Podcast appearances and mentions of mark kosoglow

Mark Kosoglow reveals why most outbound fails before it even starts and how identifying the pain chain can radically improve your team's results.

Most outbound sales strategies rely on volume and noise. Mark Kosoglow is betting on something different: relevance, proof, and actually caring about the people on the other end.   Mark helped scale Outreach to over $230 million in revenue as its first sales hire. Now he's a first-time founder and CEO at Operator, a startup built inside the GTM Fund, where he's rethinking what outbound should look like and calling out what's broken. What happens when you stop chasing reply rates and start focusing on provable business problems? How do you build a company without tying your self-worth to the outcome?   In this episode, Mark sits down with Alex Raymond to talk through the emotional ups and downs of entrepreneurship, the decision to say yes to starting something new after being fired, and how “work hard and have fun” became the filter he uses to make decisions. He shares lessons from working alongside leaders like Manny Medina and the Chu Brothers, his take on building authentic company culture, and why he treats the CEO role like a sales role: listening first, solving second.   If you're tired of the spray-and-pray approach to sales or wondering how to stay grounded while building something ambitious, this conversation will land.   Episode Breakdown: 00:00 Mark Kosoglow: From Outreach to Operator 03:16 Lessons from Catalyst and Customer Success 06:56 Why Outbound Is Broken 13:46 The “Great Ignore” and Rethinking Sales Math 17:43 Starting Inside a Venture Fund 21:24 Hiring, Delegating, and Lessons from Past Leaders 27:36 Leading Through the Emotional Highs and Lows 35:20 Daily Habits, Book Recommendations    Links Connect with Mark Kosoglow: LinkedIn: https://www.linkedin.com/in/mkosoglow/ Website: https://www.operator.ai/   Connect with Alex Raymond: LinkedIn: https://www.linkedin.com/in/afraymond/ Website: https://amplifyam.com/   HiveCast.fm is a proud sponsor of The Conscious Entrepreneur Podcast. Podcast production and show notes provided by HiveCast.fm

Nick, Armand, and Mark Kosoglow talk through how and when you should make different sales hires as your sales team grows. ACTIONABLE TAKEAWAYS: Hire Builders First: Early sales hires should create processes, while later hires follow them. CEO Sales Involvement: Founders should sell until they define the product and process, then transition to AEs. Scaling Key Roles: Maintain a 1:1 AE to SDR ratio early, shifting to 2:1 later. Hire RevOps early; SE and enablement depend on need. Manager & Director Timing: Keep managers at 8 reps max, stretching to 10-12 if needed. Delay director hires until managing at least three managers. RESOURCES DISCUSSED: Stages of Sales Leader Episode Join our weekly newsletter Things you can steal

The top 15 sales tips shared on the podcast in 2024 (full episodes linked below) Prospecting Best Practices: "That's Exactly Why I Called" Response: Use objections as a reason to keep the conversation going (Sara Uy) Presuppose the Problem: Start with, "You've probably looked into X before, huh?" to reduce sales pressure and uncover nuance (Josh Braun) Call Yourself First: Test new phone numbers for spam labeling before dialing prospects (Ken Amar) Effective Email Structure: Combine business initiatives, industry trends, and triggers for personalized, resonant cold emails (Kyle Coleman) Heard the Name Tossed Around Opener: Open with network credibility, then focus on problem-centric pitches (from the "Cold Calling Sucks" book) Discovery & Sales Process Best Practices: Problem Storytelling: Turn problem agreement into a story by asking, "When did you realize this was a problem?" (Charles Muhlbauer) The 1–10 Feedback Question: Ask prospects to rate your demo and explore what would make it a 10 (Steven Bryerton) Don't Mistake Activity for Achievement: Align sales stages with outcomes (Mark Kosoglow) Use Labels in Negotiations: Diffuse tension by labeling emotions, e.g., "It seems like you just want to get a good deal," to avoid triggering defensiveness (Chris Voss) Lead, Don't Ask, Mid-Cycle: Overcome indecision by offering clear recommendations and removing irrelevant options (Matt Dixon) Leadership Best Practices: Invert the Hiring Funnel: Sell candidates on the opportunity first, then test skills later (Hiring Playbook) Disarming Transparency in Hiring: Share risks and weaknesses with candidates to surface objections early and build trust (Mark Kosoglow) 20/80 Training Rhythms: Spend 20% of the time introducing new skills and 80% reinforcing them weekly (Training Playbook) Pipeline Squeeze: Ask key questions (e.g., deal size, close date, buyer awareness) to assess pipeline health and socialize results (John Sherer) Document the Wiggle (W.G.L.L): Define "what good looks like," then practice targeted scenarios repeatedly for efficiency (Kevin Dorsey) Thanks sellers for tuning in this year! See you in 2025 with more of the most actionable tips in sales, be sure to subscribe to our weekly newsletter here.

