Revenue Champions

Revenue Champions

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The ultimate B2B podcast, brought to you by Cognism. 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 today!

Cognism


    • Oct 4, 2023 LATEST EPISODE
    • infrequent NEW EPISODES
    • 42m AVG DURATION
    • 116 EPISODES


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    Latest episodes from Revenue Champions

    115: Approaching Multi-Regional Outbound, Enterprise & More (with Sylvia Farag, Founder at Farag Consulting & Coaching)

    Play Episode Listen Later Oct 4, 2023 31:51


    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.

    114: How to use customer interviews and insights to fix broken fantasy funnels (with Andrei Faji, Director of Marketing at PandaDoc)

    Play Episode Listen Later Sep 27, 2023 47:48


    Cognism's Global Head of Demand Gen, Fran Langham speaks to Director of Marketing at PandaDoc, Andrei Faji about maximising customer interviews. How can you make sure you get the most out of these interactions, and how do you apply it to give a more reflective customer experience?

    113: The Playbook for 'Hyper Growth' and More (with Chris Orlob, CEO at pclub.io)

    Play Episode Listen Later Sep 20, 2023 29:38


    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.

    112: How to use product-led and BOFU content to reach the modern buyer (with Si Quan from Ahrefs)

    Play Episode Listen Later Sep 6, 2023 26:38


    Senior Content Marketer at Ahrefs, Si Quan joins Cognism's Growth Advisor, Gaetano DiNardi to chat all things content. Specifically, how can you use product-led and bottom of funnel content to reach the new age of buyer? Listen to find out.

    111: Driving High Quality Pipeline (with Lu Juarez at HiBob)

    Play Episode Listen Later Aug 30, 2023 30:40


    In this week's episode, 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.

    110: Death of the AIDA model (with Barry Nyhan, Head of Growth at Workvivo)

    Play Episode Listen Later Aug 23, 2023 31:56


    Cognism Growth Adviser, Gaetano DiNardi is joined by Head of Growth at Workvivo, Barry Nyhan to discuss the buyer journey. Specifically, how the traditional AIDA model is no longer reflective of how modern buyers actually behave.

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    109: The Importance of Creativity in Outbound (with Will Aitken at Lavender)

    Play Episode Listen Later Aug 16, 2023 31:56


    ‘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.

    108: G.A.S strategy (giving a s***) - How to actually provide value in the sales process (with Jen Allen-Knuth at Lavender)

    Play Episode Listen Later Aug 9, 2023 31:51


    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-centricity, plus more

    107: Transforming the B2B Buyer Journey (with CMO at PwC, Antonia Wade)

    Play Episode Listen Later Aug 2, 2023 30:49


    Alice de Courcy is joined by CMO at PwC, Antonia Wade to discuss how the added complexities of the modern B2B buyer journey have rendered the marketing 'funnel' pretty useless. Instead, Antonia proposes a new way to look at the B2B buyer journey.

    106: The Importance of Revenue Team Alignment (with Alex Olley, Co-Founder & CRO at Reachdesk)

    Play Episode Listen Later Jul 26, 2023 29:45


    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.

    105: The Power of the Feedback Loop and Research For Your Sales Team (with Tom Lavery, at Jiminny)

    Play Episode Listen Later Jul 19, 2023 30:10


    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.

    104: Running successful brand awareness campaigns (with Andrew Davies, CMO at Paddle)

    Play Episode Listen Later Jul 12, 2023 28:51


    CMO of Cognism, Alice de Courcy speaks to CMO at Paddle, Andrew Davies about his recent brand awareness campaigns including sending Paddle merch into orbit!

    103: The Importance of Revenue Team Alignment (with Alex Olley, Co-Founder & CRO at Reachdesk)

    Play Episode Listen Later Jul 5, 2023 29:45


    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.

