-term success.

]]>In this episode of Redefining Outbound, Cognism’s VP of Sales Development, Catherine Olivier, sits down with Andy Laws, Director of Business Development at Talon.One and Founder of RevRocket, to explore what it takes to build high-performing SDR teams in enterprise sales. They discuss the key differences between selling to SMBs versus large enterprises and how to design incentive plans that drive the right behaviors. Andy also shares his insights on hiring top talent, aligning SDR goals with business objectives, and setting teams up for long-term success.

]]>c32efba7-30f5-441f-bfd4-b8f5d1910edeWed, 12 Feb 2025 07:00:00 +010028:08falsefull179791Building Buyer Confidence: The Real Key to High-Quality Deals with Brent AdamsonBuilding Buyer Confidence: The Real Key to High-Quality Deals with Brent AdamsonIn this episode of Redefining Outbound, Cognism’s VP of US Sales, Frida Ottosson, sits down with Brent Adamson to explore the surprising insights behind buyer confidence and its impact on sales success. Brent unpacks why traditional sales tactics often miss the mark and reveals the critical role of helping buyers feel confident in themselves—not just in your product or company. From addressing information overload to embracing the transformative potential (and challenges) of AI, this episode dives into the evolving landscape of sales and marketing.

]]>In this episode of Redefining Outbound, Cognism’s VP of US Sales, Frida Ottosson, sits down with Brent Adamson to explore the surprising insights behind buyer confidence and its impact on sales success. Brent unpacks why traditional sales tactics often miss the mark and reveals the critical role of helping buyers feel confident in themselves—not just in your product or company. From addressing information overload to embracing the transformative potential (and challenges) of AI, this episode dives into the evolving landscape of sales and marketing.

]]>b325b5f2-51ae-4338-b756-abfbce759834Thu, 09 Jan 2025 07:00:00 +010043:35falsefull178781Keeping up with the best sales practices with Mark Cox, Founder of In the Funnel Sales CoachingKeeping up with the best sales practices with Mark Cox, Founder of In the Funnel Sales CoachingOur host, Frida Ottosson, speaks to Mark Cox, Founder of In the Funnel Sales Coaching, about keeping up with the best sales practices, exploring actionable insights, strategies, and the latest trends in the world of sales coaching. Mark shares his expertise on how sales professionals can stay ahead in a competitive landscape by mastering effective selling techniques and fostering long-term client relationships.

]]>Our host, Frida Ottosson, speaks to Mark Cox, Founder of In the Funnel Sales Coaching, about keeping up with the best sales practices, exploring actionable insights, strategies, and the latest trends in the world of sales coaching. Mark shares his expertise on how sales professionals can stay ahead in a competitive landscape by mastering effective selling techniques and fostering long-term client relationships.

]]>4d35dd3a-1fb5-422f-8d8f-802b6d297b12Wed, 27 Nov 2024 09:00:00 +010041:06falsefull177771What it means to do good account management with Nat Ferrante, Cognism’s VP of Global Account ManagementWhat it means to do good account management with Nat Ferrante, Cognism’s VP of Global Account ManagementCognism’s VP of US Sales, Frida Ottosson speaks to VP of Global Account Management, Nat Ferrante about how Cognism approaches account management in terms of account retention, expansion and the relationship between his team and customer success.

]]>Cognism’s VP of US Sales, Frida Ottosson speaks to VP of Global Account Management, Nat Ferrante about how Cognism approaches account management in terms of account retention, expansion and the relationship between his team and customer success.

]]>2ec63442-a239-4f20-bfbf-1c2323b93454Wed, 13 Nov 2024 09:00:00 +010025:57falsefull176761How Sales Teams Can Thrive in a Buyer-Centric World with Aaron Evans, Co-Founder of Flow StateHow Sales Teams Can Thrive in a Buyer-Centric World with Aaron Evans, Co-Founder of Flow StateCognism’s VP of US Sales, Frida Ottosson speaks to Co-Founder of Flow State, Aaron Evans about how buyers have changed the world of outbound - and what salespeople need to do to make it big in this new environment!

]]>Cognism’s VP of US Sales, Frida Ottosson speaks to Co-Founder of Flow State, Aaron Evans about how buyers have changed the world of outbound - and what salespeople need to do to make it big in this new environment!

]]>81c3d074-2f3d-4882-ab91-abcac439fc08Wed, 30 Oct 2024 09:00:00 +010032:57falsefull175751Cold Calling Frameworks and Social Selling with Sara UyCold Calling Frameworks and Social Selling with Sara UyThis week, Frida sits down with Sara Plowman, Founder of Selling Sara. They discuss how Sara built up her LinkedIn following and the importance of social selling. They also look into how to fight the cold-calling nerves, handle rejection and Sara’s best cold-calling openers.

]]>This week, Frida sits down with Sara Plowman, Founder of Selling Sara. They discuss how Sara built up her LinkedIn following and the importance of social selling. They also look into how to fight the cold-calling nerves, handle rejection and Sara’s best cold-calling openers.

]]>d68dde6e-daff-477f-b318-623f45500831Wed, 16 Oct 2024 07:00:00 +010030:22falsefull174741The Omniscient Symbiotic Seller & Providing Value Upfront With Hannah AjikawoThe Omniscient Symbiotic Seller & Providing Value Upfront With Hannah AjikawoThis week, Frida sits down with Hannah Ajikawo, CEO and Founder of Revenue Funnel. They discuss the current challenges of outbound and how B2B buying behaviour has changed alongside the rise of tools like G2, communities and budget scrutiny. They also spoke about the omniscient symbiotic seller and what this means, how to provide value and the importance of social selling.

]]>This week, Frida sits down with Hannah Ajikawo, CEO and Founder of Revenue Funnel. They discuss the current challenges of outbound and how B2B buying behaviour has changed alongside the rise of tools like G2, communities and budget scrutiny. They also spoke about the omniscient symbiotic seller and what this means, how to provide value and the importance of social selling.

]]>2eaebb0e-edae-446f-8c8f-482fd2381d77Wed, 02 Oct 2024 07:00:00 +010024:15falsefull173731The Digital Sales Transformation with Neil Cameron and Frida OttossonThe Digital Sales Transformation with Neil Cameron and Frida OttossonThis week, Frida sits down with Neil Cameron, Senior Digital Sales & Marketing Advisor at the Digital Marketing Institute. They discuss how to work smarter, improve personalisation, create a multi-channel approach in sales and how AI can change the selling game. They also spoke about building relationships over quick wins, why traditional sales are broken and the 7 online buyer psychology levels.

]]>This week, Frida sits down with Neil Cameron, Senior Digital Sales & Marketing Advisor at the Digital Marketing Institute. They discuss how to work smarter, improve personalisation, create a multi-channel approach in sales and how AI can change the selling game. They also spoke about building relationships over quick wins, why traditional sales are broken and the 7 online buyer psychology levels.

]]>7e5cf447-fb5b-4844-831f-3cafc9e34f73Wed, 18 Sep 2024 07:00:00 +010033:53falsefull172721Cold Calling Tips and Frameworks with Morgan and Jack Frimston (Co-Director @We Have A Meeting)Cold Calling Tips and Frameworks with Morgan and Jack Frimston (Co-Director @We Have A Meeting)We’re back with a brand new episode of Redefining Outbound - with a twist! As a sales leader, you’re probably aware about the importance of training your team. We wanted to share one of our recent cold calling live trainings, in the hope that you’ll find out some useful tips and trips you can pass along to your team.

Cognism runs these live sessions, with our host Morgan Ingram, monthly. In case you or your team would like to attend, sign up via the link here: https://www.cognism.com/cold-calling-and-outbound-sales-training

And for the latest and trendiest insights into cold calling, feel free to check out our State of Cold Calling Report for 2024 here: https://www.cognism.com/state-of-cold-calling

]]>We’re back with a brand new episode of Redefining Outbound - with a twist! As a sales leader, you’re probably aware about the importance of training your team. We wanted to share one of our recent cold calling live trainings, in the hope that you’ll find out some useful tips and trips you can pass along to your team.

Cognism runs these live sessions, with our host Morgan Ingram, monthly. In case you or your team would like to attend, sign up via the link here: https://www.cognism.com/cold-calling-and-outbound-sales-training

And for the latest and trendiest insights into cold calling, feel free to check out our State of Cold Calling Report for 2024 here: https://www.cognism.com/state-of-cold-calling

]]>835aa924-0dc3-48a6-940b-80d4020e3206Thu, 15 Aug 2024 16:00:00 +010051:43falsefull171711Building Confidence In Your Team And Transitioning From Rep To Manager with Scott LeeseBuilding Confidence In Your Team And Transitioning From Rep To Manager with Scott LeeseThis week, Frida sits down with Scott Leese, author and founder of Scott Leese Consulting. They discuss how to be proactive, not reactive, stand out, and dig into the addiction model. They also look into how to build confidence and motivate your team and transiition from rep to manager.

]]>This week, Frida sits down with Scott Leese, author and founder of Scott Leese Consulting. They discuss how to be proactive, not reactive, stand out, and dig into the addiction model. They also look into how to build confidence and motivate your team and transiition from rep to manager.

]]>dc448629-394b-47ec-9b47-d8a59b3e47fbThu, 01 Aug 2024 09:00:00 +010040:46falsefull170701Cold Calling Live Training with Morgan Ingram & Sara PlowmanCold Calling Live Training with Morgan Ingram & Sara PlowmanWe’re back with another special episode of Redefining Outbound. If you’re a sales leader looking to trial new training techniques with your team, you might find inspiration in this instalment of our Cold Calling Live training. Morgan Ingram sits down with Sara Plowman, and they discuss how to get past the pitch and really make an impact. 