This podcast interview focuses on the entrepreneurial journey to transform toxic sales automation. My guest is Mark Kosoglow, CEO of Operator. Mark is a tech entrepreneur on a mission. A big mission. He's a sales expert who played a crucial role in helping scale Outreach from zero to over $230 million in revenue in just 8-years.  Being part of the rising growth of sales automation, Mark realizes how too much automation and the mantra of Growth at all Costs has wrecked outbound. It's created a massive problem, which he refers to as ‘The Great Ignore.' This inspired the idea of founding an operator in April 2024.  Their mission is to make outreach more human, insightful, and valuable for both sellers and buyers. And this inspired me, and hence I invited Mark to my podcast. We explore how  The Great Ignore has not only created a sales execution problem for all of us - but has also fueled a much larger Societal problem. He shares a masterclass on the art of what effective sales is really all about. He elaborates on what he's done differently to build rapid traction - with buyers that stay and become fans from the start. Last but not least, he talks about his lessons learned in harmonizing work-life priorities. Here's one of his quotes "Most platforms, good advice is the antithesis of how they create revenue. So if I'm like a ZoomInfo or someone like that, I make money by people buying more accounts and more contacts. Therefore, for me to suggest something that would require less contacts and less companies would be the antithesis of what I'm supposed to be doing, which is growing my business." During this interview, you will learn four things: What sales skills to home in on to succeed in the evolving sales landscape  How he's staying sane, flexible and performing better in the crazy world of building a startup in a market that's overwhelmingly crowded.  How his Waitlist grew to 1,500 people within 24 hours of announcement. How building a personal brand is of value to any sales to stand out - not only top management. For more information about the guest from this week: Mark Kosoglow Website: Operator Subscribe to the Daily SaaS Reflection Get my free, 1 min daily reflection on shaping a B2B SaaS business no one can ignore. Subscribe here Yes, it's actually daily. And yes, people actually stay subscribed (Just see what peer B2B SaaS CEOs say) My promise: It's short. To the point. Inspiring. And valuable. Learn more about your ad choices. Visit megaphone.fm/adchoices

