Best Co. KG Podcasts (2024)

1
Do You Understand Your Persona? With Justin Otley, VP of Global Sales Development at Talkdesk 25:04

9d ago25:04

25:04

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 ChatG…

1
The Allbound Outbound Model (& More) with Lauren Landry, VP of Global Sales Dev. & Inside Sales at Arctic Wolf 16:33

14d ago16:33

16:33

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 Ar…

1
Lessons From The 2008 Meltdown (and more) with Kevin Gaither “KG”, CRO & Founder of Inside Sales Expert 43:46

23d ago43:46

43:46

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 th…

1
Understanding The Customer Journey With Dan Rousseau, Global VP of Sales Development at Sitecore 19:34

30d ago19:34

19:34

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 …

1
Pax 8’s Enablement Playbook with Petek Hawkins, VP of Revenue Enablement & Operations @Pax8 24:01

1M ago24:01

24:01

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 episo…

1
Does AI risk the future landscape of sales? With Trent Dressel, VP of Sales @ D&D Wholesale Supply 29:52

1M ago29:52

29:52

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 …

1
Consultative Selling with Ciara Flaherty, EMEA Sales Leader @Klaviyo 25:21

2M ago25:21

25:21

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…

1
Part 2: The Pros of Internal Sales Trainers With Bill Petersen, Sales Trainer @Cognism 21:32

2M ago21:32

21:32

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 ins…

1
Part 1: The Pros of Internal Sales Trainers With Bill Petersen, Sales Trainer @Cognism 27:21

2M ago27:21

27:21

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 dec…

1
The state of selling in construction, with Will Synnott, VP of Sales for UK&I and USA @Disperse 21:57

2M ago21:57

21:57

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, Irelan…

1
Allbound and AI with Ben Smith, Director of Global Business Development @Reachdesk 10:37

3M ago10:37

10:37

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.By Cognism

1
Mapping Demand Gen with Outbound, with Laura Erderm, Head of Sales, Americas @Dreamdata 17:26

3M ago17:26

17:26

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.…

1
Social Selling Strategy in 2024 with Charlotte Lloyd, Strategic Advisor @Humantic AI 26:54

3M ago26:54

26:54

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.By Cognism

1
BTSF Episode 12: HubSpot’s Outbound Motion Unveiled with David Katz, The VP of Corporate Sales 22:58

3M ago22:58

22:58

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.By Cognism

1
The Product Led Growth Sales Motion With Tonni Bennett, VP of Sales @ Daily 23:14

3M ago23:14

23:14

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…

1
Cognism’s Playbook on Sales Enablement, with Emily Bair (Head of Sales Enablement) 28:35

4M ago28:35

28:35

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 …

1
AI, Power Diallers, & Leadership Training with Ashleigh Early, CEO of Other Side of Sales Consulting 30:53

4M ago30:53

30:53

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 …

1
Hitting 103% of the Revenue Target in 6 Months With Kyle Asay at MongoDB 22:11

4M ago22:11

22:11

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! …

1
A Deep-Dive Into Video Plays With Ryan Scalera, Inside Sales Manager at Lob 26:29

5M ago26:29

26:29

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.By Cognism

1
Beyond the Sales Floor Episode 10: The Playbook on Better Leadership with Emerald Maravilla, Director of Sales Development at Snowflake 27:15

5M ago27:15

27:15

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 o…

1
The Evolution of Leadership In An Organisation With Angeley Mullins, CCO at Resourcify 17:40

5M ago17:40

17:40

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, fr…

1
Beyond the Sales Floor Episode 9: A Unique Take on ABM with Alex Ball, VP of Sales & GTM at Twilio Flex 29:11

5M ago29:11

29:11

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 f…

1
Predictions for B2B Sales in 2024 With Matt Doyon: Co-Founder & CEO of TripleSession 22:52

5M ago22:52

22:52

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 o…

1
Beyond the Sales Floor Episode 8: Prospecting Into Difficult Industries with Grace Chuang, Director of Sales Dev. @Databricks 25:33

5M ago25:33

25:33

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 …

1
Stopping Revenue Leak and Slippery Deals with Shruti Kapoor, Head of International Business @Clari 23:07

5M ago23:07

23:07

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.By Cognism

1
Beyond the Sales Floor Episode 7: BANT, Unsticking Deals, and LinkedIn With Ryan Byrnes, Mid-Market Sales Leader at Calm 22:13

5M ago22:13

22:13

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.By Cognism

1
The Role of AI In Sales With Mark Kosoglow, CRO at Catalyst 31:31

5M ago31:31

31:31

On this week’s episode of Redefining Outbound, Kaitie is joined by Mark Kosoglow, CRO at Catalyst Software. We learn about whether AI is the solution to all of our problems in sales, or if it’s actually creating generalised assumptions about a sales team. They also discuss the bottom-up approach to win enterprise deals. Plus, you’ll discover the di…

