Shows
The RevOps ReviewData Decay, Compliance, and the Future of Sales Intelligence with Adam Thompson, CPO at CognismIn this episode, Jeff sits down with Adam Thompson, Chief Product Officer at Cognism, to explore the evolving landscape of sales intelligence. They dive into the challenges of building high-quality B2B data, the impact of web scraping, and whether data is truly becoming a commodity. Adam shares insights on the hidden pitfalls of CRM hygiene, the complexity of global data compliance, and the real power of personalisation in sales outreach. Plus, a fun quiz on business demographics and a peek at Cognism’s latest product release. Tune in for a deep dive into the state of sa...
2025-04-1126 min
Marketing DilemmasHow Cognism is scaling upmarket with Cognism’s VP of Paid Acquisition, Liam CollinsIn this episode of The Loop, Joe McLaughlin sits down with Liam Collins, VP of Paid Acquisition at Cognism, for an inside look at how the marketing team is driving Cognism’s shift into the mid-market and enterprise space. From laying strong strategic foundations to aligning sales and marketing around a single North Star, Joe and Liam unpack the planning, data modeling, messaging evolution, and ABM initiatives behind the move. A must-listen for marketers looking to scale smart and go upmarket with impact.
2025-04-0731 minMarketing DilemmasHow we redefined our ICP with Evan Nelson, Cognism’s VP of Customer ExperienceCognism's VP of Marketing, Liam Bartholomew is joined by Evan Nelson, VP of Customer Experience to share their joined experience redefining Cognism's ICP during the CHASM project. Listen to find out how we implemented the CHASM project, the difference between true best-fit ICP and the mystifying ICP and how we’re investing in the highest impact areas.
2025-02-0746 minMarketing DilemmasWhen to localise or translate content in international organisations with Cognism’s Content ManagersCognism’s Demand Gen Content Manager, Amy Collins chats to SEO and Content Manager (France), Charlotte de Beaumont about Cognism’s demand generation content strategy across regions. When do you translate, localise or create net new?
2025-01-2132 min
Diary of a first-time CMO volume 2Bonus entry 9: How we use the Cognism product for marketing internallyMost people know Cognism for its sales use case, but internally, we drink our own champagne and utilise the Cognism product for our own marketing. This entry shares how.
2024-11-2602 minDiary of a first-time CMO volume 2Team entry 5: Kaspr versus Cognism positioning - LinkedIn post authored by James IsilayCognism and Kaspr are two very similar products, but two very different audiences. When bringing Kaspr into the Cognism family, we had to think carefully about how we position each in a way that helps both companies to thrive next to one another. This entry explains that positioning.
2024-11-2604 min
Why Did It Fail?What it means to do good account management with Nat Ferrante, Cognism’s VP of Global Account ManagementCognism’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.
2024-11-1325 minMarketing DilemmasFirst 160 days in seat as VP of Paid Acquisition at Cognism with Liam CollinsCognism’s DG Content Manager, Amy Collins speaks to Liam Collins who has been at Cognism for five months as the newly appointed VP of Paid Acquisition on how he has evolved paid strategy and team set up in his first 160 days.
2024-08-2027 minMarketing DilemmasB2B marketing doesn’t need to be boring! How we run big rock campaigns at Cognism with Senior Demand Gen Manager, Jamie Skeels and Demand Gen Content Manager, Amy CollinsCognism’s Senior Demand Gen Manager, Jamie Skeels speaks to Demand Gen Content Manager, Amy Collins all about Cognism’s approach to what they term ‘big rock’ campaigns.
2024-07-3049 minMarketing DilemmasEU expansion marketing strategy: Beyond translating websites with Nicole Peters, Cognism’s Head of Marketing in DACHCognism's Global Head of Demand Den, Fran Langham speaks to Head of Marketing in DACH, Nicole Peters about Cognism's approach to expansion. Many companies draw the line at translating copy and campaigns - but Fran and Nicole explain how they've taken this a step further. Implementing demand gen principles in new regions.
2024-06-2537 minMarketing DilemmasFix Your Funnel with Cognism’s VP of Marketing, Liam Bartholomew and Marketing Operations Manager, Simon HeckhuisIf your team is struggling with lead quality, routing, funnel analysis, automation, grading models, lead qualification or just alignment between marketing and ops… then this is the episode for you. Liam and Simon explore the various optimisations and fixes they've made over the years to Cognism's funnel that has resulted in 70% year on year growth. If you want more information on how we achieved this, check out the Fix Your Funnel Resource Hub! https://www.cognism.com/fix-your-funnel
2024-06-1137 minMarketing DilemmasCognism’s paid ads philosophy with Demand Gen Team Lead, Tim Hughes and Senior Demand Gen Manager, Jamie SkeelsEver wanted to know how Cognism runs their paid ads? We are going to reveal all! Cognism’s Senior Demand Gen Manager Jamie Skeels chats to Demand Gen Team Lead, Tim Hughes about our ad philosophy, where we've seen success and much more.
