Revenue Champions

You've booked a meeting with a prospect and passed it to the AE. Job done! Happy days! Until the AE explains that they had to qualify the prospect out since the company went bankrupt... On this episode, Morgan and Tom Westlake SDR @Cognism discuss the tweaks he has made to his qualification process to ensure a smoother hand-off to his AE.

Alice de Courcy, Cognism CMO chats to Steffen Hedebrandt, CMO and co-founder of Dreamdata about the changing nature of B2B buying behaviour. In this era where buying journeys start way before a buyer speaks to sales, how can we use attribution to illuminate the multitude of touch points within that journey?

Diary of a first time CMO author, Alice de Courcy is joined by marketing whizz, Gaetano Dinardi to discuss some burning questions surrounding Alice’s highly anticipated CMO diary launch. Breaking down her three biggest takeaways from the diary.- Building a CMO mindset How to scale a team from 3-39 How I built a demand gen strategy that scaled past $50m+ ARR

Picture this. The cold call has gone exactly how you wanted it to until the close. You say something you shouldn't have and now complete silence. This happened to our next guest James Cross Account Executive @Evalian. James and Morgan talk about the lessons he's learned as an SDR and how these helped him make the jump to an AE.

Every SDR gets upset after a bad cold call. The best ones know how to recover and smash their next cold call! In this episode, Ivana Ivanova and Morgan talk about detaching from the outcome, multi-threading and motivational hacks to bounce back when you have a bad cold call.

Most SDRs say Fridays are the best day to cold call. Unless you have a roommate screaming 'let's get drunk, it's happy hour' in the background. Tune into this episode to hear how Brian, GTM Lead @Knowde, deals with distractions on a cold call and why adding a little humour to the call can help build more rapport.

No one enjoys having their phone calls interrupted. Unfortunately, sometimes it's out of the rep's control - especially when alarm warning s are involved! Tune into this episode to hear the rest of Arran's confession, how to deal with unexpected situations and some of the most effective ways to rekindle a conversation.

No one likes to be woken up by an alarm. So it's no surprise this prospect went mad when she was woken up to a cold call! Tune into this episode to hear the rest of Piers's confession, the best times to cold call prospects and some of the most effective opening lines to break the ice!

The worst kind of LinkedIn connection request? The ones that get your first name AND company name wrong...On this episode Morgan and Dom Odoguardi, Senior Enterprise SDR @Cognism, talk about the right way to generate conversations on LinkedIn and how to tackle Enterprise selling.

Booking meetings is the name of the game for an SDR right? Well, not when you book a meeting with the wrong prospect... In this episode, Morgan talks to Madison Yuille, SDR @Cognism, about taking accountability for mistakes, the secret to writing great emails and of course her confession.

Welcome to a brand new series called Confessions of an SDR. A series where Sales Coach, Morgan J Ingram uncovers the funniest untold stories from the sales development world. In our first episode, Morgan is joined by Brad Norgate, Enterprise SDR @Cognism to talk about video prospecting best practices and the mental life hacks SDRs must implement to improve their resilience. And more importantly, B...

This week, Mark Bedard, Vice President of Global Sales at Cognism is hosting a special episode of Revenue Champions on the current state of SaaS. Mark is joined by Michelle Bradbury, Chief Product Officer at Cognism and Mark Sparaco, VP of US Sales at Cognism as they discuss how SaaS has changed with changes in the economic climate in a sales and product perspective, switching to B2C tactics for b...

This week, Morgan J Ingram, 3x LinkedIn Sales Voice and Sales Coach introduces 2023 with an SDR creator workshop on how you can create 15 pieces of content in less than an hour as a seller. In this episode, Morgan answers all your burning questions on creating content as a seller and goes through why creating content as a seller is helpful, understanding what it means to be a ‘creator’ vs a ‘curat...