Mark Kosoglow walks through the key skills, responsibilities, and attributes for a Sales Leader at each phase of company growth Doer Phase (0 to $1M ARR): The initial stage focused on finding product-market fit. The sales leader handles everything, including cold calls, demos, building sales systems, and refining the sales process. They act as an individual contributor, ensuring the company moves forward without distracting other key team members. Key trait: Being a hands-on, self-reliant executor. Builder Phase ($1M to $10M ARR): The leader transitions to hiring and scaling the team, typically starting with individual contributors (AEs and SDRs). Still involved in selling but begins to set foundational systems, processes, and training. They document best practices and create repeatable frameworks while maintaining some "doer" responsibilities. Key trait: Hiring and building effective teams and processes. Doctor Phase ($10M to $25M ARR): The leader becomes more metrics-driven, focusing on diagnosing and optimizing performance based on data. Begins managing managers and spending more time collaborating cross-departmentally (e.g., with RevOps, marketing, and customer success). Key trait: Using data and metrics (L1 and L2) to prevent thrash and fine-tune the organization's operations. Architect Phase ($25M to $100M ARR): The leader's role expands to a more executive level, crafting the overall blueprint for the sales organization in alignment with other departments. Focus on segmentation, pricing strategies, and designing compensation plans that drive desired behaviours. They influence larger strategic initiatives and ensure the execution aligns with organizational goals. Key trait: Seeing the big picture and designing a cohesive GTM blueprint. Communicator Phase ($100M+ ARR): The leader's primary role becomes communication: setting clear expectations, timelines, and evaluating the mental models used by the team to meet goals. The focus shifts outward, ensuring alignment across broader organizational and market dynamics. Key trait: Clear and effective communication to drive alignment and execution at scale. RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

In this episode of the Revenue Leadership Podcast, host Kyle Norton sits down with Mark Kosoglow, co-founder & CEO of Operator.ai, to unpack the art of building a repeatable sales motion. Mark takes us through his journey—from selling shoes in a mall to leading high-performing sales teams at Outreach and Catalyst. Along the way, he highlights the critical role of process, measurement, and building the right team. The conversation dives into the challenges of creating consistent sales strategies, why proper instrumentation matters, and how enablement can accelerate onboarding for new hires. If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday. Want more content from the Topline media family? Listen to Topline Podcast with Sam Jacobs, AJ Bruno, and Asad Zaman. Join the Topline Slack channel to engage with hosts, guests, and other listeners. Subscribe to Topline Newsletter written by Asad Zaman.

For today's episode, Matt Benelli is joined by Mark Kosoglow, a seasoned sales leader and coach. Mark emphasizes the importance of teaching solid techniques from the start and argues against the belief that more activity is better. Instead, he advocates for better quality coaching. The discussion covers the significance of hiring for traits over skills, the pitfalls of lazy management, and the need for personalized outreach in sales. They also discuss the concept of customer-led growth, methods to create effective demos, and the importance of a positive, fun work environment. Additionally, Mark shares his experiences with executive coaching and highlights how clear communication and ownership can drive success in leadership roles.Takeaways:Prioritize coaching methods that make tasks comfortable early on to prevent resistance to change later.Avoid the mindset of "more is better." Instead, focus on improving the quality of your team's efforts (e.g., better calls, better emails). Encourage team members to refine their skills for increased efficiency rather than just increasing quantity.Cultivate genuine connections with team members. Understand their personal and professional goals.Communicate clear and precise expectations from the start. Ensure team members understand both their baseline responsibilities and the opportunities for additional earnings (e.g., commission-based tasks).Create a safe environment for team members to express concerns and seek help without fear of blame or excessive pressure.Focus on hiring individuals with desirable traits (e.g., hard work, curiosity) rather than just relevant skills, as traits are often more challenging to develop.Maintain a positive and predictable presence as a leader. Consistency can foster trust and stability within the team.Quote of the Show:“I hire for traits, and I'll teach skill. If somebody has the traits I want, I can teach them all the sales skills.” - Mark KosoglowLinks:LinkedIn: https://www.linkedin.com/in/mkosoglow/ Website: https://www.operator.ai/ Mark's 30 Minutes to President's Club: https://open.spotify.com/episode/21jrdDJDjbhHJ7weRMXay1 Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Mark Kosoglow joins Topline this week to introduce us to Operator AI ahead of it's official announcement. Operator AI is a solution to improve sales efficiency by providing high-quality, unique data for free and leveraging AI to generate actionable insights (get early access). Marks shares insights on the current state of outbound sales and the challenges posed by over-automation, how Operator AI differs from Clay, and his “beef” with Adam Robinson.  The episode also touches on Paul Graham's “Founder Mode” essay, where Sam, AJ, and Asad explore (and debate) the idea that founders have a unique intuition and authority to make strategic decisions setting them apart from non-founders. Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners and subscribe to Topline Newsletter. Secure your ticket to GTM2024 in Austin, TX (October 14 - 16), and don't forget to use the code TOPLINE for 15% of your ticket.