They dived into a couple of notable findings from our State of Cold Calling Report for 2024, which you can read in full here: https://www.cognism.com/state-of-cold-calling

And if you loved this episode, be sure to sign either yourself or your team up to the next live event, via the link here: https://www.cognism.com/cold-calling-and-outbound-sales-training

]]>We’re back with another special episode of Redefining Outbound. If you’re a sales leader looking to trial new training techniques with your team, you might find inspiration in this instalment of our Cold Calling Live training. Morgan Ingram sits down with Sara Plowman, and they discuss how to get past the pitch and really make an impact. 

They dived into a couple of notable findings from our State of Cold Calling Report for 2024, which you can read in full here: https://www.cognism.com/state-of-cold-calling

And if you loved this episode, be sure to sign either yourself or your team up to the next live event, via the link here: https://www.cognism.com/cold-calling-and-outbound-sales-training

]]>2ca87d37-c3fa-44d7-85ea-5a658f85fda3Wed, 10 Jul 2024 09:00:00 +010056:01falsefull169691How AI is Shaping Cold Calling (& more), with Atul Raghunathan, Founder & CRO of HyperboundHow AI is Shaping Cold Calling (& more), with Atul Raghunathan, Founder & CRO of HyperboundOn this week’s episode of Redefining Outbound, Frida sits down with Atul Raghunathan, the Founder & CRO of Hyperbound. They discuss how AI is shaping outbound channels and how sales leaders can train their teams in these outbound channels. They also dive into the journey of Hyperbound. Tune in for all of the insights. 

Find out more about Hyperbound here: https://www.hyperbound.ai/

]]>On this week’s episode of Redefining Outbound, Frida sits down with Atul Raghunathan, the Founder & CRO of Hyperbound. They discuss how AI is shaping outbound channels and how sales leaders can train their teams in these outbound channels. They also dive into the journey of Hyperbound. Tune in for all of the insights. 

Find out more about Hyperbound here: https://www.hyperbound.ai/

]]>bd063992-0beb-4e18-a091-e80b0830ce1eWed, 03 Jul 2024 09:00:00 +010026:23falsefull168681Cold Calling Live Training with Morgan, Jack Frimston and Zac Thompson (Co-Directors @We Have A Meeting)Cold Calling Live Training with Morgan, Jack Frimston and Zac Thompson (Co-Directors @We Have A Meeting)We’re back with a brand new episode of Redefining Outbound - with a twist! As a sales leader, you’re probably aware about the importance of training your team. We wanted to share one of our recent cold calling live trainings, in the hope that you’ll find out some useful tips and trips you can pass along to your team. With the end of June and Q2 of 2024 fast approaching, now is a great time to find those quick wins so you can end strong.

Cognism runs these live sessions, with our host Morgan Ingram, monthly. In case you or your team would like to attend, sign up via the link here: https://www.cognism.com/cold-calling-and-outbound-sales-training


And for the latest and trendiest insights into cold calling, feel free to check out our State of Cold Calling Report for 2024 here: https://www.cognism.com/state-of-cold-calling

]]>We’re back with a brand new episode of Redefining Outbound - with a twist! As a sales leader, you’re probably aware about the importance of training your team. We wanted to share one of our recent cold calling live trainings, in the hope that you’ll find out some useful tips and trips you can pass along to your team. With the end of June and Q2 of 2024 fast approaching, now is a great time to find those quick wins so you can end strong.

Cognism runs these live sessions, with our host Morgan Ingram, monthly. In case you or your team would like to attend, sign up via the link here: https://www.cognism.com/cold-calling-and-outbound-sales-training


And for the latest and trendiest insights into cold calling, feel free to check out our State of Cold Calling Report for 2024 here: https://www.cognism.com/state-of-cold-calling

]]>5dfe9d43-30d8-4eba-8ce0-57a6dc4a34a7Wed, 19 Jun 2024 09:00:00 +010054:24falsefull167671The Problems of Generic Outreach (& More), with Taylor Bobak, Sales Development Leader @FaireThe Problems of Generic Outreach (& More), with Taylor Bobak, Sales Development Leader @FaireThis week, Frida sits down with Taylor Bobak, the Sales Development Leader at Faire. She discusses her take on the state of outbound outside of the tech space. There’s an emphasis on brands becoming immune to spray and pray cadences. She also touches on the rise of Instagram and in-person interactions, as effective methods of outbound. 

]]>This week, Frida sits down with Taylor Bobak, the Sales Development Leader at Faire. She discusses her take on the state of outbound outside of the tech space. There’s an emphasis on brands becoming immune to spray and pray cadences. She also touches on the rise of Instagram and in-person interactions, as effective methods of outbound. 

]]>9e7622b9-72d0-4c79-9a1d-e7add533e5cbThu, 23 May 2024 08:00:00 +010022:07falsefull166661Using AI for Deal Modelling and More, with Shilpa Sharma, Co-Founder & CEO at FlyteUsing AI for Deal Modelling and More, with Shilpa Sharma, Co-Founder & CEO at FlyteWelcome back to another episode of Redefining Outbound. This week, Frida chats with Shilpa Sharma, the Co-Founder & CEO @Flyte, as well as one of Crunchbase’s 2023 Influential Women in Sales. They talk about the capabilities of AI in sales efficiency, plus the role it’ll play for helping to model deals and their outcomes. Tune in for all of the insights. 

]]>Welcome back to another episode of Redefining Outbound. This week, Frida chats with Shilpa Sharma, the Co-Founder & CEO @Flyte, as well as one of Crunchbase’s 2023 Influential Women in Sales. They talk about the capabilities of AI in sales efficiency, plus the role it’ll play for helping to model deals and their outcomes. Tune in for all of the insights. 

]]>dcb0998d-a08e-464c-b967-37f72060ee2fFri, 10 May 2024 09:00:00 +010022:59falsefull165651The Playbook for Sales x CS Alignment with Evan Nelson, VP of Customer Experience at CognismThe Playbook for Sales x CS Alignment with Evan Nelson, VP of Customer Experience at CognismEver wondered what it takes to ensure your sales and customer experience teams are truly on the same page? Well, all will be revealed in our latest episode of Redefining Outbound. You’ll get a sneak peek intp the playbook that we’ve instilled at Cognism, as Frida sits down for a chat with our VP of Customer Experience: Evan Nelson. 

]]>Ever wondered what it takes to ensure your sales and customer experience teams are truly on the same page? Well, all will be revealed in our latest episode of Redefining Outbound. You’ll get a sneak peek intp the playbook that we’ve instilled at Cognism, as Frida sits down for a chat with our VP of Customer Experience: Evan Nelson. 

]]>242fd80d-5ada-403c-bc3b-48b6ecce8066Wed, 01 May 2024 08:00:00 +010027:03falsefull164641Do You Understand Your Persona? With Justin Otley, VP of Global Sales Development at TalkdeskDo You Understand Your Persona? With Justin Otley, VP of Global Sales Development at TalkdeskOn this episode of Beyond The Sales Floor, Morgan sits down with Justin Otley, VP of Global Sales Development at Talkdesk. If there’s one thing you should takeaway from this episode, is that the key to scaling your outbound model, doesn’t start with product messaging. Instead it starts with the persona. Plus, Justin shares how he’s been using ChatGPT to create a buyer matrix within different personas too! Tune in for all the insights. 

]]>On this episode of Beyond The Sales Floor, Morgan sits down with Justin Otley, VP of Global Sales Development at Talkdesk. If there’s one thing you should takeaway from this episode, is that the key to scaling your outbound model, doesn’t start with product messaging. Instead it starts with the persona. Plus, Justin shares how he’s been using ChatGPT to create a buyer matrix within different personas too! Tune in for all the insights. 

]]>cca66745-f048-47df-8787-f5994450eda8Wed, 10 Apr 2024 08:00:00 +010025:04falsefull163631The Allbound Outbound Model (& More) with Lauren Landry, VP of Global Sales Dev. & Inside Sales at Arctic WolfThe Allbound Outbound Model (& More) with Lauren Landry, VP of Global Sales Dev. & Inside Sales at Arctic WolfWe’re back with another episode of Beyond The Sales Floor. This time, Morgan interviews Lauren Landry, the VP of Global Sales Development and Inside Sales at Arctic Wolf. Lauren shares her unique take on ABM - and here’s a teaser: the output is the same but the positioning of your message depends if you go upmarket or downmarket. She also shares Arctic Wolf’s use of partnerships, to fuel the outbound model. Tune in for all of the insights. 

]]>We’re back with another episode of Beyond The Sales Floor. This time, Morgan interviews Lauren Landry, the VP of Global Sales Development and Inside Sales at Arctic Wolf. Lauren shares her unique take on ABM - and here’s a teaser: the output is the same but the positioning of your message depends if you go upmarket or downmarket. She also shares Arctic Wolf’s use of partnerships, to fuel the outbound model. Tune in for all of the insights. 

]]>0268d579-874b-42ce-bec1-158b1e0e1ef3Fri, 05 Apr 2024 09:00:00 +010016:33falsefull162621Lessons From The 2008 Meltdown (and more) with Kevin Gaither “KG”, CRO & Founder of Inside Sales ExpertLessons From The 2008 Meltdown (and more) with Kevin Gaither “KG”, CRO & Founder of Inside Sales ExpertThis week’s episode is a little longer - but it’s worth it! Frida sat down with Kevin Gaither, “KG”, the CRO and Founder of Inside Sales Expert. He has had experience in sales AND sales leadership dating back to 1994! He has taken all of this knowledge to help US tech companies at the early stage of their growth, avoid mistakes in all aspects of the sales process. Kevin shared the all-important lessons that he’s learnt from leading a sales team during the mortgage meltdown in 2008, that can help leaders navigate the climate today. Plus, he shared why investment into RevOps will be vital this year. We hope you enjoy tuning in to all of the insights! 

Find out more about Kevin Gaither here: https://www.linkedin.com/in/kevingaither/ 

]]>This week’s episode is a little longer - but it’s worth it! Frida sat down with Kevin Gaither, “KG”, the CRO and Founder of Inside Sales Expert. He has had experience in sales AND sales leadership dating back to 1994! He has taken all of this knowledge to help US tech companies at the early stage of their growth, avoid mistakes in all aspects of the sales process. Kevin shared the all-important lessons that he’s learnt from leading a sales team during the mortgage meltdown in 2008, that can help leaders navigate the climate today. Plus, he shared why investment into RevOps will be vital this year. We hope you enjoy tuning in to all of the insights! 