    102: The growing importance of brand as a differentiator (with Gwen Lafage, VP of Brand and Content at Sinch)

    Play Episode Listen Later Jun 28, 2023 52:48


    VP of marketing, Liam Bartholomew is joined by Gwen Lafage, VP of Brand and Content at Sinch, one of the fastest growing tech companies in the world. Sinch This podcast episode will discuss the changing nature of B2B buying behaviour and how more than ever, B2B marketers need to focus on brand as a differentiator. In this new era, how must marketers approach change? How must marketers view brand building?

    101: The Power of Micro-Sites for Outbound (with Rory Sadler, Co-Founder at Trumpet)

    Play Episode Listen Later Jun 21, 2023 24:52


    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 who's understood this shift is Rory Sadler, CEO at Trumpet. He explains how microsites or 'pods' are helping to facilitate these changes.

    100: Redefining Outbound (with Jon Illet, VP Global Sales at Cognism)

    Play Episode Listen Later Jun 14, 2023 39:19


    Welcome to 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.

    99: Should marketers be tied to revenue? (with Darryl Praill, CMO at Agorapulse)

    Play Episode Listen Later Jun 7, 2023 34:56


    Cognism's CMO, Alice de Courcy interviews Agorapulse's CMO, Darryl Praill. Discussing how important being tied to revenue is as a B2B marketer and the benefits this responsibility to revenue can bring.

    98: B2B performance marketing masterclass (with Silvio Perez, Founder at AdConversion)

    Play Episode Listen Later May 31, 2023 53:22


    Cognism's Global Head of Paid is joined by B2B performance marketing expert, Silvio Perez to talk through his favourite tips for reaching modern buyers. From unconventional channels, to tracking - you don't want to miss this episode!

    97: The role of sales and marketing as B2B buyer behaviour shifts (with Louis Vandommele, Head of Demand Gen at Sunday)

    Play Episode Listen Later May 24, 2023 42:47


    Cognism's Global Head of Demand Gen, Fran Langham, is joined by guest Louis Vandommele, Head of Demand Gen at Sunday. Having worked through the ranks in sales, before transitioning into a marketing leadership role, Louis has a unique perspective on the role of sales and marketing as B2B buyer behaviour changes.

    96: Create vs. capture demand: Getting the balance right (with Olga Denisova, VP of Global Marketing at Semrush)

    Play Episode Listen Later May 17, 2023 31:06


    Cognism's VP of Marketing, Liam Bartholomew, joined by guest Olga Denisova, VP of Global Marketing at Semrush to discuss the delicate balance between create and capture demand. Why B2B marketers need to be creating demand, and not just capturing it. And how this approach better fits the way modern buyers buy.

    95: Getting personal branding * right * for demand creation (with Tim Davidson, Senior Marketing Director at Directive)

    Play Episode Listen Later May 10, 2023 41:56


    Cognism's Global Head of Demand Gen, Fran Langham, is joined by guest Tim Davidson, Senior Marketing Director at Directive. Talking all things branding in modern marketing and how to output effective personal brand activity that can benefit a create demand strategy.

    94: Effective Paid and Demand Gen collaboration (With Canberk Beker, Global Head of Paid at Cognism)

    Play Episode Listen Later May 3, 2023 50:28


    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.

    93: Confessions of an SDR #10 (with Jordan Humphrey SDR at Holisitc AI)

    Play Episode Listen Later Apr 26, 2023 22:54


    It's pretty easy to be prepared when your cold calling prospects (if you do your research). But preparation goes out the window the prospect calls you... In this episode, Morgan sits down with Jordan Humphrey SDR @Holisitc AI to discuss humanising sales pitches and adopting a multi-channel approach to cadences.

    92: The importance of marketing to out-of-market buyers (with Amrita Marthur, VP of marketing at Superside)

    Play Episode Listen Later Apr 19, 2023 41:03


    Cognism's VP of marketing, Liam Bartholomew speaks to VP of marketing at Superside, Amrita Marthur about the changing nature of B2B buying behaviour. In this era where buying journeys start way before a buyer speaks to sales, how can and why should marketers influence buyer behaviour before they're ready to buy?

