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.
Welcome to Redefining Outbound
Outbound isn't what it was five years ago. Traditional channels are becoming saturated, millennials are now the decision-makers and each member of the buying committee has different channel preferences. Tune into this episode to find out which emerging channels sales teams need to unlock as we move into a new era of outbound.
The Power of Micro-Sites for Outbound
It's no secret that deal cycles are getting longer. And part of the reason is that the seller hasn't adapted to the changes of the modern-day buyer. In this new era of outbound sellers should be helping buyers make sense of the information they have. Someone who's understood this shift is Rory Sadler, CEO at Trumpet. He explains how microsites or 'pods' are helping to facilitate these changes.
The Importance of Revenue Team Alignment
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 episode of Redefining Outbound.
The Power of the Feedback Loop For Your Sales Team
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? For this episode we sit down with Tom Lavery, CEO and Founder at Jiminny, to discuss this.
G.A.S strategy (giving a s***) - How to actually provide value to the sales process
Everyone talks about adding value to the sales process. But what does that mean, exactly? There's a belief 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-centricity, and more.
Shifting from the Sales Funnel Mentality to the Customer Journey Mindset
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.
‘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.
The Importance of Sales and Marketing Alignment
Everyone talks about sales and marketing 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 to level up their outreach? Find out how all of this has come to play at Cognism, as David sits down with our VP of Marketing, Liam Bartholomew.
The State of Sales Enablement in the Modern Era of Outbound
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.
The evolution of Outbound Tactics
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.
The playbook for 'Hyper-Growth'
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.
Approaching Multi-Regional Outbound, Enterprise & More
What does it take to break through Enterprise nowadays? Also, have we ever stopped to consider the importance of regional differences, when approaching outbound? Well, all will be revealed in this week's episode, as David sits down with Sylvia Farag.
Hiring and Scaling A Team That Understands The Modern Buyer
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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