Find out more about Kevin Gaither here: https://www.linkedin.com/in/kevingaither/ 

]]>c64d88d7-e5fc-4767-901d-a3d1f04f7f56Wed, 27 Mar 2024 08:00:00 +010043:46falsefull161611Understanding The Customer Journey With Dan Rousseau, Global VP of Sales Development at SitecoreUnderstanding The Customer Journey With Dan Rousseau, Global VP of Sales Development at SitecoreWe’re back with another episode of Beyond The Sales Floor, with Morgan Ingam and special guest Dan Rousseau, the VP of Global Sales Development at Sitecore. Dan dives into what it means for your sales team to truly understand the buying journey - with a mulit-touch, multi-channel approach. He also emphasises the importance of creating a culture of community for managers, when they’re getting to grips with their team - whether it be on the hiring or training side. Listen for all of the insights. 

]]>We’re back with another episode of Beyond The Sales Floor, with Morgan Ingam and special guest Dan Rousseau, the VP of Global Sales Development at Sitecore. Dan dives into what it means for your sales team to truly understand the buying journey - with a mulit-touch, multi-channel approach. He also emphasises the importance of creating a culture of community for managers, when they’re getting to grips with their team - whether it be on the hiring or training side. Listen for all of the insights. 

]]>f29a4c80-97a0-41a3-88a8-470826251b5dWed, 20 Mar 2024 08:00:00 +010019:34falsefull160601Pax 8’s Enablement Playbook with Petek Hawkins, VP of Revenue Enablement & Operations @Pax8Pax 8’s Enablement Playbook with Petek Hawkins, VP of Revenue Enablement & Operations @Pax8We’re back with another episode of Beyond the Sales Floor. Morgan sits down with Petek Hawkins from Pax8. They took a deep dive into how AI is helping Pax8 to have great efficiency gains within their enablement process. You’ll find out about the internal chatbot that’s being built called ‘Just in time, just for me, actions and insights’. This episode has some great takes on why AI has great potential. Tune in for all of the insights. 

]]>We’re back with another episode of Beyond the Sales Floor. Morgan sits down with Petek Hawkins from Pax8. They took a deep dive into how AI is helping Pax8 to have great efficiency gains within their enablement process. You’ll find out about the internal chatbot that’s being built called ‘Just in time, just for me, actions and insights’. This episode has some great takes on why AI has great potential. Tune in for all of the insights. 

]]>15a5a970-1e9b-46a6-8a73-e2b2a7ad9465Wed, 13 Mar 2024 08:00:00 +010024:01falsefull159591Does AI risk the future landscape of sales? With Trent Dressel, VP of Sales @ D&D Wholesale SupplyDoes AI risk the future landscape of sales? With Trent Dressel, VP of Sales @ D&D Wholesale SupplyOur VP of US Sales Frida, is joined by Trent Dressel, the VP of Sales at D&D Wholesale Supply. This week, they discuss the risks and opportunities that come with the emergence of AI, and the impact it has on sales. They also touch on the methodical meaning of outbound - the idea that activity should link to revenue. Plus, you’ll find out how Trent secured the largest deal in his pipeline with an in-person meeting. 

]]>Our VP of US Sales Frida, is joined by Trent Dressel, the VP of Sales at D&D Wholesale Supply. This week, they discuss the risks and opportunities that come with the emergence of AI, and the impact it has on sales. They also touch on the methodical meaning of outbound - the idea that activity should link to revenue. Plus, you’ll find out how Trent secured the largest deal in his pipeline with an in-person meeting. 

]]>1b258e6d-f1f2-4b9c-89fa-364020190085Wed, 06 Mar 2024 08:00:00 +010029:52falsefull158581Consultative Selling with Ciara Flaherty, EMEA Sales Leader @KlaviyoConsultative Selling with Ciara Flaherty, EMEA Sales Leader @KlaviyoSellers sell everyday - but buyers don’t buy everyday. This is the core reminder from today’s episode, with guest Ciara Flaherty, EMEA Sales Leader at Klaviyo. Joe Stubbs asks her to dive into the importance of scenario planning, to mitigate risk in a deal. They discuss how sellers need to be consultative, and map out the sales process, and provide as much support as possible for buyers. Tune in for all of the insights. 

]]>Sellers sell everyday - but buyers don’t buy everyday. This is the core reminder from today’s episode, with guest Ciara Flaherty, EMEA Sales Leader at Klaviyo. Joe Stubbs asks her to dive into the importance of scenario planning, to mitigate risk in a deal. They discuss how sellers need to be consultative, and map out the sales process, and provide as much support as possible for buyers. Tune in for all of the insights. 

]]>b6c0035e-b687-418a-8bcb-b66ea78f1615Wed, 28 Feb 2024 08:00:00 +010025:21falsefull157571Part 2: The Pros of Internal Sales Trainers With Bill Petersen, Sales Trainer @CognismPart 2: The Pros of Internal Sales Trainers With Bill Petersen, Sales Trainer @CognismWelcome back to the second part of our special with Bill Petersen - Cognism’s internal sales trainer. This week, Frida and Bill discuss the paramount role that in-house sales trainers play, for the AE team. They discuss how to coach on the handoff between SDRs and AEs, as well as the challenges that AE leaders face today. Tune in for all of the insights. 

]]>Welcome back to the second part of our special with Bill Petersen - Cognism’s internal sales trainer. This week, Frida and Bill discuss the paramount role that in-house sales trainers play, for the AE team. They discuss how to coach on the handoff between SDRs and AEs, as well as the challenges that AE leaders face today. Tune in for all of the insights. 

]]>31a8b983-d4d6-4869-a7f7-a4534121732eWed, 21 Feb 2024 08:00:00 +010021:32falsefull156561Part 1: The Pros of Internal Sales Trainers With Bill Petersen, Sales Trainer @CognismPart 1: The Pros of Internal Sales Trainers With Bill Petersen, Sales Trainer @CognismThis is the first of our two-part special interview with Bill Petersen, Cognism’s internal sales trainer. In this episode, Stephen Vickers chats with Bill on the positive domino effect for sales development teams, when there’s an in-house sales trainer. They also share experiences of how the landscape of sales training has changed over the past decade - Stephen and Bill have known each other for 12 years! 

]]>This is the first of our two-part special interview with Bill Petersen, Cognism’s internal sales trainer. In this episode, Stephen Vickers chats with Bill on the positive domino effect for sales development teams, when there’s an in-house sales trainer. They also share experiences of how the landscape of sales training has changed over the past decade - Stephen and Bill have known each other for 12 years! 

]]>43e53dec-298a-4b13-832c-dfb41e14b959Wed, 14 Feb 2024 08:00:00 +010027:21falsefull155551The state of selling in construction, with Will Synnott, VP of Sales for UK&I and USA @DisperseThe state of selling in construction, with Will Synnott, VP of Sales for UK&I and USA @DisperseEver thought what it’s like to sell into the construction industry? How about the typical sales cycle might look like with multi-million dollar projects? Well, these questions (plus much more) are covered in this episode of Redefining Outbound. Joe Stubbs is joined by Will Synnott - a former design engineer who is now the VP of Sales for UK, Ireland, and the USA for Disperse. He shares what it’s like selling in the construction business. Plus, he shares the importance of referrals in outbound. 

]]>Ever thought what it’s like to sell into the construction industry? How about the typical sales cycle might look like with multi-million dollar projects? Well, these questions (plus much more) are covered in this episode of Redefining Outbound. Joe Stubbs is joined by Will Synnott - a former design engineer who is now the VP of Sales for UK, Ireland, and the USA for Disperse. He shares what it’s like selling in the construction business. Plus, he shares the importance of referrals in outbound. 

]]>f5f3f026-0662-4748-8180-1e5978d5b08aWed, 07 Feb 2024 08:00:00 +010021:57falsefull154541Allbound and AI with Ben Smith, Director of Global Business Development @ReachdeskAllbound and AI with Ben Smith, Director of Global Business Development @ReachdeskThis is the first episode with our brand new host, Joe Stubbs - Cognism’s UK Sales Director. He chats with Ben Smith, the Director of Global Business Development at Reachdesk. They discuss the notion of all-bound, the influence of AI, and maintaining efficiency. Tune into the full episode for more.

]]>This is the first episode with our brand new host, Joe Stubbs - Cognism’s UK Sales Director. He chats with Ben Smith, the Director of Global Business Development at Reachdesk. They discuss the notion of all-bound, the influence of AI, and maintaining efficiency. Tune into the full episode for more.

]]>ea970fd1-899f-46ed-a0d2-bf0f3e8580e7Wed, 31 Jan 2024 08:00:00 +010010:37falsefull153531Mapping Demand Gen with Outbound, with Laura Erderm, Head of Sales, Americas @DreamdataMapping Demand Gen with Outbound, with Laura Erderm, Head of Sales, Americas @DreamdataA new year presents new opportunities to improve your strategy between sales and marketing teams. And if you’re looking for inspiration, we recommend you tune into this episode. David sits down with Laura Erderm, Head of Sales for the Americas at Dreamdata. She explained how sales and marketing can remain laser focused and in sync with one another. Plus, you’ll discover how she’s enabling the sales team to manage the challenge of long customer journeys. 

]]>A new year presents new opportunities to improve your strategy between sales and marketing teams. And if you’re looking for inspiration, we recommend you tune into this episode. David sits down with Laura Erderm, Head of Sales for the Americas at Dreamdata. She explained how sales and marketing can remain laser focused and in sync with one another. Plus, you’ll discover how she’s enabling the sales team to manage the challenge of long customer journeys. 