2024-04-3035 minWhy Did It Fail?The Blueprint Workshop: How Cognism’s Sales Leaders Built A Predictable Revenue Engine (Special Episode)We’re back with another special episode of Redefining Outbound. In order to commemorate the launch of our Blueprint, tune into this workshop, co-hosted by Morgan Ingram, and Cognism’s VPs David Bentham and Jonathon Ilett. Find out the best practices on processes like forecasting, coaching, and more, that enabled the team to scale from $10m to $40m in under 2 years. And check out more insights at the site here: https://info.cognism.com/the-blue-print
2023-08-0957 min
Why Did It Fail?The Importance of Sales and Marketing Alignment with Liam Bartholomew, VP of Marketing at CognismEveryone 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.
2023-05-1741 min
Revenue Champions94: Effective Paid and Demand Gen collaboration (With Canberk Beker, Global Head of Paid at Cognism)Cognism's Global Head of Demand Gen, Fran Langham interviews Cognism's Head of Paid Acquisition, Canberk Beker. Talking about how to get synergy between the DG and paid functions, what success in paid at Cognism looks like, and how DG and paid work together to improve ad performance over time.
2023-05-0350 min
Revenue Champions90: Confessions of an SDR #9 (with Tom Westlake, Commercial Sales Development Representative at Cognism)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.
2023-04-0518 min
Marketing DilemmasEffective Paid and Demand Gen collaboration with Cognism's Head of Paid Acquisition, Canberk BekerCognism's Global Head of Demand Gen, Fran Langham interviews Cognism's Head of Paid Acquisition, Canberk Beker. Talking about how to get synergy between the DG and paid functions, what success in paid at Cognism looks like, and how DG and paid work together to improve ad performance over time.
2023-04-0450 min
Diary of a first-time CMOEntry 23: Cognism DNAAlice unpacks the four principles that guide the Cognism marketing team in its approach and its decision making.
2023-02-2405 min
Diary of a first-time CMOEntry 57: Rebranding CognismAlice unpacks the full Cognism re-brand that took place in 2022. With key lessons and learnings drawn from the experience.
2023-02-0803 min
Diary of a first-time CMOEntry 23: Cognism DNAAlice unpacks the four principles that guide the Cognism marketing team in its approach and its decision making.
2023-02-0805 min
Revenue Champions82: Confessions of an SDR #3 (with Dom Odoguardi, Senior SDR at Cognism)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.
2023-02-0121 min
Revenue Champions81: Confessions of an SDR #2 (with Madison Yuille, SDR at Cognism)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.
2023-01-2524 min
Revenue Champions80: Confessions of an SDR #1 (with Brad Norgate, Enterprise SDR at Cognism)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, Brad confesses his most embarrassing moment as an SDR.
2023-01-1825 min
Revenue Champions77: Demandism: learnings from 2022 (with Cognism Marketing Leaders)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 a review of the inbound and pipeline growth, paid social account structure, testing new ideas and experiments and more.
2022-12-2155 min
Revenue Champions76: What is declared intent and how to drive more of it (with Gaetano DiNardi, Growth Advisor at Cognism)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.
2022-12-1440 min
Revenue Champions75: The current state of outbound sales (with Sam Nelson, Founder @SDR Leader.com and Agoge)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.
2022-12-0744 min
Revenue Champions74: Cold calling live #14 (with Justin Middleton, President & COO at Phone Ready Leads)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 prospects on the podcast, demonstrating live examples of the best way to deal with objections and techniques to use to increase your conversion rates.
2022-11-3056 min
Revenue Champions73: 6 simple ways to win in Q4 (with Morgan J Ingram, 3x LinkedIn Sales Voice and Sales Coach and David Bentham, Director of Sales Development at Cognism)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.
2022-11-2358 min
Revenue Champions72: Sales enablement success (with Galem Girmay, EMEA Revenue Enablement Manager at UserTesting)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 more.
2022-11-1651 min
Revenue Champions71: Cold calling live #13 (with Jason Bay, Founder & CEO at Outbound Squad)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 Jason evaluate cold calling scripts from our audience, giving live feedback and actionable takeaways so they can improve their cold calling techniques.
2022-11-091h 00
Revenue Champions70: Cold calling live #12 (with Morgan J Ingram, Director of Sales Execution and Evolution at JB Sales Training)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 @JB Sales Training goes through your burning outbound sales questions.
2022-11-0257 min
Revenue Champions69: Sales framework and methodology (with Dale Yasunaga, Principal Consultant, Mastering the Sales Game at Sales Consulting and Training)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 calling mojo back and more.
2022-10-2652 min
Revenue Champions68: Demandism: how to build a demand gen machine from the ground up (with Cognism Marketing Leaders)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 overview, BOFU content and more.
2022-10-191h 00
Revenue Champions67: Cold calling live #11 (with Gregory Woodward, Founder and CEO at Woodward Strategies LLC)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 joined by sales volunteers who will share their cold calling script and give actionable feedback on how to build the perfect script.
2022-10-1256 min
Revenue Champions66: $2 million ARR in 8 months as an SDR (with Matthew Provins, CEO @Pause)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 in and more.
