Sales Signals

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 outbo...

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 le...

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 gr...

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 potent...

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...

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 f...

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 1...

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 l...

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 sale...

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 i...

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 ye...

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...

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 10...

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. L...

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, 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.