]]>cd7ff0dd-b5ef-435c-bca8-fde5aa31ddeaThu, 25 Jan 2024 09:00:00 +010017:26falsefull152521Social Selling Strategy in 2024 with Charlotte Lloyd, Strategic Advisor @Humantic AISocial Selling Strategy in 2024 with Charlotte Lloyd, Strategic Advisor @Humantic AIDavid is joined by Charlotte Lloyd, Sales Director at Investment Monitor and Strategic Advisor at Humantic AI. This episode is all about social selling - and they cover the pros and cons. Charlotte shares the best way for teams to approach this in 2024. Tune in for the full episode.

]]>David is joined by Charlotte Lloyd, Sales Director at Investment Monitor and Strategic Advisor at Humantic AI. This episode is all about social selling - and they cover the pros and cons. Charlotte shares the best way for teams to approach this in 2024. Tune in for the full episode.

]]>a2290690-74ca-4530-bed7-ffdd0830b6a0Wed, 17 Jan 2024 08:00:00 +010026:54falsefull151511BTSF Episode 12: HubSpot’s Outbound Motion Unveiled with David Katz, The VP of Corporate SalesBTSF Episode 12: HubSpot’s Outbound Motion Unveiled with David Katz, The VP of Corporate SalesThis week, Morgan is joined by David Katz, the VP of Corporate Sales at HubSpot. He shares how he’s using both inbound and outbound to fuel a strong sales strategy. Plus, find out why he has a segment of the team just focused on net new business, as he touches on the hunter-farmer mentality. 

]]>This week, Morgan is joined by David Katz, the VP of Corporate Sales at HubSpot. He shares how he’s using both inbound and outbound to fuel a strong sales strategy. Plus, find out why he has a segment of the team just focused on net new business, as he touches on the hunter-farmer mentality. 

]]>ef13a105-ad32-468d-96e5-b72d03b5475fMon, 15 Jan 2024 09:00:00 +010022:58falsefull150501The Product Led Growth Sales Motion With Tonni Bennett, VP of Sales @ DailyThe Product Led Growth Sales Motion With Tonni Bennett, VP of Sales @ DailyFrida is joined by Tonni Bennett, VP of Sales @ Daily. They discuss how the product-led growth mindset can enable sellers to provide tangible value for buyers. Plus, Tonni gives her unique take on what it’s like to lead a sales engine that’s prospecting APIs. Hint: it’s challenging because unless there’s a real need, content marketing or inbound is going to help. This plus much more is uncovered in the latest episode. 

]]>Frida is joined by Tonni Bennett, VP of Sales @ Daily. They discuss how the product-led growth mindset can enable sellers to provide tangible value for buyers. Plus, Tonni gives her unique take on what it’s like to lead a sales engine that’s prospecting APIs. Hint: it’s challenging because unless there’s a real need, content marketing or inbound is going to help. This plus much more is uncovered in the latest episode. 

]]>3e15600b-57b9-4ee8-a317-40ad7fd35211Wed, 10 Jan 2024 07:00:00 +010023:14falsefull149491Cognism’s Playbook on Sales Enablement, with Emily Bair (Head of Sales Enablement)Cognism’s Playbook on Sales Enablement, with Emily Bair (Head of Sales Enablement)In this episode, you’ll learn about Cognism’s playbook for successful sales enablement, from Emily Bair (our Head of Sales Enablement). With our host Kaitie Voigt, you’ll learn about the importance of management and enablement working together, in order to create cohesiveness. Plus, you’ll learn about the difference between internal enablement and external enablement. If 2024 is going to be the year of refining your enablement strategy, this is an episode you don’t want to miss! 

]]>In this episode, you’ll learn about Cognism’s playbook for successful sales enablement, from Emily Bair (our Head of Sales Enablement). With our host Kaitie Voigt, you’ll learn about the importance of management and enablement working together, in order to create cohesiveness. Plus, you’ll learn about the difference between internal enablement and external enablement. If 2024 is going to be the year of refining your enablement strategy, this is an episode you don’t want to miss! 

]]>4dbfc963-7f0f-435a-b2c6-afcc2e18fe5eWed, 20 Dec 2023 08:00:00 +010028:35falsefull148481AI, Power Diallers, & Leadership Training with Ashleigh Early, CEO of Other Side of Sales ConsultingAI, Power Diallers, & Leadership Training with Ashleigh Early, CEO of Other Side of Sales ConsultingThis week, David has a chat with Ashleigh Early (CEO of Other Side of Sales Consulting & Co-Founder of Across The Pond and Over The Rainbow). They debate on the state of AI, specifically whether power diallers work in today’s era of outbound. You’ll also discover the art and importance of leadership asking the right questions. Tune in for the full conversation. 

Tune Into Across The Pond And Over The Rainbow here: https://www.linkedin.com/company/across-the-pond-over-the-rainbow/

]]>This week, David has a chat with Ashleigh Early (CEO of Other Side of Sales Consulting & Co-Founder of Across The Pond and Over The Rainbow). They debate on the state of AI, specifically whether power diallers work in today’s era of outbound. You’ll also discover the art and importance of leadership asking the right questions. Tune in for the full conversation. 

Tune Into Across The Pond And Over The Rainbow here: https://www.linkedin.com/company/across-the-pond-over-the-rainbow/

]]>1578702a-467d-4243-88bc-f8640c2a6e34Wed, 13 Dec 2023 08:00:00 +010030:53falsefull147471Hitting 103% of the Revenue Target in 6 Months With Kyle Asay at MongoDBHitting 103% of the Revenue Target in 6 Months With Kyle Asay at MongoDBIn this episode of Beyond The Sales Floor, Morgan has a chat with Kyle Asay, RVP at MongoDB. Kyle shares how he’s working with different departments such as marketing and operations, in order to achieve a strong and strategic approach towards outbound. Plus, you’ll hear how Kyle thinks about the sales process, as well as his take on MEDDIC and AI! And finally, find out Kyle's secrets to hitting 103% of the revenue target in just 6 months!

]]>In this episode of Beyond The Sales Floor, Morgan has a chat with Kyle Asay, RVP at MongoDB. Kyle shares how he’s working with different departments such as marketing and operations, in order to achieve a strong and strategic approach towards outbound. Plus, you’ll hear how Kyle thinks about the sales process, as well as his take on MEDDIC and AI! And finally, find out Kyle's secrets to hitting 103% of the revenue target in just 6 months!

]]>1d098761-52b8-400c-ba22-cc6404682890Mon, 11 Dec 2023 08:00:00 +010022:11falsefull146461A Deep-Dive Into Video Plays With Ryan Scalera, Inside Sales Manager at LobA Deep-Dive Into Video Plays With Ryan Scalera, Inside Sales Manager at LobOn this episode, Stephen Vickers (Head of US Sales Development) sits down with a video outbound expert - Ryan Scalera, Inside Sales Manager @Lob. He shares the common pitfalls when coaching video, and provides an insight into how you can get buy-in from your team, to use video as a channel. 

]]>On this episode, Stephen Vickers (Head of US Sales Development) sits down with a video outbound expert - Ryan Scalera, Inside Sales Manager @Lob. He shares the common pitfalls when coaching video, and provides an insight into how you can get buy-in from your team, to use video as a channel. 

]]>f6b669c2-771f-4383-94f1-e4c27f3661d1Wed, 06 Dec 2023 07:00:00 +010026:29falsefull145451Beyond the Sales Floor Episode 10: The Playbook on Better Leadership with Emerald Maravilla, Director of Sales Development at SnowflakeBeyond the Sales Floor Episode 10: The Playbook on Better Leadership with Emerald Maravilla, Director of Sales Development at SnowflakeOn this week’s episode of Beyond the Sales Floor, Morgan interviews Emerald Maravilla - the Director of Sales Development at Snowflake (AND a previous Redefining Outbound guest)! Emerald shares how Kevin Dorsey has had a huge impact on her understanding of what it means to be a leader. Plus, you’ll discover Snowflake’s unique approach towards the outbound process. Tune in for all the insights.

]]>On this week’s episode of Beyond the Sales Floor, Morgan interviews Emerald Maravilla - the Director of Sales Development at Snowflake (AND a previous Redefining Outbound guest)! Emerald shares how Kevin Dorsey has had a huge impact on her understanding of what it means to be a leader. Plus, you’ll discover Snowflake’s unique approach towards the outbound process. Tune in for all the insights.

]]>aeed597b-1d93-4d82-8891-ab549b354b2eMon, 04 Dec 2023 07:00:00 +010027:15falsefull144441The Evolution of Leadership In An Organisation With Angeley Mullins, CCO at ResourcifyThe Evolution of Leadership In An Organisation With Angeley Mullins, CCO at ResourcifyIn this episode, Frida chats with Angeley Mullins, CCO at Resourcify (and one of Crunchbase’s Influential Women in Sales in 2023) . They touch on the art of critical thinking in sales, plus take a deep-dive into the importance of evolving as a leader. Angeley shares her insights, referencing her background at a wide range of different companies, from start-ups all the way through to enterprises. Listen for more insights.

]]>In this episode, Frida chats with Angeley Mullins, CCO at Resourcify (and one of Crunchbase’s Influential Women in Sales in 2023) . They touch on the art of critical thinking in sales, plus take a deep-dive into the importance of evolving as a leader. Angeley shares her insights, referencing her background at a wide range of different companies, from start-ups all the way through to enterprises. Listen for more insights.

]]>aa9b9ce3-eebf-4c39-b254-72de5d668c00Wed, 29 Nov 2023 07:00:00 +010017:40falsefull143431Beyond the Sales Floor Episode 9: A Unique Take on ABM with Alex Ball, VP of Sales & GTM at Twilio FlexBeyond the Sales Floor Episode 9: A Unique Take on ABM with Alex Ball, VP of Sales & GTM at Twilio FlexOn this week’s episode of Beyond The Sales Floor, Morgan is joined by Alex Ball, VP of Sales at Twilio Flex. In this episode, you’ll learn how Alex’s unique approach towards ABM - especially within existing accounts. Plus, find out why Alex isn’t the biggest fan of AI in sales - especially when it comes to achieving personalised outreach. Tune in for all of the insights in this bonus episode.