2022-10-0535 min
Revenue Champions65: Demandism: campaigns 101 (with Cognism Marketing Leaders)Welcome to Revenue Champion’s seventh episode of Demandism. Where Cognism marketing leaders 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 campaigns and features a special guest, Jamie Skeels, Demand Generation Manager and mastermind behind Cognism’s campaigns. Liam, Fran and Jamie discuss campaign timeline, how to measure campaign success, steps you should take each week before launching your campaign and more.
2022-09-2852 min
Revenue Champions64: Cold calling live #10 (with Ryan Reisert, Subject Matter Expert at Cognism)Welcome to our 10th 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. In this episode, Ryan Reisert, Brand Ambassador @Cognism goes through the ultimate cold call training using the start, stop, repeat framework. A framework usually used during call blitz’s to test various scenarios that will pop up on a cold call. See this framework in action as volunteers go through this practice live in this podcast.
2022-09-211h 00
Revenue Champions62: How sales can use content to close deals (with Chet Lovegren, Director of Sales Development at Pavilion)This week, Ryan Reisert, Brand Ambassador @Cognism is joined by Chet Lovegren, Director of Sales Development @Pavilion & podcast host to talk about how sales can use content to close more deals. In this episode, Ryan and Chet talk about how Sales Representatives can incorporate content in their sales process, how to address pricing and negotiation, being buyer centric and more.
2022-09-0751 min
Revenue Champions61: Demandism: content distribution 101 (with Cognism Marketing Leaders)Welcome to Revenue Champion’s sixth 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 content distribution and features a special guest, Binal Raval, SEO & Content Executive and mastermind behind Cognism’s social channels. Alice, Liam, Fran and Binal discuss scaling your company LinkedIn, paid video ads, distribution in demand generation and more.
2022-08-3155 min
Revenue Champions60: Creating predictable outcomes in outbound sales (Kevin Hopp, Founder at Hopp Consulting Group)This week, Ryan Reisert, Brand Ambassador @Cognism is joined by Kevin Hopp, Founder @Hopp Consulting Group, Podcast host and Sales course creator to talk about creating predictable outcomes when it comes to outbound sales. In this episode, Ryan and Kevin discuss the ultimate tech stack, how to leverage video to your advantage, how to cold call in a recession and more.
2022-08-2448 min
Revenue Champions59: How to be successful in sales (with Nick Cegelski, Founder and Host of 30 Minutes to President’s Club)This week, Ryan Reisert, Brand Ambassador @Cognism is joined by Nick Cegelski, Founder and Host @ 30 Minutes to President’s Club to talk about the cold calling tips and techniques for sales success and ultimately, book a meeting. In this episode, Ryan and Nick discuss the importance of having more conversations, giving prospects a clear value proposition, how you should allocate your time as a sales rep and more.
2022-08-1747 min
Revenue Champions58: Demandism: building a media machine for B2B (with Cognism Marketing Leaders)Welcome to Revenue Champion’s fifth Demandism episode. A series 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 focuses on Cognism’s strategy for building a media machine for B2B. Alice, Liam and Fran talk through how to scale a media machine, content that gives buyers an advantage, how Cognism use ungated experiences and more.
2022-08-1057 min
Revenue Champions57: Cold calling live #8 (with David Bentham, Director of Sales Development at Cognism)Welcome to our 8th 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. In this episode, Ryan Reisert, Brand Ambassador @Cognism is joined by David Bentham, Director of Sales Development @Cognism, for the ultimate cold call training using the start, stop, repeat framework. See this framework in action as volunteers go through this practice live in this podcast.
2022-08-0357 min
Revenue Champions56: The qualities of a successful sales leader (with Scott Leese, Sales Leader)Ryan Reisert, Brand Ambassador @Cognism speaks to Sales Leader, Scott Leese all about the qualities of being a successful and effective Sales Leader. In this episode, Ryan and Scott discuss building a personal brand and how to utilise it effectively, simplifying a complex product or solution, the do’s of a highly successful sales leader in a time of uncertainty and more.
2022-07-2744 min
Revenue Champions55: Sales leadership (with Rebecca Drew, EMEA Sales Leader at Vidyard)Ryan Reisert, Brand Ambassador @Cognism speaks to Rebecca Drew, EMEA Sales Leader @Vidyard about how to be successful as a new sales leader in a new region. Ryan and Rebecca talk about the first 90 days as a sales leader, biggest hurdles for women in sales, inclusivity in sales and more.
2022-07-2046 min
Revenue Champions54: The evolution of SDRs (with Aaron Ross Author & Advisory Board Member (Non-Executive Director) at Cognism)Ryan Reisert, Brand Ambassador @Cognism speaks to Aaron Ross Author & Advisory Board Member (Non-Executive Director) @Cognism about the evolution of Sales Development Represenative. Ryan and Aaron discuss if the SDR role still relevant, habits to be successful as an SDR, how technology has changed the role of the SDR and more.
2022-07-1340 min
Revenue Champions53: Buyer centricity (with Shabri Lakhani, CEO & Founder at SalesWorks)Ryan Reisert, Brand Ambassador @Cognism speaks to Shabri Lakhani, CEO & Founder @SalesWorks about levelling up your sales with the Buyer centricity. Ryan talks to Shabri about her journey to CEO, women in sales, sales theory and more.