This episode is the audio from our recent webinar on how to make outbound work in 2024. We were joined by Adam Robinson, CEO, Retention.com, Mark Kosoglow, and Ashley Kelly, VP Global Sales Development, Rippling. Check out the show notes, more free content, and get coaching at https://outboundsquad.com

Alex chats with Mark Kosoglow about the evolving landscape of sales. Mark shares insights on modern email challenges, the changing role of SDRs, and the critical importance of RevOps. They discuss effective sales strategies, leadership qualities needed today, and the power of community in achieving sales success. Get ready for a lively and insightful conversation packed with awesome tips and real-world examples that can really boost your sales game! Chapters:00:00:00 - The Email Conundrum: From Delivery to Dilemma00:00:57 - Welcome to the Rising Leader Podcast: Kickoff with Alex Kremer00:01:13 - Introducing Mark Kosoglow: Sales Guru Extraordinaire00:02:07 - The Power of LinkedIn Selfies: Selfies That Sell00:03:35 - The Evolution of Sales Communication: Goodbye Phone, Hello Text00:05:16 - The Decline of Email Effectiveness: Spam Filters Strike Back00:07:30 - The Generation Gap: Phone Calls vs. Text Messages00:10:48 - The SDR Renaissance: The New Age of Sales Development00:12:00 - The Phone Coordinator: Mastering the Art of Cold Calls00:14:15 - Email Coordinator Insights: Crafting the Perfect Outreach00:17:30 - Social Coordinator Strategies: Leveraging LinkedIn for Leads00:20:45 - The SDR Super Team: Specialization for Success00:23:40 - The Importance of RevOps: The Unsung Heroes of Sales00:28:33 - The Role of Modern Sales Leaders: Leading with Purpose and Passion00:32:45 - Closing Thoughts and Farewell: Wrapping Up with Mark KosoglowConnect With here:Mark on LinkedInDigital Sales CollectiveThanks so much for joining us this week. Want to subscribe to The Rising Leader? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!Mentioned in this episode: The Arise Immersion

We've spent 13 episodes uncovering key insights from experts in enablement, sales, marketing, customer success, revenue operations, and more. To celebrate the growth, learning, and invaluable wisdom we've heard along the way, we're gathering the best of the best all into one episode.So whether you've tuned into every minute or are new to the Go-to-Market Magic scene, join us as we revisit some of the most insightful guests and captivating episodes we had the joy of creating. Here are the key takeaways:Toby Carrington emphasizes senior executives' role in guiding sales by providing strategic, value-rich interactions early in the sales cycle.Sangram Vajre shares that customer success teams should go beyond product features to act as business advisors and help articulate customer ROI stories.Sam McKenna focuses on the significance of humanizing sales interactions and improving the structure and substance of discovery calls.David Fisher advises a targeted approach to social selling to engage the right audience rather than pursuing a large, indiscriminate reach.Paul Norford champions the development of enablement resources for internal teams and channel partners, considering them an extension of the sales force.Juliana Stancampiano discusses AI's potential to enable SMEs to document and distribute institutional knowledge that is often unconsciously held by experts.Mark Kosoglow promotes the shift towards valuing post-sale success and maintaining customer relations alongside alignment between sales, marketing, and customer success initiatives.Dave Lichtman introduces the concept of a hybrid enablement function that integrates full-time personnel with specialized contractors, ensuring agility and breadth in enablement. It's a mix of conversations, lessons, and actionable advice that will inspire, motivate, and prepare you to elevate your approach to enablement.Jump into the conversation:[00:00] Introduction[03:24] The importance of human connection in sales discussions[09:01] Improving sales through insights and relationships[11:00] Timing is crucial for successful senior executive engagement[15:51] Supporting CS leaders to succeed[17:46] Overcoming lip service to achieve real alignment[21:46] Value delivery in small, incremental steps[22:59] Understanding go-to-market, sticky products, and psychology[27:53] Prioritize internal and external team enablement strategies[32:35] Processes can be challenging[34:30] AI streamlines lesson creation and improves learning content[36:22] Watch out for season two Continue the conversation with these resources:See how to kick go-to-market chaos to the curb with better enablement. Learn more.  Seismic is bringing the future of enablement to Boston, New York City, and Sydney for one day only as part of our Seismic City Tour. Join us!