]]>On this week’s episode of Beyond The Sales Floor, Morgan is joined by Alex Ball, VP of Sales at Twilio Flex. In this episode, you’ll learn how Alex’s unique approach towards ABM - especially within existing accounts. Plus, find out why Alex isn’t the biggest fan of AI in sales - especially when it comes to achieving personalised outreach. Tune in for all of the insights in this bonus episode.

]]>caac517e-edc2-4963-86dc-4f44b28babd0Mon, 27 Nov 2023 16:30:00 +010029:11falsefull142421Predictions for B2B Sales in 2024 With Matt Doyon: Co-Founder & CEO of TripleSessionPredictions for B2B Sales in 2024 With Matt Doyon: Co-Founder & CEO of TripleSessionOn this week’s episode, Stephen chats with Matt Doyon, the Co-Founder and CEO of TripleSession. They covered a lot of ground relating to the landscape of B2B sales, as we approach 2024. Some of these topics included the role of AI, and the importance of productivity. Matt also gives his take on why he thinks sales enablement will be the real star of the show next year. Listen to find out more.

]]>On this week’s episode, Stephen chats with Matt Doyon, the Co-Founder and CEO of TripleSession. They covered a lot of ground relating to the landscape of B2B sales, as we approach 2024. Some of these topics included the role of AI, and the importance of productivity. Matt also gives his take on why he thinks sales enablement will be the real star of the show next year. Listen to find out more.

]]>99cf8a29-3f91-4fdf-b788-9e296a15eedcWed, 22 Nov 2023 07:00:00 +010022:52falsefull141411Beyond the Sales Floor Episode 8: Prospecting Into Difficult Industries with Grace Chuang, Director of Sales Dev. @DatabricksBeyond the Sales Floor Episode 8: Prospecting Into Difficult Industries with Grace Chuang, Director of Sales Dev. @DatabricksOn this week’s episode of Beyond The Sales Floor, Morgan is joined by Grace Chuang, Director of Sales Development at Databricks. Grace shares her insights into prospecting into tricky industries like the public sector, financial services, and healthcare. Plus, you’ll learn why BANT hasn’t been a qualification method of choice for Grace, due to the nature of the product being sold.

]]>On this week’s episode of Beyond The Sales Floor, Morgan is joined by Grace Chuang, Director of Sales Development at Databricks. Grace shares her insights into prospecting into tricky industries like the public sector, financial services, and healthcare. Plus, you’ll learn why BANT hasn’t been a qualification method of choice for Grace, due to the nature of the product being sold.

]]>1f71559b-417f-490c-9273-99769025fd4cMon, 20 Nov 2023 09:00:00 +010025:33falsefull140401Stopping Revenue Leak and Slippery Deals with Shruti Kapoor, Head of International Business @ClariStopping Revenue Leak and Slippery Deals with Shruti Kapoor, Head of International Business @ClariThis week, David sits down with Shruti Kapoor, Head of International Business at Clari. Discover Shruti’s take on what thorough deal inspection looks like. Plus, find out why 40 to 60% of deals tend to slip in the pipeline.

]]>This week, David sits down with Shruti Kapoor, Head of International Business at Clari. Discover Shruti’s take on what thorough deal inspection looks like. Plus, find out why 40 to 60% of deals tend to slip in the pipeline.

]]>41c45476-9f23-44b0-867d-9ed89953e2d8Wed, 15 Nov 2023 07:00:00 +010023:07falsefull139391Beyond the Sales Floor Episode 7: BANT, Unsticking Deals, and LinkedIn With Ryan Byrnes, Mid-Market Sales Leader at CalmBeyond the Sales Floor Episode 7: BANT, Unsticking Deals, and LinkedIn With Ryan Byrnes, Mid-Market Sales Leader at CalmOn this episode of Beyond the Sales Floor, Morgan has a chat with Ryan Byrnes, Mid-Market Sales Leader @Calm. Tune in to find out Ryan’s insights into ensuring deals are unstuck, why BANT is relevant for his team, and best practices for LinkedIn in outbound.

]]>On this episode of Beyond the Sales Floor, Morgan has a chat with Ryan Byrnes, Mid-Market Sales Leader @Calm. Tune in to find out Ryan’s insights into ensuring deals are unstuck, why BANT is relevant for his team, and best practices for LinkedIn in outbound.

]]>a8dfc717-47b2-4a85-b520-c85c5a8dbb60Mon, 13 Nov 2023 07:00:00 +010022:13falsefull138381The Role of AI In Sales With Mark Kosoglow, CRO at CatalystThe Role of AI In Sales With Mark Kosoglow, CRO at CatalystOn this week’s episode of Redefining Outbound, Kaitie is joined by Mark Kosoglow, CRO at Catalyst Software. We learn about whether AI is the solution to all of our problems in sales, or if it’s actually creating generalised assumptions about a sales team. They also discuss the bottom-up approach to win enterprise deals. Plus, you’ll discover the different stages within a leader’s journey, as a company grows or evolves.

]]>On this week’s episode of Redefining Outbound, Kaitie is joined by Mark Kosoglow, CRO at Catalyst Software. We learn about whether AI is the solution to all of our problems in sales, or if it’s actually creating generalised assumptions about a sales team. They also discuss the bottom-up approach to win enterprise deals. Plus, you’ll discover the different stages within a leader’s journey, as a company grows or evolves.

]]>53209b67-5009-4bfc-a282-bbcd1cbf88c1Wed, 08 Nov 2023 07:00:00 +010031:31falsefull137371Beyond The Sales Floor Episode 6: Creating An Airtight Onboarding Plan With Brooke Coletti, at Amazon Web ServicesBeyond The Sales Floor Episode 6: Creating An Airtight Onboarding Plan With Brooke Coletti, at Amazon Web ServicesThere are lots of nuances that need to be considered when iterating your model for onboarding reps. For example, how are you ensuring company culture is aligned across regional teams? How can it be operationalised for this new world of hybrid work? This plus much more is dissected and discussed in this latest instalment of Beyond the Sales Floor, with host Morgan Ingram, and guest Brooke Coletti, Sr Partner Enablement Manager at Amazon Web Services.

]]>There are lots of nuances that need to be considered when iterating your model for onboarding reps. For example, how are you ensuring company culture is aligned across regional teams? How can it be operationalised for this new world of hybrid work? This plus much more is dissected and discussed in this latest instalment of Beyond the Sales Floor, with host Morgan Ingram, and guest Brooke Coletti, Sr Partner Enablement Manager at Amazon Web Services.

]]>70103b8f-f9a7-42e4-8052-a17012266958Mon, 06 Nov 2023 07:00:00 +010023:39falsefull136361The State of MEDDPICC/MEDDIC In Modern Sales With Gina Ruscio, Cognism’s Chief of Staff, RevenueThe State of MEDDPICC/MEDDIC In Modern Sales With Gina Ruscio, Cognism’s Chief of Staff, RevenueThis week, Kaitie is sitting down with Cognism’s Chief of Revenue Staff: Gina Ruscio. They discuss everything to do with MEDDPICC (or MEDDIC). How should it be rolled out across an organisation? What makes it different to other methods? Plus, find out why it’s designed for SDRs too.

]]>This week, Kaitie is sitting down with Cognism’s Chief of Revenue Staff: Gina Ruscio. They discuss everything to do with MEDDPICC (or MEDDIC). How should it be rolled out across an organisation? What makes it different to other methods? Plus, find out why it’s designed for SDRs too.

]]>8140e87c-481f-4261-911f-dd585a5e0d16Wed, 01 Nov 2023 07:00:00 +010024:45falsefull135351Problem Solving, Visual Learners and Dissecting Deals With Keith Weightman, RVP of National Accounts @ BullhornProblem Solving, Visual Learners and Dissecting Deals With Keith Weightman, RVP of National Accounts @ BullhornHow can you tailor to reps in your team that are visual learners? How can your team dissect a problem the right way? These are some of the big questions that Keith Weightman, RVP of National Accounts at Bullhorn, has provided insights into. Check out more in this week’s episode of Redefining Outbound. 

]]>How can you tailor to reps in your team that are visual learners? How can your team dissect a problem the right way? These are some of the big questions that Keith Weightman, RVP of National Accounts at Bullhorn, has provided insights into. Check out more in this week’s episode of Redefining Outbound. 

]]>c287cae0-dc09-4724-b57e-66701f9d8a48Wed, 25 Oct 2023 08:00:00 +010020:22falsefull134341Beyond the Sales Floor Episode 5: Secrets for 45% Reply Rates on Videos, With Khris Fenton, VP of Sales Development and Partnerships at AltrataBeyond the Sales Floor Episode 5: Secrets for 45% Reply Rates on Videos, With Khris Fenton, VP of Sales Development and Partnerships at AltrataWe’re back with another episode of Beyond the Sales Floor - and it’s with a Redefining Outbound alumnus Khris Fenton - VP of Sales Development and Partnerships at Altrata. Khris shared the outbound video tactic that has boosted his team’s reply rate from 5-10%, to around 45-50%! Plus, find out Khris’ take on the state of BANT.

]]>We’re back with another episode of Beyond the Sales Floor - and it’s with a Redefining Outbound alumnus Khris Fenton - VP of Sales Development and Partnerships at Altrata. Khris shared the outbound video tactic that has boosted his team’s reply rate from 5-10%, to around 45-50%! Plus, find out Khris’ take on the state of BANT.

]]>f63a6cdc-879b-4e46-a2c9-0ac1eba2e6a7Mon, 23 Oct 2023 09:00:00 +010020:39falsefull133331Beyond the Sales Floor Episode 4: Building Coaching Plans With Alli MacManus, Global Revenue Enablement Manager at DemandbaseBeyond the Sales Floor Episode 4: Building Coaching Plans With Alli MacManus, Global Revenue Enablement Manager at DemandbaseOn this episode of Beyond the Sales Floor, Alli MacManus (Global Rev. Enablement Manager @Demandbase) is our guest. Alli shares how she’s approached coaching plans for her team, as well as what a 30-60-90 day onboarding plan looks like. We also learnt about the importance of creating tailored plans. Tune in to find out more.