2022-07-0652 min
Revenue Champions52: Demandism: how to successfully launch a rebrand (with Cognism Marketing Leaders)Welcome to Revenue Champion’s forth Demandism episode. A series 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 focuses on Cognism’s recent rebrand strategy. Alice, Liam and Fran talk through getting out of brand limbo, pre-kick off work needed for a rebrand project, learnings from Cognism’s rebrand and more.
2022-06-2952 min
Revenue Champions51: Cold calling live #7 (with Shawn Sease, Founder at 5bynoon)Welcome to our 7th 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. In this episode, Ryan Reisert, Brand Ambassador @Cognism is joined by Shawn Sease, Founder @5bynoon for the ultimate cold calling warm-up. Ryan and Shawn go through a framework called ‘Start, Stop, Reset’. A framework you can see in action from volunteers, where they are tested on real objections sales professionals face everyday.
2022-06-2259 min
Revenue Champions50: Driving demand for B2B marketing (with Todd Clouser, Senior Brand Marketing Manager at Refine Labs)Alice de Courcy, CMO @Cognism talks to Todd Clouser, Senior Brand Marketing Manager @ Refine Labs about driving demand to keep up with the modern buyer. Alice and Todd discuss growing an audience with the emergence of new channels like TokTok, the content creating process at Refine Labs, top metrics to measure demand and more.
2022-06-1547 min
Revenue Champions49: Building a successful sales team (with Bryan Elsesser, VP Sales at SaaStr)Ryan Reisert, Brand Ambassador @Cognism speaks to Bryan Elsesser, VP Sales @ SaaStr about his experience in training and teaching sales professionals. Ryan talks to Bryan how one of his SDRs brought in $2.8M in revenue in less than a year, how to find, hire and onboard SDRs, the process to finding what is necessary to set your sales team up with success and more.
2022-06-0852 min
Revenue Champions48: Cold calling live #6 (with Gregory Woodward, Founder and CEO at Woodward Strategies LLC)Welcome to our 6th 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. In this episode, Ryan Reisert, Brand Ambassador @Cognism is joined by Gregory Woodward, Founder and CEO @Woodward Strategies LLC to review Ryan’s cold calls and discuss how to make your calls more productive, difference between outbound and inbound calls, pace and tonality and more.
2022-06-0158 min
Revenue Champions47: Demandism: building a content engine to power demand (with Cognism Marketing Leaders)Welcome to Revenue Champion’s third 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 building a content engine to power demand and features a special guest, James Sutton, Cognism’s Campaign Manager and brains behind Cognism’s subject matter expert. Alice, Liam, Fran and James discuss content and demand generation collaboration, content bucketing, subject matter expert and more.
2022-05-2557 min
Revenue Champions46: The product led growth and outbound hybrid (with Breezy Beaumont, Head of Growth and Marketing at Correlated)Ryan Reisert, Brand Ambassador @Cognism speaks to Breezy Beaumont, Head of Growth and Marketing @Correlated about product led growth and outbound, and how to use them both as a hybrid to help organisations sell in the modern environment. In this episode, Ryan and Breezy discuss Correlated’s product led growth and outbound hybrid model, what to track instead of MQLs and PQLs in marketing, successful variable compensation strategies and more.
2022-05-1842 min
Revenue Champions45: Sales leadership (with Kevin Dorsey, Sales Leadership Coach)Ryan Reisert, Brand Ambassador @Cognism speaks to Sales Leadership Coach, Kevin "KD" Dorsey all about the lessons he has learnt from his experience in sales leadership. Kevin has helped organisations build sales teams of over 100 people and go from $0 to $100M in ARR. In this episode, Ryan and Kevin discuss how to stay innovative in sales, defining what “working” means in order for your sales reps, most common but not talked about mistakes in sales leaderships and more.
2022-05-1135 min
Revenue Champions44: Cold calling live #5 (with Morgan J Ingram, Director of Sales Execution and Evolution at JB Sales Training)Welcome to our 5th episode of Revenue Champion’s Cold calling live where sales experts David Bentham, Inside Sales director @Cognism and Morgan J Ingram, Director of Sales Execution and Evolution @JB Sales Training take on live cold calls from the audience and give actionable advice to sales reps on their biggest sales struggles.
2022-05-0458 min
Revenue Champions43: The evolution of sales (with David Dulany, Founder and CEO at Tenbound)Ryan Reisert, Brand Ambassador @Cognism speaks to David Dulany, Founder and CEO @Tenbound about sales development and how it has evolved since he began his journey in sales at Glassdoor to becoming the Founder and CEO of Tenbound, the hub of the sales development industry. With over 11 years in the industry and experience with working with some of the fastest growing sales development teams out of Silicon Valley, Ryan and David discuss what makes a sales representative and manager successful, the challenges of sales development, the future of sales and more.