Instead of the usual Topline Hotline episode, we are excited to share Sam's guest appearance on the 30 Minutes to President's Club Tactic Teardown podcast. Discover a market shift observed by revenue experts Sam Jacobs, Mark Kosoglow, and Armand Farrokh. Learn how to leverage it for an efficient sales team that consistently meets revenue goals. If you liked what you saw here, join 50,000+ sellers and leaders on the 30 Minutes to President's Club newsletter right here.

It's time to stop focusing on pipeline growth. Yes, you read that right. In this episode, Mark Kosoglow, CRO at Catalyst Software, shares his perspective about why you should be focusing on customer success instead of inbound pipeline. It's shaking up the industry by encouraging revenue leaders to truly focus on the incremental value — and revenue growth — that customer success teams can deliver.Here are the key takeaways from our conversation with Mark Kosoglow:Deliver more "moments of impact”: Time-to-value should not be measured as time to achieve maximum value but rather as time to achieve a meaningful moment of impact. Instead of delivering the entire value of your platform or product immediately, you should provide incremental value over time. This method addresses the problem of delayed implementations and demoralization.Align promise makers and promise keepers: Organizations must bridge the gap between sales and customer success. Aligning the teams responsible for making promises with the ones tasked with keeping them can enhance trust, streamline value delivery, and drive revenue growth.Elevate the success of the customer: Mark's approach not only benefits businesses but also transforms the role that customer success teams play. By empowering them to have more strategic conversations and become proactive value partners, they can deliver exceptional results for their customers and their organization.Jump into the conversation:[05:38] Why it's essential to challenge current sales paradigms [12:54] Turning operational sales dreams into reality[18:45] How to change the time-to-value mindset within company culture[23:36] The division of roles within customer success teams[25:17] Mitigating the risks of Account Executive (AE) involvement[27:39] Ways to shift the traditional CSM mindset to a business impact mindset[33:41] Words of wisdom for aspiring industry change-makers[36:06] Heather and Steve's key takeaways Continue the conversation with these resources:Focus on people, processes, and technology to forge a stronger, more aligned future for your go-to-market team. Download this ebook for tips on how to do just that. Empowered CSMs deliver amazing value in every interaction. See how to enable their success in this ebook. Learn how Seismic can empower your customer success team with the training, coaching, content, and insights that make renewal rates soar here.  Learn more about Go-to-Market Magic at gotomarket-magic.com.

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 different stages within a leader's journey, as a company grows or evolves.