]]>On this episode of Beyond the Sales Floor, Alli MacManus (Global Rev. Enablement Manager @Demandbase) is our guest. Alli shares how she’s approached coaching plans for her team, as well as what a 30-60-90 day onboarding plan looks like. We also learnt about the importance of creating tailored plans. Tune in to find out more.

]]>d5f221f3-c1db-4750-ac09-99e2c850d725Tue, 17 Oct 2023 07:00:00 +010016:09falsefull132321How Conventional Wisdom Kills Deals with John Bissett, Partner at Slingshot EdgeHow Conventional Wisdom Kills Deals with John Bissett, Partner at Slingshot EdgeWe’re getting a little scientific in this week’s episode. David sits down with John Bissett, Partner at Slingshot Edge. He discusses how and why conventional wisdom kills sales deals. Plus, you’ll get a *detailed* insight into a buyer’s mind, and the balance between emotion and logic when making a decision. Check out this episode, and learn more on why psychology in sales is so important. 

]]>We’re getting a little scientific in this week’s episode. David sits down with John Bissett, Partner at Slingshot Edge. He discusses how and why conventional wisdom kills sales deals. Plus, you’ll get a *detailed* insight into a buyer’s mind, and the balance between emotion and logic when making a decision. Check out this episode, and learn more on why psychology in sales is so important. 

]]>f1937f72-60a9-45b5-a269-ae7733c8d434Wed, 11 Oct 2023 14:15:00 +010024:22falsefull131311Beyond the Sales Floor Episode 3: Plays That Get You Paid With Carson V. Heady @ MicrosoftBeyond the Sales Floor Episode 3: Plays That Get You Paid With Carson V. Heady @ MicrosoftIn this episode of Beyond the Sales Floor, our special guest is Carson V Heady, Social Selling Lead at Microsoft. Carson shares how social selling can be the key to unlock communication and relationships with other rooms of the house. He also shares his approach towards structuring plays in outbound, that get you paid.

]]>In this episode of Beyond the Sales Floor, our special guest is Carson V Heady, Social Selling Lead at Microsoft. Carson shares how social selling can be the key to unlock communication and relationships with other rooms of the house. He also shares his approach towards structuring plays in outbound, that get you paid.

]]>67d22f9a-a39c-44ee-9dc4-438b63185dccMon, 09 Oct 2023 07:00:00 +010026:26falsefull130301Social Selling, Mental Health in Sales, and More With Amanda Wilde, Director of Business Development at AlidaSocial Selling, Mental Health in Sales, and More With Amanda Wilde, Director of Business Development at AlidaOn this week’s episode, Frida has a chat with Amanda Wilde, Director of Business Development at Alida AND 2023 Crunchbase Most Influential Women in Sales! They touched on how redefining outbound is constantly happening in tech sales. Plus, Amanda discusses the importance of protecting the mental health of your team.

]]>On this week’s episode, Frida has a chat with Amanda Wilde, Director of Business Development at Alida AND 2023 Crunchbase Most Influential Women in Sales! They touched on how redefining outbound is constantly happening in tech sales. Plus, Amanda discusses the importance of protecting the mental health of your team.

]]>89fc5d0f-9f8d-47a5-9c86-7ef48430017bThu, 05 Oct 2023 07:00:00 +010026:37falsefull129291Beyond the Sales Floor Episode 2: Creating $130m in Pipeline With Matt Reuter at Real Page IncBeyond the Sales Floor Episode 2: Creating $130m in Pipeline With Matt Reuter at Real Page IncIn this episode of Beyond the Sales Floor, Morgan chatted with Matt Reuter, Senior Director of Sales Development at RealPage, Inc. They unpacked the secret to building $130m in pipeline (hint: it’s simpler than you think), as well as how to identify red flag reps - sooner rather than later, in the hiring and onboarding processes. Listen to find out more.

]]>In this episode of Beyond the Sales Floor, Morgan chatted with Matt Reuter, Senior Director of Sales Development at RealPage, Inc. They unpacked the secret to building $130m in pipeline (hint: it’s simpler than you think), as well as how to identify red flag reps - sooner rather than later, in the hiring and onboarding processes. Listen to find out more.

]]>c3572499-ddb1-4461-8ec8-75b46b9afec1Tue, 03 Oct 2023 09:00:00 +010022:24falsefull128281Beyond The Sales Floor with Morgan Ingram and Dan Drucker at Canon Business Process Services, IncBeyond The Sales Floor with Morgan Ingram and Dan Drucker at Canon Business Process Services, IncIn this special episode of Redefining Outbound, we’re kicking off our Beyond The Sales Floor Series! And in this first interview, Morgan sits down with Dan Drucker, VP of National Sales and Marketing at Canon Business Process Services, Inc. Dan breaks down his outbound strategy, and the importance of super-specificity. In fact, you'll even learn a new term by the end of the episode: scuba prospecting. Dan also shares his top tips for achieving that all-important alignment between sales and marketing teams.

]]>In this special episode of Redefining Outbound, we’re kicking off our Beyond The Sales Floor Series! And in this first interview, Morgan sits down with Dan Drucker, VP of National Sales and Marketing at Canon Business Process Services, Inc. Dan breaks down his outbound strategy, and the importance of super-specificity. In fact, you'll even learn a new term by the end of the episode: scuba prospecting. Dan also shares his top tips for achieving that all-important alignment between sales and marketing teams.

]]>0ec952a3-8984-491e-a77a-73cdf83bd5c8Mon, 25 Sep 2023 07:00:00 +010020:55falsefull127271The State of Sales in the US Market Today With Cognism’s Sales LeadersThe State of Sales in the US Market Today With Cognism’s Sales LeadersOn this week’s episode of Redefining Outbound, we’re discussing everything to do with the US Market. Join Frida Ottosson, who chats with Cognism’s US sales leaders: Stephen Vickers (Head of Sales Development) and Kaitie Voigt (Enterprise Sales Manager) . They’ll be covering the challenges and opportunities in the market today, achieving alignment between SDRs and AEs, and more

]]>On this week’s episode of Redefining Outbound, we’re discussing everything to do with the US Market. Join Frida Ottosson, who chats with Cognism’s US sales leaders: Stephen Vickers (Head of Sales Development) and Kaitie Voigt (Enterprise Sales Manager) . They’ll be covering the challenges and opportunities in the market today, achieving alignment between SDRs and AEs, and more

]]>a988901e-fe27-49e9-bc49-dcd5bc9c1abbThu, 21 Sep 2023 09:00:00 +010027:02falsefull126261Breaking Down The Meaning of Personalisation in Sales, with Kris Rudeegraap, CEO at SendosoBreaking Down The Meaning of Personalisation in Sales, with Kris Rudeegraap, CEO at SendosoOn this week’s episode of Redefining Outbound, Frida sits down with Kris Rudeegraap, CEO of Sendoso. They discuss how sales leaders need to tackle personalisation from different angles, approaches to growth in the current economic climate, and more.

]]>On this week’s episode of Redefining Outbound, Frida sits down with Kris Rudeegraap, CEO of Sendoso. They discuss how sales leaders need to tackle personalisation from different angles, approaches to growth in the current economic climate, and more.

]]>bdb43830-a191-462d-b4ed-db00acb097d4Wed, 13 Sep 2023 07:00:00 +010019:39falsefull125251Reaching Technical Decision Makers With Julia Gilinets, Interim CRO at UplevelReaching Technical Decision Makers With Julia Gilinets, Interim CRO at UplevelCut the fluff! That’s what Julia Gilinets, Interim CRO at Uplevel, believes is the secret in sales. This is especially the case, when reaching out to technical decision-makers. On this week’s episode of Redefining Outbound, find out more, plus the importance of the bottom-up approach, and why sales leaders need to drop the word “should”, when judging their sales process.

]]>Cut the fluff! That’s what Julia Gilinets, Interim CRO at Uplevel, believes is the secret in sales. This is especially the case, when reaching out to technical decision-makers. On this week’s episode of Redefining Outbound, find out more, plus the importance of the bottom-up approach, and why sales leaders need to drop the word “should”, when judging their sales process.

]]>c1404696-82ef-445e-9196-2270070fda40Wed, 06 Sep 2023 07:00:00 +010028:57falsefull124241Leveraging Partnerships in Sales with Michaela Weber, VP of Strategic Business Development at BigCommerceLeveraging Partnerships in Sales with Michaela Weber, VP of Strategic Business Development at BigCommerceYour partnerships team can provide some great fuel for your sales engine. And in this week’s episode of Redefining Outbound, discover exactly how and why to leverage partners in outbound, with our guest Michaela Weber, VP of Strategic Business Development at BigCommerce. David and Michaela cover everything from joint sales pitches, the importance of customer success, and more.

]]>Your partnerships team can provide some great fuel for your sales engine. And in this week’s episode of Redefining Outbound, discover exactly how and why to leverage partners in outbound, with our guest Michaela Weber, VP of Strategic Business Development at BigCommerce. David and Michaela cover everything from joint sales pitches, the importance of customer success, and more.

]]>5b5e9828-49b2-49e7-a424-a927857db07aWed, 30 Aug 2023 07:00:00 +010022:28falsefull123231Driving High Quality Pipeline with Lu Juarez, EMEA Sales Development Manager at HiBobDriving High Quality Pipeline with Lu Juarez, EMEA Sales Development Manager at HiBobIn this week’s episode of Redefining Outbound, David sits down with Lu Juarez, EMEA Sales Development Manager, to discuss how the team at HiBob are approaching their goal of driving high quality pipeline. Luciana took a deep-dive into 3 main tactics she’s utilising this quarter. Listen to find out what they are, plus much more. 

