Sales Signals

In the current economic climate, it's important to take a step back and re-evaluate how you're approaching the growth of your GTM function. For example, have you enabled your sales team to fine-tune their outbound techniques so they can put the buyer first? Frida sat down with Chris Orlob to discuss this, plus much more.

Some companies are really embracing the winds of change in outbound. And one in particular has been Index.  Find out why VP of Sales & LeadGen Mike Sokirka, has separate teams for the different channels for outreach. He also tells David the power of referrals in LinkedIn for outbound strategies. 

On this week’s episode, David sat down with Richard Smith, VP of Sales EMEA at Allego. They discussed the importance of nailing the inner-workings of your sales function, as a way to adapt and thrive in the new era of outbound. For example, the importance of considering the buyer when it comes to approaching sales enablement. 

What does it mean to go-to-market in this new era of outbound? Where should management be spending their time? How can efficiency and productivity be at the centre of everything sales teams do, when they do go to market? Frida Ottosson, VP of US Sales at Cognism, sat down with Todd Busler, Co-Founder at Champify, to discuss this, plus more. 

Everyone talks about sales and marketing about having to be on the same page. But how does this process actually work? Does it differ depending on the size of the organisation? And how can sales adapt the demand gen mindset that marketers talk about? Find out how all of this has come to play at Cognism, as David sits down with our VP of Marketing, Liam Bartholomew.

‘Be creative with outbound!’  Sellers are told this all the time. But what does it actually mean or entail, to think outside the box when it comes to prospecting? And why is it important to be creative in this new era of outbound? Why should leaders care about this trend, given the new era of outbound? Well, David sits down with Will Aitken, Social at Lavender, to discuss this. 

Old-school qualification methods and outdated sales funnels don’t have a place in modern outbound. In this new era of outbound, sellers at the top of the funnel need to focus less on pipeline quantity and more on pipeline quality. 

Everyone talks about adding value in the sales process. But what does that mean, exactly? There's a believe that value has become lost in translation for many sales teams. Well, Jen Allen-Knuth has cracked the code on what it comes back to. It's the fundamental idea of "giving a s***" in sales. She sits down with David Bentham this week, to discuss the importance of buyers being heard, problem-cen...

Feedback is crucial. It's the fundamental way your sales team can get better. But what about other forms of feedback? For example, the feedback loop from prospects and customers? How can they impact messaging? And what is the overall positive impact this has on the operational efficiency of your sales team? Well, this week we sit down with Tom Lavery, CEO and Founder at Jiminny, to discuss this.

The key to success is making sure all of the revenue teams are on the same page. Because in this new era of outbound, close collaboration and understanding is vital to win. Alex Olley, Co-Founder and CRO at Reachdesk, explains this concept in this week's episode of Redefining Outbound.

It's no secret that deal cycles are getting longer. And part of the reason is because the seller hasn't adapted to the changes of the modern-day buyer. For example, buyers don't need to be bombarded with lots of information that they've already had access to. Instead, sellers should help buyers make sense of the information they have. Digital is also the core feature of buyers today. And someone w...

Welcome to "Redefining Outbound", a new sales leadership series. To kick things off, we'll be exploring the ways in which the B2B buying journey has changed. And the impact these changes have on sales leaders.