Sales Signals

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 agai...

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 turnin...

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...

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...

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 le...

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 fe...

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.

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 bey...

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...

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 inf...

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...

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.

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!

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.

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.

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 leve...

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 y...

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.

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...

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/

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...

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. 

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 perso...