]]>In this week’s episode of Redefining Outbound, David sits down with Lu Juarez, EMEA Sales Development Manager, to discuss how the team at HiBob are approaching their goal of driving high quality pipeline. Luciana took a deep-dive into 3 main tactics she’s utilising this quarter. Listen to find out what they are, plus much more. 

]]>1c48cbb7-abc4-4c75-befe-6c166676d1c4Wed, 23 Aug 2023 09:00:00 +010031:06falsefull122221The Secrets to Working with Champions with Nate Nasralla, Founder at Fluint.ioThe Secrets to Working with Champions with Nate Nasralla, Founder at Fluint.ioIn this week’s episode with Redefining Outbound, Stephen Vickers sits down with Nate Nasralla, Founder at Fluint.io to discuss the best way to work with your buying champion. They covered how your champions don’t always have to be at the top, the danger of too much multi-threading, and more.

]]>In this week’s episode with Redefining Outbound, Stephen Vickers sits down with Nate Nasralla, Founder at Fluint.io to discuss the best way to work with your buying champion. They covered how your champions don’t always have to be at the top, the danger of too much multi-threading, and more.

]]>061ed414-b252-45c6-8750-e28574f59723Wed, 16 Aug 2023 09:00:00 +010021:19falsefull121211The Blueprint Workshop: How Cognism’s Sales Leaders Built A Predictable Revenue Engine (Special Episode)The Blueprint Workshop: How Cognism’s Sales Leaders Built A Predictable Revenue Engine (Special Episode)We’re back with another special episode of Redefining Outbound. In order to commemorate the launch of our Blueprint, tune into this workshop, co-hosted by Morgan Ingram, and Cognism’s VPs David Bentham and Jonathon Ilett. Find out the best practices on processes like forecasting, coaching, and more, that enabled the team to scale from $10m to $40m in under 2 years.

And check out more insights at the site here: https://info.cognism.com/the-blue-print

]]>We’re back with another special episode of Redefining Outbound. In order to commemorate the launch of our Blueprint, tune into this workshop, co-hosted by Morgan Ingram, and Cognism’s VPs David Bentham and Jonathon Ilett. Find out the best practices on processes like forecasting, coaching, and more, that enabled the team to scale from $10m to $40m in under 2 years.

And check out more insights at the site here: https://info.cognism.com/the-blue-print

]]>fc6f7c41-81f8-43ec-b2f6-60236c56c7adWed, 09 Aug 2023 07:00:00 +010057:12falsefull120201The Importance of High-Impact Coaching with Gabrielle Blackwell, Sales Development Manager at Culture AmpThe Importance of High-Impact Coaching with Gabrielle Blackwell, Sales Development Manager at Culture AmpOn this week’s episode of Redefining Outbound, Gabrielle Blackwell (Creator at The One on One and Mid-Market Sales Development Manager at Culture Amp) joins Frida, to talk about the importance of coaching, training, and feedback for your team. They also discuss how these processes shape up in the new era of outbound. 

]]>On this week’s episode of Redefining Outbound, Gabrielle Blackwell (Creator at The One on One and Mid-Market Sales Development Manager at Culture Amp) joins Frida, to talk about the importance of coaching, training, and feedback for your team. They also discuss how these processes shape up in the new era of outbound. 

]]>3d59ecb3-0fb1-478c-b55b-7e013450ea9aWed, 02 Aug 2023 07:00:00 +010030:50falsefull119191The Importance of Knowing Your Customers with Devin Reed, Head of Content at ClariThe Importance of Knowing Your Customers with Devin Reed, Head of Content at Clari“Know who you’re selling to!”

It’s something you’re telling your sales team to do all the time. But have you laid out the foundations for this to be a possibility? On this week’s episode, Frida sat down with Devin Reed, former seller turned Head of Content at Clari. They discussed how sales and marketing can work together to achieve a deep understanding of personas.

]]>“Know who you’re selling to!”

It’s something you’re telling your sales team to do all the time. But have you laid out the foundations for this to be a possibility? On this week’s episode, Frida sat down with Devin Reed, former seller turned Head of Content at Clari. They discussed how sales and marketing can work together to achieve a deep understanding of personas.

]]>572cfa8e-0ee5-432e-8a1f-717442a84d31Wed, 26 Jul 2023 09:00:00 +010021:35falsefull118181The State of Enterprise Sales with Kaitie Voigt, Cognism's US Enterprise Sales ManagerThe State of Enterprise Sales with Kaitie Voigt, Cognism's US Enterprise Sales ManagerEnterprise sales can be a minefield. Especially in this new era of outbound, it’s really important to ensure your team is enabled with the knowledge that’ll help them make the most impact. For example, in the current economic climate, budgets are tight. So, how can your team help these complex buying committees unlock the pain? Find out all, on this week’s episode of Redefining Outbound, with one-off host Binal (from the marketing team) and our guest Kaitie Voigt, Cognism’s Enterprise Sales Manager.

]]>Enterprise sales can be a minefield. Especially in this new era of outbound, it’s really important to ensure your team is enabled with the knowledge that’ll help them make the most impact. For example, in the current economic climate, budgets are tight. So, how can your team help these complex buying committees unlock the pain? Find out all, on this week’s episode of Redefining Outbound, with one-off host Binal (from the marketing team) and our guest Kaitie Voigt, Cognism’s Enterprise Sales Manager.

]]>3e6d90e0-7132-4722-b311-3b2f91e0817aWed, 19 Jul 2023 07:00:00 +010026:33falsefull117171How To Master Time Management As A Sales Leader with Todd Busler and Morgan J Ingram (Special Episode)How To Master Time Management As A Sales Leader with Todd Busler and Morgan J Ingram (Special Episode)Your sales team’s playbook should align with the new era of outbound. And success starts by nailing processes like time management. 

Learn how to strike the balance, between coaching, training, forecasting, and sitting on deals, in this special episode of Redefining Outbound, with Morgan Ingram and Todd Busler. 


And grab the slides from the workshop here: https://2340453.fs1.hubspotusercontent-na1.net/hubfs/2340453/%5BFINAL%5D%20Leadership%20workshop_%20How%20to%20master%20time%20management%20as%20a%20sales%20leader-2.pdf


]]>Your sales team’s playbook should align with the new era of outbound. And success starts by nailing processes like time management. 

Learn how to strike the balance, between coaching, training, forecasting, and sitting on deals, in this special episode of Redefining Outbound, with Morgan Ingram and Todd Busler. 


And grab the slides from the workshop here: https://2340453.fs1.hubspotusercontent-na1.net/hubfs/2340453/%5BFINAL%5D%20Leadership%20workshop_%20How%20to%20master%20time%20management%20as%20a%20sales%20leader-2.pdf


]]>2c98116b-98c7-4fc2-a09b-6b9a315bccdbWed, 12 Jul 2023 07:00:00 +010047:49falsefull116161Breaking Down Buyer Centricity with Khris Fenton, VP of Sales Development & Partnerships at AltrataBreaking Down Buyer Centricity with Khris Fenton, VP of Sales Development & Partnerships at AltrataSales leaders are encouraging their teams to embrace buyer centricity all the time. But there are still rooms for improvement. Find out more, as Frida sits down with Khris Fenton, from Altrata. He revealed the fundamentals behind a buyer-centric playbook. 

]]>Sales leaders are encouraging their teams to embrace buyer centricity all the time. But there are still rooms for improvement. Find out more, as Frida sits down with Khris Fenton, from Altrata. He revealed the fundamentals behind a buyer-centric playbook. 

]]>37372230-c995-4fef-872a-2149265ab8c6Wed, 05 Jul 2023 07:00:00 +010028:08falsefull115151How to hire & scale a team that understands the modern-day buyer with Emerald Maravilla, Director of Sales Development at SnowflakeHow to hire & scale a team that understands the modern-day buyer with Emerald Maravilla, Director of Sales Development at SnowflakeB2B buying behaviour is digital. Now, more than ever. So, what does that mean for sales leaders? Well, it means branching out beyond cold calling. And it also means considering the regional nuances of the modern buyer. Find out more as Stephen Vickers sits down with Emerald Maravilla, Director of Sales Development at Snowflake.

]]>B2B buying behaviour is digital. Now, more than ever. So, what does that mean for sales leaders? Well, it means branching out beyond cold calling. And it also means considering the regional nuances of the modern buyer. Find out more as Stephen Vickers sits down with Emerald Maravilla, Director of Sales Development at Snowflake.

]]>adb5a83a-d329-4f43-a66e-e35828803302Wed, 28 Jun 2023 07:00:00 +010027:05falsefull114141Approaching Multi-Regional Outbound, Enterprise & More With Sylvia Farag, Founder of Farag Consulting & CoachingApproaching Multi-Regional Outbound, Enterprise & More With Sylvia Farag, Founder of Farag Consulting & CoachingWhat does it take to break through Enterprise nowadays? Also, have we ever stopped to consider the importance of regional differences, when approaching outbound? Well, all will be revealed in this week's episode, as David sits down with Sylvia Farag.

]]>What does it take to break through Enterprise nowadays? Also, have we ever stopped to consider the importance of regional differences, when approaching outbound? Well, all will be revealed in this week's episode, as David sits down with Sylvia Farag.

]]>83986e0b-3c5b-4664-8a15-ad6f22a4bd72Wed, 21 Jun 2023 07:00:00 +010032:15falsefull113131The Playbook for 'Hyper Growth' and More with Chris Orlob, CEO at pclub.ioThe Playbook for 'Hyper Growth' and More with Chris Orlob, CEO at pclub.ioIn the current economic climate, it's important to take a step back and re-evaluate how you're approaching the growth of your GTM function. For example, have you enabled your sales team to fine-tune their outbound techniques so they can put the buyer first? Frida sat down with Chris Orlob to discuss this, plus much more.

]]>In the current economic climate, it's important to take a step back and re-evaluate how you're approaching the growth of your GTM function. For example, have you enabled your sales team to fine-tune their outbound techniques so they can put the buyer first? Frida sat down with Chris Orlob to discuss this, plus much more.