1
Beyond The Sales Floor Episode 6: Creating An Airtight Onboarding Plan With Brooke Coletti, at Amazon Web Services 23:39

6M ago23:39

23:39

There are lots of nuances that need to be considered when iterating your model for onboarding reps. For example, how are you ensuring company culture is aligned across regional teams? How can it be operationalised for this new world of hybrid work? This plus much more is dissected and discussed in this latest instalment of Beyond the Sales Floor, w…

1
The State of MEDDPICC/MEDDIC In Modern Sales With Gina Ruscio, Cognism’s Chief of Staff, Revenue 24:45

6M ago24:45

24:45

This week, Kaitie is sitting down with Cognism’s Chief of Revenue Staff: Gina Ruscio. They discuss everything to do with MEDDPICC (or MEDDIC). How should it be rolled out across an organisation? What makes it different to other methods? Plus, find out why it’s designed for SDRs too.By Cognism

1
Problem Solving, Visual Learners and Dissecting Deals With Keith Weightman, RVP of National Accounts @ Bullhorn 20:22

6M ago20:22

20:22

How can you tailor to reps in your team that are visual learners? How can your team dissect a problem the right way? These are some of the big questions that Keith Weightman, RVP of National Accounts at Bullhorn, has provided insights into. Check out more in this week’s episode of Redefining Outbound.…

1
Beyond the Sales Floor Episode 5: Secrets for 45% Reply Rates on Videos, With Khris Fenton, VP of Sales Development and Partnerships at Altrata 20:39

6M ago20:39

20:39

We’re back with another episode of Beyond the Sales Floor - and it’s with a Redefining Outbound alumnus Khris Fenton - VP of Sales Development and Partnerships at Altrata. Khris shared the outbound video tactic that has boosted his team’s reply rate from 5-10%, to around 45-50%! Plus, find out Khris’ take on the state of BANT.…

1
Beyond the Sales Floor Episode 4: Building Coaching Plans With Alli MacManus, Global Revenue Enablement Manager at Demandbase 16:09

6M ago16:09

16:09

On this episode of Beyond the Sales Floor, Alli MacManus (Global Rev. Enablement Manager @Demandbase) is our guest. Alli shares how she’s approached coaching plans for her team, as well as what a 30-60-90 day onboarding plan looks like. We also learnt about the importance of creating tailored plans. Tune in to find out more.…

1
How Conventional Wisdom Kills Deals with John Bissett, Partner at Slingshot Edge 24:22

6M ago24:22

24:22

We’re getting a little scientific in this week’s episode. David sits down with John Bissett, Partner at Slingshot Edge. He discusses how and why conventional wisdom kills sales deals. Plus, you’ll get a *detailed* insight into a buyer’s mind, and the balance between emotion and logic when making a decision. Check out this episode, and learn more on…

1
Beyond the Sales Floor Episode 3: Plays That Get You Paid With Carson V. Heady @ Microsoft 26:26

6M ago26:26

26:26

In this episode of Beyond the Sales Floor, our special guest is Carson V Heady, Social Selling Lead at Microsoft. Carson shares how social selling can be the key to unlock communication and relationships with other rooms of the house. He also shares his approach towards structuring plays in outbound, that get you paid.…

1
Social Selling, Mental Health in Sales, and More With Amanda Wilde, Director of Business Development at Alida 26:37

7M ago26:37

26:37

On this week’s episode, Frida has a chat with Amanda Wilde, Director of Business Development at Alida AND 2023 Crunchbase Most Influential Women in Sales! They touched on how redefining outbound is constantly happening in tech sales. Plus, Amanda discusses the importance of protecting the mental health of your team.…

1
Beyond the Sales Floor Episode 2: Creating $130m in Pipeline With Matt Reuter at Real Page Inc 22:24

7M ago22:24

22:24

In this episode of Beyond the Sales Floor, Morgan chatted with Matt Reuter, Senior Director of Sales Development at RealPage, Inc. They unpacked the secret to building $130m in pipeline (hint: it’s simpler than you think), as well as how to identify red flag reps - sooner rather than later, in the hiring and onboarding processes. Listen to find out…

1
Beyond The Sales Floor with Morgan Ingram and Dan Drucker at Canon Business Process Services, Inc 20:55

7M ago20:55

20:55

In this special episode of Redefining Outbound, we’re kicking off our Beyond The Sales Floor Series! And in this first interview, Morgan sits down with Dan Drucker, VP of National Sales and Marketing at Canon Business Process Services, Inc. Dan breaks down his outbound strategy, and the importance of super-specificity. In fact, you'll even learn a …

1
The State of Sales in the US Market Today With Cognism’s Sales Leaders 27:02

7M ago27:02

27:02

On this week’s episode of Redefining Outbound, we’re discussing everything to do with the US Market. Join Frida Ottosson, who chats with Cognism’s US sales leaders: Stephen Vickers (Head of Sales Development) and Kaitie Voigt (Enterprise Sales Manager) . They’ll be covering the challenges and opportunities in the market today, achieving alignment b…

