Explore every episode of the podcast Sales Signals

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

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.

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/ 

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. 

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. 

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. 

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. 

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. 

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! 

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. 

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.

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. 

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

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.

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. 

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. 

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! 

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/

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!

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. 

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.

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.

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.

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/

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.

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.

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.

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.

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.

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.

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.

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. 

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.

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.

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 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. 

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.

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.

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.

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.

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

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.

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.

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.

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. 

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. 

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.

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

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. 

“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.