]]>f40065ef-4b03-4528-97c0-6e91a0b8a3b0Wed, 14 Jun 2023 07:00:00 +010030:03falsefull112121The evolution of Outbound Tactics & More with Mike Sokirka, VP of Sales & LeadGen at IndexThe evolution of Outbound Tactics & More with Mike Sokirka, VP of Sales & LeadGen at IndexSome companies are really embracing the winds of change in outbound. And one in particular has been Index.  Find out why VP of Sales & LeadGen Mike Sokirka, has separate teams for the different channels for outreach. He also tells David the power of referrals in LinkedIn for outbound strategies. 

]]>Some companies are really embracing the winds of change in outbound. And one in particular has been Index.  Find out why VP of Sales & LeadGen Mike Sokirka, has separate teams for the different channels for outreach. He also tells David the power of referrals in LinkedIn for outbound strategies. 

]]>ebc0231b-898c-4cbd-965f-819fa34b254bWed, 07 Jun 2023 07:00:00 +010032:45falsefull111111The State of Sales Enablement in the Modern Era of Outbound & More With Richard Smith, VP of Sales EMEA at AllegoThe State of Sales Enablement in the Modern Era of Outbound & More With Richard Smith, VP of Sales EMEA at AllegoOn this week’s episode, David sat down with Richard Smith, VP of Sales EMEA at Allego. They discussed the importance of nailing the inner-workings of your sales function, as a way to adapt and thrive in the new era of outbound. For example, the importance of considering the buyer when it comes to approaching sales enablement. 

]]>On this week’s episode, David sat down with Richard Smith, VP of Sales EMEA at Allego. They discussed the importance of nailing the inner-workings of your sales function, as a way to adapt and thrive in the new era of outbound. For example, the importance of considering the buyer when it comes to approaching sales enablement. 

]]>6b788358-d072-473d-bdd4-fe2f3b7f3befWed, 31 May 2023 07:00:00 +010038:07falsefull110101The Secrets behind Successful GTM Strategies with Todd Busler, Co-Founder at ChampifyThe Secrets behind Successful GTM Strategies with Todd Busler, Co-Founder at ChampifyWhat does it mean to go-to-market in this new era of outbound? Where should management be spending their time? How can efficiency and productivity be at the centre of everything sales teams do, when they do go to market? Frida Ottosson, VP of US Sales at Cognism, sat down with Todd Busler, Co-Founder at Champify, to discuss this, plus more. 

]]>What does it mean to go-to-market in this new era of outbound? Where should management be spending their time? How can efficiency and productivity be at the centre of everything sales teams do, when they do go to market? Frida Ottosson, VP of US Sales at Cognism, sat down with Todd Busler, Co-Founder at Champify, to discuss this, plus more. 

]]>866e4556-c56c-445f-9c98-0c4f5217bdcdWed, 24 May 2023 07:00:00 +010029:46falsefull1991The Importance of Sales and Marketing Alignment with Liam Bartholomew, VP of Marketing at CognismThe Importance of Sales and Marketing Alignment with Liam Bartholomew, VP of Marketing at CognismEveryone talks about sales and marketing about having to be on the same page. But how does this process actually work? Does it differ depending on the size of the organisation? And how can sales adapt the demand gen mindset that marketers talk about? Find out how all of this has come to play at Cognism, as David sits down with our VP of Marketing, Liam Bartholomew.

]]>Everyone talks about sales and marketing about having to be on the same page. But how does this process actually work? Does it differ depending on the size of the organisation? And how can sales adapt the demand gen mindset that marketers talk about? Find out how all of this has come to play at Cognism, as David sits down with our VP of Marketing, Liam Bartholomew.

]]>10dc9107-33c8-49ae-9d6c-a94e15e51273Wed, 17 May 2023 07:00:00 +010041:20falsefull1881The Importance of Creativity in Outbound with Will Aitken from LavenderThe Importance of Creativity in Outbound with Will Aitken from Lavender‘Be creative with outbound!’ 

Sellers are told this all the time. But what does it actually mean or entail, to think outside the box when it comes to prospecting? And why is it important to be creative in this new era of outbound? Why should leaders care about this trend, given the new era of outbound? Well, David sits down with Will Aitken, Social at Lavender, to discuss this. 

]]>‘Be creative with outbound!’ 

Sellers are told this all the time. But what does it actually mean or entail, to think outside the box when it comes to prospecting? And why is it important to be creative in this new era of outbound? Why should leaders care about this trend, given the new era of outbound? Well, David sits down with Will Aitken, Social at Lavender, to discuss this. 

]]>f9cf6b7f-a5fd-4877-b663-c09b2f2d9fc3Wed, 10 May 2023 07:00:00 +010032:24falsefull1771Shifting from the Sales Funnel Mentality to the Customer Journey Mindset with Kyle Coleman SVP, Marketing at ClariShifting from the Sales Funnel Mentality to the Customer Journey Mindset with Kyle Coleman SVP, Marketing at ClariOld-school qualification methods and outdated sales funnels don’t have a place in modern outbound. In this new era of outbound, sellers at the top of the funnel need to focus less on pipeline quantity and more on pipeline quality. 

]]>Old-school qualification methods and outdated sales funnels don’t have a place in modern outbound. In this new era of outbound, sellers at the top of the funnel need to focus less on pipeline quantity and more on pipeline quality. 

]]>c8b458ea-7c24-4d9b-8820-306047d1f44eWed, 03 May 2023 07:00:00 +010032:15falsefull1661G.A.S strategy (giving a s***) - How to actually provide value in the sales process with Jen Allen-Knuth @ LavenderG.A.S strategy (giving a s***) - How to actually provide value in the sales process with Jen Allen-Knuth @ LavenderEveryone talks about adding value in the sales process. But what does that mean, exactly? There's a believe that value has become lost in translation for many sales teams. Well, Jen Allen-Knuth has cracked the code on what it comes back to. It's the fundamental idea of "giving a s***" in sales. She sits down with David Bentham this week, to discuss the importance of buyers being heard, problem-centricity, plus more

]]>Everyone talks about adding value in the sales process. But what does that mean, exactly? There's a believe that value has become lost in translation for many sales teams. Well, Jen Allen-Knuth has cracked the code on what it comes back to. It's the fundamental idea of "giving a s***" in sales. She sits down with David Bentham this week, to discuss the importance of buyers being heard, problem-centricity, plus more

]]>c795095d-2e33-4241-bbc2-6be7a01c694eWed, 26 Apr 2023 07:00:00 +010028:14falsefull1551The Power of the Feedback Loop and Research For Your Sales Team with Tom Lavery, at JiminnyThe Power of the Feedback Loop and Research For Your Sales Team with Tom Lavery, at JiminnyFeedback is crucial. It's the fundamental way your sales team can get better. But what about other forms of feedback? For example, the feedback loop from prospects and customers? How can they impact messaging? And what is the overall positive impact this has on the operational efficiency of your sales team? Well, this week we sit down with Tom Lavery, CEO and Founder at Jiminny, to discuss this.

]]>Feedback is crucial. It's the fundamental way your sales team can get better. But what about other forms of feedback? For example, the feedback loop from prospects and customers? How can they impact messaging? And what is the overall positive impact this has on the operational efficiency of your sales team? Well, this week we sit down with Tom Lavery, CEO and Founder at Jiminny, to discuss this.

]]>41bf3de0-ead6-4602-911b-7212f1367729Wed, 19 Apr 2023 07:00:00 +010030:35falsefull1441The Importance of Revenue Team Alignment With Alex Olley, Co-Founder & CRO at ReachdeskThe Importance of Revenue Team Alignment With Alex Olley, Co-Founder & CRO at ReachdeskThe key to success is making sure all of the revenue teams are on the same page. Because in this new era of outbound, close collaboration and understanding is vital to win. Alex Olley, Co-Founder and CRO at Reachdesk, explains this concept in this week's episode of Redefining Outbound.

]]>The key to success is making sure all of the revenue teams are on the same page. Because in this new era of outbound, close collaboration and understanding is vital to win. Alex Olley, Co-Founder and CRO at Reachdesk, explains this concept in this week's episode of Redefining Outbound.

]]>55681daf-ae6d-465f-a59a-9b494ad34e0dWed, 12 Apr 2023 09:00:00 +010030:14falsefull1331The Power of Micro-Sites for Outbound with Rory Sadler, Co-Founder at TrumpetThe Power of Micro-Sites for Outbound with Rory Sadler, Co-Founder at TrumpetIt's no secret that deal cycles are getting longer. And part of the reason is because the seller hasn't adapted to the changes of the modern-day buyer. For example, buyers don't need to be bombarded with lots of information that they've already had access to. Instead, sellers should help buyers make sense of the information they have. Digital is also the core feature of buyers today. And someone who's understood this shift is Rory Sadler, CEO at Trumpet. He explains how microsites or 'pods' are helping to facilitate these changes.

]]>It's no secret that deal cycles are getting longer. And part of the reason is because the seller hasn't adapted to the changes of the modern-day buyer. For example, buyers don't need to be bombarded with lots of information that they've already had access to. Instead, sellers should help buyers make sense of the information they have. Digital is also the core feature of buyers today. And someone who's understood this shift is Rory Sadler, CEO at Trumpet. He explains how microsites or 'pods' are helping to facilitate these changes.

]]>bf6a8f28-0c5a-4459-aad1-a518b9dafa9cWed, 29 Mar 2023 06:00:00 +010025:03falsefull1221Welcome to Redefining OutboundWelcome to Redefining OutboundWelcome to "Redefining Outbound", a new sales leadership series. To kick things off, we'll be exploring the ways in which the B2B buying journey has changed. And the impact these changes have on sales leaders.

]]>Welcome to "Redefining Outbound", a new sales leadership series. To kick things off, we'll be exploring the ways in which the B2B buying journey has changed. And the impact these changes have on sales leaders.

]]>693c91c8-f9a4-4cb2-bda4-4dc674a35c91Wed, 15 Mar 2023 09:00:00 +010039:33falsefull1111