1
Breaking Down The Meaning of Personalisation in Sales, with Kris Rudeegraap, CEO at Sendoso 19:39

7M ago19:39

19:39

On this week’s episode of Redefining Outbound, Frida sits down with Kris Rudeegraap, CEO of Sendoso. They discuss how sales leaders need to tackle personalisation from different angles, approaches to growth in the current economic climate, and more.By Cognism

1
Reaching Technical Decision Makers With Julia Gilinets, Interim CRO at Uplevel 28:57

8M ago28:57

28:57

Cut the fluff! That’s what Julia Gilinets, Interim CRO at Uplevel, believes is the secret in sales. This is especially the case, when reaching out to technical decision-makers. On this week’s episode of Redefining Outbound, find out more, plus the importance of the bottom-up approach, and why sales leaders need to drop the word “should”, when judgi…

1
Leveraging Partnerships in Sales with Michaela Weber, VP of Strategic Business Development at BigCommerce 22:28

8M ago22:28

22:28

Your partnerships team can provide some great fuel for your sales engine. And in this week’s episode of Redefining Outbound, discover exactly how and why to leverage partners in outbound, with our guest Michaela Weber, VP of Strategic Business Development at BigCommerce. David and Michaela cover everything from joint sales pitches, the importance o…

1
Driving High Quality Pipeline with Lu Juarez, EMEA Sales Development Manager at HiBob 31:06

8M ago31:06

31:06

In this week’s episode of Redefining Outbound, David sits down with Lu Juarez, EMEA Sales Development Manager, to discuss how the team at HiBob are approaching their goal of driving high quality pipeline. Luciana took a deep-dive into 3 main tactics she’s utilising this quarter. Listen to find out what they are, plus much more.…

1
The Secrets to Working with Champions with Nate Nasralla, Founder at Fluint.io 21:19

8M ago21:19

21:19

In this week’s episode with Redefining Outbound, Stephen Vickers sits down with Nate Nasralla, Founder at Fluint.io to discuss the best way to work with your buying champion. They covered how your champions don’t always have to be at the top, the danger of too much multi-threading, and more.By Cognism

1
The Blueprint Workshop: How Cognism’s Sales Leaders Built A Predictable Revenue Engine (Special Episode) 57:12

8M ago57:12

57:12

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 …

1
The Importance of High-Impact Coaching with Gabrielle Blackwell, Sales Development Manager at Culture Amp 30:50

9M ago30:50

30:50

On this week’s episode of Redefining Outbound, Gabrielle Blackwell (Creator at The One on One and Mid-Market Sales Development Manager at Culture Amp) joins Frida, to talk about the importance of coaching, training, and feedback for your team. They also discuss how these processes shape up in the new era of outbound.…

1
The Importance of Knowing Your Customers with Devin Reed, Head of Content at Clari 21:35

9M ago21:35

21:35

“Know who you’re selling to!” It’s something you’re telling your sales team to do all the time. But have you laid out the foundations for this to be a possibility? On this week’s episode, Frida sat down with Devin Reed, former seller turned Head of Content at Clari. They discussed how sales and marketing can work together to achieve a deep understa…

1
The State of Enterprise Sales with Kaitie Voigt, Cognism's US Enterprise Sales Manager 26:33

9M ago26:33

26:33

Enterprise sales can be a minefield. Especially in this new era of outbound, it’s really important to ensure your team is enabled with the knowledge that’ll help them make the most impact. For example, in the current economic climate, budgets are tight. So, how can your team help these complex buying committees unlock the pain? Find out all, on thi…

1
How To Master Time Management As A Sales Leader with Todd Busler and Morgan J Ingram (Special Episode) 47:49

9M ago47:49

47:49

Your sales team’s playbook should align with the new era of outbound. And success starts by nailing processes like time management. Learn how to strike the balance, between coaching, training, forecasting, and sitting on deals, in this special episode of Redefining Outbound, with Morgan Ingram and Todd Busler. And grab the slides from the workshop …

1
Breaking Down Buyer Centricity with Khris Fenton, VP of Sales Development & Partnerships at Altrata 28:08

10M ago28:08

28:08

Sales leaders are encouraging their teams to embrace buyer centricity all the time. But there are still rooms for improvement. Find out more, as Frida sits down with Khris Fenton, from Altrata. He revealed the fundamentals behind a buyer-centric playbook.By Cognism

1
How to hire & scale a team that understands the modern-day buyer with Emerald Maravilla, Director of Sales Development at Snowflake 27:05

10M ago27:05

27:05

B2B buying behaviour is digital. Now, more than ever. So, what does that mean for sales leaders? Well, it means branching out beyond cold calling. And it also means considering the regional nuances of the modern buyer. Find out more as Stephen Vickers sits down with Emerald Maravilla, Director of Sales Development at Snowflake.…

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