Redefining Outbound

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.

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.

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.

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.

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.

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!