    91: Getting CEO buy-in for marketing decisions (with Ethan Aaron, CEO at Portable)

    Play Episode Listen Later Apr 12, 2023 31:55


    CMO Alice de Courcy speaks to Ethan Aaron, CEO at Portable about his understanding of the marketing function, why it's important for CEOs to understand the role of marketing and what CEO's care about when having the final say on marketing decisions.

    90: Confessions of an SDR #9 (with Tom Westlake, Commercial Sales Development Representative at Cognism)

    Play Episode Listen Later Apr 5, 2023 18:10


    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.

    89: Illuminating the B2B buying journey (with Steffen Hedebrandt, CMO and co-founder at Dreamdata)

    Play Episode Listen Later Mar 22, 2023 40:13


    Alice de Courcy, Cognism CMO chats to Steffen Hedebrandt, CMO and co-founder of Dreamdata about the changing nature of B2B buying behaviour. In this era where buying journeys start way before a buyer speaks to sales, how can we use attribution to illuminate the multitude of touch points within that journey?

    88: Bonus Episode: CMO Diary launch party

    Play Episode Listen Later Mar 15, 2023 51:51


    Diary of a first time CMO author, Alice de Courcy is joined by marketing whizz, Gaetano Dinardi to discuss some burning questions surrounding Alice's highly anticipated CMO diary launch. Breaking down her three biggest takeaways from the diary.- Building a CMO mindsetHow to scale a team from 3-39 How I built a demand gen strategy that scaled past $50m+ ARR

    87: Confessions of an SDR #8 (with James Cross, Account Executive at Evalian)

    Play Episode Listen Later Mar 8, 2023 24:36


    Picture this. The cold call has gone exactly how you wanted it to until the close. You say something you shouldn't have and now complete silence. This happened to our next guest James Cross Account Executive @Evalian. James and Morgan talk about the lessons he's learned as an SDR and how these helped him make the jump to an AE.

    86: Confessions of an SDR #7 (with Ivana Ivanova, Senior Enterprise Sales Development at Cognism)

    Play Episode Listen Later Mar 1, 2023 23:19


    Every SDR gets upset after a bad cold call. The best ones know how to recover and smash their next cold call! In this episode, Ivana Ivanova and Morgan talk about detaching from the outcome, multi-threading and motivational hacks to bounce back when you have a bad cold call.

    85: Confessions of an SDR #6 (with Brian Bashline, Distribution Go-To-Market Lead at Knowde)

    Play Episode Listen Later Feb 22, 2023 18:59


    Most SDRs say Fridays are the best day to cold call. Unless you have a roommate screaming 'let's get drunk, it's happy hour' in the background. Tune into this episode to hear how Brian, GTM Lead @Knowde, deals with distractions on a cold call and why adding a little humour to the call can help build more rapport.

    84: Confessions of an SDR #5 (with Arran Nicholson, Account Executive at Selligence)

    Play Episode Listen Later Feb 15, 2023 19:53


    No one enjoys having their phone calls interrupted. Unfortunately, sometimes it's out of the rep's control - especially when alarm warning s are involved! Tune into this episode to hear the rest of Arran's confession, how to deal with unexpected situations and some of the most effective ways to rekindle a conversation.

    83: Confessions of an SDR #4 (with Piers Mosselmans, Senior Enterprise SDR at Cognism)

    Play Episode Listen Later Feb 8, 2023 23:36


    No one likes to be woken up by an alarm. So it's no surprise this prospect went mad when she was woken up to a cold call! Tune into this episode to hear the rest of Piers's confession, the best times to cold call prospects and some of the most effective opening lines to break the ice!