2022-04-2750 min
Revenue Champions42: Demandism: how to balance demand gen and traditional marketing practices (with Alice De Courcy, CMO at Cognism, Liam Bartholomew, Global Head of Demand Generation at Cognism and Fran Langham, Head of Enterprise Marketing at Cognism)Welcome to Revenue Champion’s second 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 focuses on how to balance the requirement for modern demand gen tactics with a new look approach to some of the more prehistoric marking practices including how you can approach blog content to build demand, SEO in demand gen, email nurtures and more.
2022-04-2051 min
Revenue Champions41: The current state of outbound (with Gregory Woodward, Founder and CEO at Woodward Strategies LLC)Ryan Reisert, Brand Ambassador @Cognism speaks to Gregory Woodward, Founder and CEO @Woodward Strategies LLC about the current and future state of outbound. Ryan and Gregory discuss benchmarks to meet in cold email outreach, your mindset when cold calling, why cold calling is one of the most effective ways to drive pipeline and more.
2022-04-1354 min
Revenue Champions40: The changing landscape of sales development (with Ashleigh Early, Head of Sales at The Duckbill Group and Host and CEO at The Other Side of Sales)Ryan Reisert, Brand Ambassador @Cognism speaks to Ashleigh Early, Head of Sales @The Duckbill Group and Host and CEO @The Other Side of Sales about the changing landscape of sales development. Ryan and Ashleigh deep dive into sales enablement, finding talent, fundamentals for a successful sales rep and more.
2022-04-0849 min
Revenue Champions39: Demandism: how to make the move from lead gen to demand gen (with Alice De Courcy, CMO at Cognism, Liam Bartholomew, Global Head of Demand Generation at Cognism and Fran Langham, Head of Enterprise Marketing at Cognism)Welcome to the first episode of Revenue Champion’s Demandism. A new series aiming to give you actionable tactics to execute a demand generation first strategy to deliver month-on-month marketing revenue growth. Join Cognism’s marketing leaders Alice De Courcy, Liam Bartholomew and Fran Langham as they discuss gated vs ungated content, structuring paid campaigns for success, measuring the impact of demand gen and more.
2022-03-3052 min
Revenue Champions38: Rethinking outbound: how did Snowflake create predictable revenue from outbound sales? (with Marc Wendling, Global VP SMB Sales at Snowflake)Ryan Reisert, Brand Ambassador @Cognism speaks to Marc Wendling, Global VP SMB Sales @Snowflake all about change in sales. In this episode, Ryan and Marc discuss how people, processes and technology change when a company is scaling from series C to IPO, defining each stage of growth along the way, how to optimise the 5 key pillars of outbound and more.
2022-03-231h 07
Revenue Champions37: Demand generation and sales (with Carl Ferreira, Director of Sales at Refine Labs)Ryan Reisert, Brand Ambassador @Cognism speaks to Carl Ferreira, Director of Sales @Refine Labs about the demand generation and sales. In this episode, Ryan and Carl talk in depth about the dark social, including distribution, how companies are winning with the dark social and mistakes to learn from.
2022-03-161h 01
Revenue Champions36: Cold calling live #4 (with Josh Braun, Founder at josh Braun Sales Training)Welcome to another Revenue Champion’s cold calling special. Josh Braun, Founder @Josh Braun Sales Training and Ryan Reisert, Brand Ambassador @Cognism discuss a new framework for cold calling and will go through real live cold calling examples. In this episode Josh and Ryan go through how to lower the zone of resistance, how to detach and ditch the pitch, objection handling and more.
2022-03-091h 03
Revenue Champions35: Demand generation and the buyer centric model (with Nelson Gilliat, Founder at Buyer Centric Revenue)Ryan Reisert, Brand Ambassador @Cognism speaks to Nelson Gilliat, Founder @Buyer Centric Revenue and Author of “Death of the SDR: and birth of Buyer Centric Revenue” about his take on demand generation and the buyer centric model. In this episode, Ryan and Nelson debate on is cold calling really dead, lead generation vs. demand generation, the role of sales and marketing and more.
2022-03-021h 04
Revenue Champions34: Going viral on LinkedIn (with Liam Bartholomew, Global Head of Demand Generation at Cognism and Sean Ball, Founder at Generation Demand)Sean Ball, Founder @Generation Demand and Liam Bartholomew, Global Head of Demand Generation @Cognism discuss going viral on LinkedIn after Sean posted Liam’s “break up” email. Sean and Liam discuss adding humour and standing out in B2B, the copywriting process, moving from lead generation to demand generation and more.
2022-02-2323 min
Revenue Champions33: the 5 pillars of outbound (with David Bentham, Director of Sales Development at Cognism)Ryan Reisert, Brand Ambassador @Cognism speaks to David Bentham, Director of Sales Development @Cognism about the 5 pillars of outbound sales. Ryan and David will be going through the main pillars for sales success including hyper targeting, more meaningful conversations, responding to the changing landscape and more.
2022-02-1651 min
Revenue Champions32: The journey to $20 million ARR (with Jonathon Ilett, Global Head of Sales at Cognism)Ryan Reisert, Brand Ambassador @Cognism speaks to Jonathon Ilett, Global Head of Sales @Cognism about the journey from $10 to $20 million annual recurring revenue in just one year. In this episode, Ryan and Jon discuss hiring strategy, the importance of a scalable sales process, Jon’s personal story from Sales Rep to Global Head of Sales and more.