Welcome to Revenue Champion’s ninth episode of Demandism. Where Cognism marketing leaders Alice De Courcy, Liam Bartholomew and Fran Langham give actionable tactics behind executing a demand generation first strategy that delivers month on month marketing revenue growth. This episode of Demandism focuses on reflecting on Cognism’s marketing team’s key learnings and lessons from 2022. This includes...

This week, Alice de Courcy, CMO @Cognism is joined by Gaetano DiNardi, Growth Advisor @Cognism to talk about the problems with assumed intent and how to grow declared intent. In this episode, Alice and Gaetano discuss what is declared intent, benefits of ungating your content, marketing predictions for 2023 and more.

This week, Ryan Reisert, Subject Matter Expert @Cognism is joined by Sam Nelson, Founder @SDR Leader.com and Agoge to talk about all things outbound sales. Ryan and Sam discuss the future of sales events, sales reps calling mobile numbers, the current state of outbound sales and more.

Welcome to our 14th episode of Revenue Champion’s Cold calling live, a cold calling series where top sales leaders go through live cold calls and give actionable insight and advice to how to overcome obstacles when cold calling. This week, Ryan Reisert, Subject Matter Expert @Cognism is joined by Justin Middleton, President & COO @ Phone Ready Leads where they both take on cold calling prospec...

This week, Morgan J Ingram, 3x LinkedIn Sales Voice and Sales Coach is joined by David Bentham, Director of Sales Development @Cognism to go through 6 simple ways to win in Q4. In this episode, Morgan and David discuss reconnecting with old opportunities from earlier this year, using email, social, phone and video to reconnect, time management and more.

This week, Ryan Reisert, Subject Matter Expert @Cognism is joined by Galem Girmay, EMEA Revenue Enablement Manager @UserTesting as they discuss her journey from Sales Development Representative to Account Executive to Sales Enablement. In this episode, Ryan and Galem talk about the importance of sales enablement, getting creative with sales and having meaningful conversations and connections and m...

Welcome to our 13th episode of Revenue Champion’s Cold calling live, a cold calling series where top sales leaders go through live cold calls and give actionable insight and advice to how to overcome obstacles when cold calling. This week, Ryan Reisert, Subject Matter Expert @Cognism is joined by Jason Bay, Founder and CEO @Outbound Squad to discuss cold calling scripts. In this episode, Ryan and...

Welcome to our 12th episode of Revenue Champion’s Cold calling live, a cold calling series where top sales leaders go through live cold calls and give actionable insight and advice to how to overcome obstacles when cold calling. This week, we have a new take on cold calling live where David Bentham, Inside Sales director @Cognism joined by Morgan J Ingram, Director of Sales Execution and Evolution...

This week, Ryan Reisert, Subject Matter Expert @Cognism is joined by Dale Yasunaga, Principal Consultant, Mastering the Sales Game @Sales Consulting and Training to talk about cold calling framework and methodology that work. In this episode, Ryan and Dale discuss how can sales reps leverage video for outreach in order to provide value, best techniques for pattern disruption, getting your cold cal...

Welcome to Revenue Champion’s eighth episode of Demandism. Where Cognism marketing leaders LAlice De Courcy and Fran Langham give actionable tactics behind executing a demand generation first strategy that delivers month on month marketing revenue growth. This episode of Demandism focuses on how to build a demand gen machine from the ground up including team structure and key hires, content engine...

Welcome to our 11th episode of Revenue Champion’s Cold calling live, a cold calling series where top sales leaders go through live cold calls and give actionable insight and advice to how to overcome obstacles when cold calling. This week, Ryan Reisert, Subject Matter Expert @Cognism is joined by Greg Woodward, Founder & CEO @Woodward Strategies to run through sales scripts! Ryan and Greg are...

This week, Ryan Reisert, Subject Matter Expert @Cognism is joined by Matthew Provins, CEO @Pause to talk about his journey going from scaling a company as a first time SDR to $2 millions ARR in 8 months to CEO at Pause. Ryan and Matthew discuss the career journey from SDR to Sales Director in just over a year, creating your own SDR playbook, why Matthew thinks SDR is the hardest role he’s worked i...