    82: Confessions of an SDR #3 (with Dom Odoguardi, Senior SDR at Cognism)

    Play Episode Listen Later Feb 1, 2023 21:30 Transcription Available


    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.

    81: Confessions of an SDR #2 (with Madison Yuille, SDR at Cognism)

    Play Episode Listen Later Jan 25, 2023 24:42 Transcription Available


    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.

    80: Confessions of an SDR #1 (with Brad Norgate, Enterprise SDR at Cognism)

    Play Episode Listen Later Jan 18, 2023 25:19 Transcription Available


    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.

    79: The current state of SaaS (with Mark Bedard, Michelle Bradbury and Mark Sparaco)

    Play Episode Listen Later Jan 11, 2023 31:41


    This week, Mark Bedard, Vice President of Global Sales at Cognism is hosting a special episode of Revenue Champions on the current state of SaaS. Mark is joined by Michelle Bradbury, Chief Product Officer at Cognism and Mark Sparaco, VP of US Sales at Cognism as they discuss how SaaS has changed with changes in the economic climate in a sales and product perspective, switching to B2C tactics for buyer centricity, the future of SaaS and more.

    78: How to create 15 pieces of content in less than 1 hour as a seller (with Morgan J Ingram, 3x LinkedIn Sales Voice and Sales Coach)

    Play Episode Listen Later Jan 4, 2023 48:00 Transcription Available


    This week, Morgan J Ingram, 3x LinkedIn Sales Voice and Sales Coach introduces 2023 with an SDR creator workshop on how you can create 15 pieces of content in less than an hour as a seller. In this episode, Morgan answers all your burning questions on creating content as a seller and goes through why creating content as a seller is helpful, understanding what it means to be a ‘creator' vs a ‘curator', how to post consistently and more.

    77: Demandism: learnings from 2022 (with Cognism Marketing Leaders)

    Play Episode Listen Later Dec 21, 2022 55:46


    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.

    76: What is declared intent and how to drive more of it (with Gaetano DiNardi, Growth Advisor at Cognism)

    Play Episode Listen Later Dec 14, 2022 40:38


    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.

    75: The current state of outbound sales (with Sam Nelson, Founder @SDR Leader.com and Agoge)

    Play Episode Listen Later Dec 7, 2022 44:31


    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.

    74: Cold calling live #14 (with Justin Middleton, President & COO at Phone Ready Leads)

    Play Episode Listen Later Nov 30, 2022 56:02


    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.

    73: 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)

    Play Episode Listen Later Nov 23, 2022 58:18


    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.

    72: Sales enablement success (with Galem Girmay, EMEA Revenue Enablement Manager at UserTesting)

    Play Episode Listen Later Nov 16, 2022 51:36


    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.

    71: Cold calling live #13 (with Jason Bay, Founder & CEO at Outbound Squad)

    Play Episode Listen Later Nov 9, 2022 60:06


    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.

    70: Cold calling live #12 (with Morgan J Ingram, Director of Sales Execution and Evolution at JB Sales Training)

    Play Episode Listen Later Nov 2, 2022 57:55


    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.

    69: Sales framework and methodology (with Dale Yasunaga, Principal Consultant, Mastering the Sales Game at Sales Consulting and Training)

    Play Episode Listen Later Oct 26, 2022 52:19


    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.

    68: Demandism: how to build a demand gen machine from the ground up (with Cognism Marketing Leaders)

    Play Episode Listen Later Oct 19, 2022 60:12


    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.

    67: Cold calling live #11 (with Gregory Woodward, Founder and CEO at Woodward Strategies LLC)

    Play Episode Listen Later Oct 12, 2022 56:54


    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.

    66: $2 million ARR in 8 months as an SDR (with Matthew Provins, CEO @Pause)

    Play Episode Listen Later Oct 5, 2022 35:19


    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.

    65: Demandism: campaigns 101 (with Cognism Marketing Leaders)

    Play Episode Listen Later Sep 28, 2022 52:33


    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.

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