2022-02-0939 min
Revenue Champions31: Developing a high-performance Sales Rep (with Joe Porter, BDR Manager at Juro)Welcome to Revenue Champion’s first takeover with Ryan Reisert, Brand Ambassador @Cognism. This episode, Ryan talks to Joe Porter, BDR Manager @Juro about developing a high performing Sales Rep. Ryan and Joe discuss finding the best talent and how to get them up to speed, setting your BDR up for a great career, the changing landscape of business development and more.
2022-02-0259 min
Revenue Champions30: Cold Calling Live #3 (with Morgan J Ingram, Director of Sales Execution and Evolution at JB Sales Training)Welcome to another special episode of Revenue Champions, the third in our Cold Calling Live series. David Bentham, Inside Sales director @Cognism and Morgan J Ingram, Director of Sales Execution and Evolution @JB Sales Training take on live cold calls from the audience and give actionable advice on how to improve each call. In this episode, David and Morgan give their best cold calling tips and techniques on objection handling, tonality and more. So you can ultimately take prospects from a cold meeting to a meeting booked.
2022-01-2658 min
Revenue Champions29: Why demand gen? (with Adam Holmgren, Head of Demand Generation at GetAccept)Welcome to the third episode of Revenue Champion’s Marketing Hall of fame. Alice de Courcy talks to Adam Holmgren, Head of Demand Generation @GetAccept about his marketing strategy for GetAccept for 2022. In this episode, Alice and Adam discuss planning for 2022, the demand generation movement, globalisation and more.
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2022-01-1929 min
Revenue Champions28: How to grow a marketing podcast (with Fernando Amaral, VP of Marketing at Landbot)Welcome to the third episode of Revenue Champion’s Marketing Hall of fame. Alice de Courcy talks to Fernando Amaral, VP of Marketing @Landbot about his own podcast success with Ungated Marketing, achieving 10,000 podcast listeners in just 30 days. In this episode, Alice and Fernando discuss how to plan a podcast, important metrics to track, attributes of a successful podcast and more.
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2022-01-1233 min
Revenue Champions27: Intent data fuelled marketing (with Robin Izsak-Tseng, VP of Revenue Marketing at G2)Welcome to the second episode of Revenue Champion’s Marketing Hall of Fame. Alice de Courcy talks to Robin Izsak-Tseng, VP of Revenue Marketing @G2 about intent data fuelled marketing. In this episode, Alice and Robin discuss ABM, social proof, events, outsourcing content and more.
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2022-01-0533 min
Revenue Champions26: Equal opportunity in tech sales (with Sunil Kumar, CEO & Co-Founder at TrainYo)Jon talks to Sunil Kumar, CEO & Co-Founder @TrainYo about equal opportunities in tech sales. In this episode, Jon asks Sunil about his successful sales training, acquiring SalesLife, wellbeing in sales and more.
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2021-12-0831 min
Revenue Champions25: Cold Calling Live #2 (with Josh Braun, Founder at Josh Braun Sales Training and Ryan Reisert, Founder at Reisert Consulting)Welcome to another Revenue Champions cold calling special. This episode is being hijacked by Josh Braun, Founder @Josh Braun Sales Training and Ryan Reisert, Founder @Reisert Consulting. They will be putting Cognism’s Joe Harlowe to the test by challenging him to cold call prospects live, whilst giving actionable training tips along the way.
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2021-12-0149 min
Revenue Champions24: Constructing your tailor-made marketing mix (with Mark Huber, Director of Growth at Metadata.io)This is the first episode of Revenue Champion’s Marketing Hall of Fame. Alice de Courcy, CMO @Cognism speaks to Mark Huber, Director of Growth @Metadata.io on constructing your tailor-made marketing mix. Alice and Mark discuss what strategies from B2C are successful in B2B, how to create a strong rebrand, the dark funnel and more.
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2021-11-2433 min
Revenue Champions23: Cold Calling Live #1 (with Morgan J Ingram, Director of Sales Execution and Evolution at JB Sales Training)Welcome to a special episode of Revenue Champions with David Bentham, Inside Sales director @Cognism joined by Morgan J Ingram, Director of Sales Execution and Evolution @JB Sales Training and Jonty Jewels, Account Executive @Cognism. In this episode, David, Morgan and Jonty share how to craft cold calling scripts, handle objections and ultimately take prospects from cold to meeting booked. Followed by a live analysis of real-life cold calls.
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2021-11-051h 04
Revenue Champions22: How to run a productive remote sales team (with Nicolas Vandenberghe, CEO of Chili Piper)Jon talks to Nicolas Vandenberghe, CEO @Chili Piper about building a successful sales team. Jon and Nicolas discuss sales processes, the future of sales and how to build and manage a team in a remote-first environment.
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2021-10-2751 min
Revenue Champions21: Bespoke marketing leadership with Doug Bell, CMO @LeanDataAlice de Courcy, CMO @Cognism speaks to Doug Bell, CMO @LeanData about marketing leadership. In this episode, Alice asks Doug about his focus for his first 90 days at LeanData, how to approach marketing and sales alignment when you come in new to an organisation, movement from lead generation to demand generation and more.
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2021-09-2921 min
Revenue Champions20: Scaleup Marketing: maximise performance with Pete Van Neste, Head of Marketing @PinpointAlice de Courcy, CMO @Cognism and Pete Van Neste, Head of Marketing @Pinpoint talk about all the tips and techniques when it comes to scaling your marketing team. Alice and Pete discuss how to reduce customer acquisition cost, building a strong marketing team, KPIs for account growth and reducing churn and more.
00:00 Intro
02:55 Maintaining rate of growth
05:52 Customer Acquisition Cost
07:03 How to reduce CAC
08:35 Should you split inbound and outbound?
11:32 Building a strong marketing team to reach revenue targets
13: 54 KPIs for account growth and reducing churn
16:59 Channel saturation
22:55 Gated vs. ungated content
25:40 How targeted should your content...
2021-09-1549 min
Revenue Champions19: Unlocking SDR potential with Sam Nelson, SDR Leader @OutreachJon talks to Sam Nelson, SDR Leader @Outreach all about unlocking the potential of a Sales Development Representative. Jon and Sam discuss how to build and manage an SDR team, the best SDR tips and techniques, the future of sales and more.
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2021-09-0138 min
Revenue Champions18: Scaleup Marketing: Prioritisation with Francesca Rock, Content Marketing Manager @kleene.aiAlice de Courcy, CMO @Cognism and Francesca Rock, Content Marketing Manager @kleene.ai discuss the best practice for scaling marketing. Alice and Francesca discuss partner marketing, which channels to prioritise when scaling B2B SaaS, measuring content success and more.
03:50 - Partner marketing
05:05 - Prioritisation
17:44 - Retargeting campaigns
22:18 - Tech stack
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2021-08-1839 min
Revenue Champions17: Breaking down silos: integrating sales and marketing with Alice de Courcy, CMO and Jonathon Ilett, Global Head of Sales @CognismAlice de Courcy, CMO @Cognism speaks to Jonathon Ilett, Global Head of Sales @Cognism all about the ways they integrate sales and marketing at Cognism. Alice and Jon discuss the ways sales and marketing can learn from each other, Marketing Development Representatives bridging the gap between sales and marketing, RevOps and more.
Podcast Slides: https://f.hubspotusercontent00.net/hubfs/2340453/Breaking%20Down%20Silos-1.pdf
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2021-08-0437 min
Revenue Champions16: The dark funnel and what it means for marketers with Chris Walker, CEO @Refine LabsAlice speaks to Chris Walker, CEO @Refine Labs all about his take on the dark funnel. This episode explores real-world examples on paid ads, creating content that demands attention, measuring the dark funnel and more.
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2021-07-2157 min
Revenue Champions15: A Josh Braun masterclass in bringing a completely cold prospect to a yes with Josh Braun, Founder @Josh Braun Sales TrainingWilliam Gay speaks to Josh Braun, Founder @Josh Braun Sales Training all about bringing a completely cold prospect to a yes. In this episode, William talks to Josh about his Badass B2B Growth Guide, the “poke the bear” method and asks questions from Cognism’s SDR team.
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2021-07-0745 min
Revenue Champions14: The Pillars of an Elite Sales Career with Ben Riall, Enterprise Account Executive @AdobeJon talks to Ben Riall, Enterprise Account Executive - Digital Experience @Adobe and author of The Pillars of an Elite Sales Career: How to build a six-figure sales career in tech. In this episode, Jon speaks to Ben about the all 5 pillars of an elite sales career, what sales people should implement today, success stories and more.
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2021-06-2330 min
Revenue Champions13: Is ABM just good B2B marketing? with Declan Mulkeen, CMO @strategicabmAlice speaks to Declan Mulkeen, CMO @strategicabm about all things ABM. In this episode, Alice and Declan discuss the process of getting started with ABM, how to measure success with ABM, the typical set up for ABM execution and more.
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2021-06-0935 min
Revenue Champions12: Inside the mind of the Gong’s CMO and mastermind of THAT superbowl ad? with Udi Ledergor, CMO @Gong.ioAlice talks to Udi Ledergor, CMO @Gong.io all about the inspiration and the process behind THAT superbowl ad. In this episode, Alice dives deep into the mind of Gong's CMO discussing cadences for new experiments/ideas, the movement from traditional lead/contact acquisition strategies to investing more on ‘brand’ and activities and tactics bringing higher levels of direct intent demand, the problem with content distribution and more.
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2021-05-2728 min
Revenue Champions11: The Truth Behind Drift’s Content Machine and How to do it with Mark Kilens VP of Content and Community @DriftAlice speaks to Mark Kilens, VP of content and Community @Drift about the truth behind Drift’s content machine and how to do it. In this episode, Alice and Mark talk about how to scale content with a small team, what types of content to focus on right now, how to use content to build a ‘remarkable’ brand and more.
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2021-03-2438 min
Revenue Champions10: How to do Social Selling Right with Daniel Disney, Founder @The Daily SalesJon speaks to Daniel Disney, LinkedIn and social selling author and founder @The Daily Sales all about social selling. In this episode, Jon and Daniel discuss the balance between personalisation and scale, how to build a personal brand on LinkedIn, the future of LinkedIn and more.
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2021-03-1027 min
Revenue Champions9: The Anatomy of a B2B Sales Leader with James Ski, Founder @Sales Confidence + Partnerships @DriftJon speaks to James Ski, Founder @Sales Confidence and Partnerships @Drift all about the anatomy of a B2B Sales Leader. In this episode, Jon and James uncovers the do’s and don’ts in becoming the best sales leader, motivating sales teams for maximum productivity, tackling underperformance and more.
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2021-02-2430 min
Revenue Champions8: The Journey to Revenue Marketing Leadership + Your first 100 Days with Frank Brooks, Head of Marketing @dotdigitalAlice speaks to Frank Brooks, Head of Marketing @dotdigital all about the journey to revenue marketing leadership. In this episode, Alice and Frank discuss marketing structure, key statistics and numbers to measure, what does the first 100 days of a marketing leadership role look like and more.
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2021-02-1039 min
Revenue Champions7: How to structure and organize your sales team for repeatable success with Michael Hanson, Founder @Growth GenieJon speaks to Michael Hanson, Founder @Growth Genie about structuring and organising your sales team for repeatable success. In this episode Jon and Michael discuss how to build a repeatable and scalable outbound engine, how to motivate and compensate a sales team for maximum productivity, the biggest challenges for sales teams and more.
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2021-01-2729 min
Revenue Champions6: Stop gating content, it doesn't work with Karla Rivershaw, Head of Marketing @TurtlAlice speaks to Karla Rivershaw, Head of Marketing @Turtl all about gated content. Alice dives into the reason why Karla thinks it’s the time to kill the pdf. In this episode, Alice and Karla discusses how to publish content people actually want to read, how B2B marketers can achieve 7X more engagement with their content, how marketers should be responding to the evolving user experience and more.
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2020-12-1645 min
Revenue Champions5: The journey from $0 to $10M ARR with Nazma Qurban @Sales Impact AcademyJon speaks to Nazma Qurban, Interim CRO @Sales Impact Academy about her journey in taking Cognism from $0 to $10m in ARR. Jon dives into the challenges, priorities, and motivations at the start of her revenue journey. In this episode, Jon and Nazma discuss the beginning steps to scaling sales, the secret to growing a successful sales team, importance of marketing and more.
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2020-12-0240 min
Revenue Champions4: Actual, real life, agile marketing with Andy Culligan @LeadfeederIn this episode, Alice talked with Andy Culligan, CMO @Leadfeeder about what agile marketing tactics he put in place at the start of the COVID-19 pandemic. This drove record growth for Leadfeeder with 11,000 new leads generated in the past six months. In this episode, Alice and Andy discuss the key tactics for content, PPC and ABM during this time, what metrics to measure and track as a CMO, what is the secret to motivating and aligning a marketing team around revenue targets and more.
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2020-11-1841 min
Revenue Champions3: "Content marketing: don’t fix what isn’t broken, just do it better" with Tom Bangay @JuroAlice speaks to Tom Bangay, Director of Content @Juro as he shares his insights on producing content that actually works for you and your audience. Alice delves into why Tom believes doing the same thing over and over again, but expecting different results won’t cut it! In this episode, Alice and Tom discusses if the eBook really dead?, why you should take time to run your content ideas by your customers and prospects, what metrics marketers should be measuring and tactics on producing and repurposing content that meet your ROI targets.
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2020-11-0445 min
Revenue Champions2: "Why growth hacking is BS" with Aazar Ali Shad @UserpilotIn this episode, Cognism CMO, Alice de Courcy, talks to Aazar Ali Shad @Userpilot to debunk the myths around growth hacking. Alice dives into Aazar’s approach of “why growth hacking is BS”, why it is not one hack that will grow your business, how there isn’t just one experiment that will be your silver bullet to short term success and how you can stop copying and pasting tactics and really start to innovate.
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2020-10-2142 min
Revenue Champions1: "The eBook is dead" with Chris Walker, CEO @Refine LabsIn episode 1, Cognism CMO, Alice de Courcy, talks to Chris @Refinelabs about the things he does differently to avoid getting stuck in the performance marketing lead generation hamster wheel.
Alice digs into the reasons behind why Chris believes the “eBook is dead”, how to drive revenue rather than leads and what metrics to use to measure marketing efforts in a way that will contribute to your bottom line.
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2020-10-0747 min
Revenue Champions0: Introducing Revenue Champions, the ultimate B2B podcastThe ultimate B2B podcast, brought to you by Cognism.
Hosted by Alice De Courcy, Chief Marketing Officer and Jonathon Ilett, Sales Director.
A podcast where we interview leaders, experts, and entrepreneurs in the B2B space
Giving you the tips, tricks, and hacks for you to grow and scale your B2B business.
Our aim is to share insightful knowledge so you can implement practical strategies in your journey to accelerate your revenue growth.
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2020-09-2400 min