FOUR ACTIONABLE TAKEAWAYS B2C Mall Sales Hustle: Show them what their world looks like with your product RIGHT NOW. When they prompt a creative deal term, say yes first, but then ask: “Does that mean you'll buy now?” If not, keep digging. Good creative deals lose in the short term but win in the long term. You might take the buyout hit today, but that's ok if you keep the customer for 3 years. When a customer asks for new product guarantees in a contract, ask: “Is what you want to be built really preventing you from achieving the result that you want?” PATH TO PRESIDENT'S CLUB Chief Revenue Officer @ Catalyst Software Sr. Vice President of Global Sales @ Outreach Regional Sales Director @ School Specialty Planning & Student Development Sr. Account Management @ Great American Opportunities Prospecting ●    Lavender: Sales Email Frameworks ●    ZoomInfo: 5 Plays, 30MPC Style ●    Woodpecker: Nick's Sales Cadence ●    Orum: 5 Cold Call Objection Talk Tracks ●    Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max) ●    Boomerang: Tactics for Peak Productivity ●    Hireframe: Fast Track your Prospecting   Discovery & Demo ●    Clari: How to Sell to the CFO ●    Calendly: Templates & Scripts for Every Sales Meeting ●    Klue: Dismantling Competitors   Sales Process ●    Demandbase: 6 Templates to Accelerate Deals ●    Gong: Master Class ●    Qwilr: Multithreading Power Plays ●    Outreach: 1 Sequence to Create and 5 Templates to Close ●    Accord: Business Case Template ●    Prolifiq: Relationship Mapping Playbook ●    Salesloft: Selling to Power   ONE ASK   You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter.   It will increase your chances of making President's Club by 227%.   Okay maybe not, but we'd still really love you for it :)

In this episode, Mark Kosoglow (CRO at Catalyst) talks about stage-based vs. meeting-based deal management, multi-threading, and much more. Connect with Mark Kosoglow and Catalyst. Check out the show notes, more free content, and get coaching at https://OutboundSquad.com.

Mark Kosoglow discusses how the traditional approach of acquiring new customers using large amounts of money and resources is no longer viable in the current climate. Instead, Mark suggests investing in existing customers to improve retention, increase referrals, and reduce deal cycles, as well as lowering marketing budgets. This 'friends and family' approach is a better way to drive growth and will result in a more sustainable business model. The traditional model of hiring more salespeople and spending heavily on lead generation is no longer effective due to the large number of decision-makers involved in deals and the higher risk associated with it.Mark and Duane discussed that if you are focusing on acquisition and not taking care of your existing customers, you will lose money in the long run. They argue that you need to focus on taking care of what you already have and not just acquiring new customers. They also point out that companies like Salesforce have successful customer retention strategies that involve having robust customer success, account management, and support teams.They said that you cannot just monetize everything on the front end, and if you don't take care of your existing customers, you will have negative churn. Finally, they add that listening to customer success teams, phone calls, and account review meetings is essential for growth.If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

Mark suggested that sales reps need to give a bit back to the prospect to balance out all the questions they are asking. They can do this by sharing an article or study that is relevant to the conversation or by asking the prospect if they have seen any of the trends mentioned. In this way, the sales representative can avoid feeling like they are interrogating the prospect.Interview with Mark Kosoglow Exploring His Journey from Shoe Salesman to Go-To-Market StrategistExploring the Reasons Behind Fear of Asking Questions in B2B SalesApplying Sales Experience to Early Stage StartupsConversation with Outreach and Catalyst Alumnus on Transitioning from Sales to Customer SuccessIf you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Be sure to follow Duane Dufault on all the social platforms to get daily hits of tactical advice that you can take action on right awayLinkedin | Facebook | Instagram | Twitter | Youtube | TikTok

This episode of the Live Better Sell Better Podcast throws back to our conversation with Mark Kosoglow, the VP for Sales at Outreach. Passion for selling starts with figuring out why you should get excited about what you are selling in the first place. Mark teaches passion over professionalism where being authentic thrives and salespeople are not afraid to toe the line to communicate this.Mark also talks about how closing begins with good discovery. Start by asking a provocative question, then dig, then diagnose and confirm, and then reveal a vision for the future. Mark shares their Hypothesis Statement and how to sell by unselling first and brings it home with "sales judo" tips on negotiating and closing.HIGHLIGHT QUOTESThe Hypothesis Statement explained - Mark: "We have a thing called a Hypothesis Statement that we use in our sales cycle, and the Hypothesis Statement is constructed as despite A, we can't do X which means we don't get Y as measured by Z. A is an investment you have right now, despite this investment we've already made in this, we still can't do X, we still can't convert our inbound leads, which means we don't get Y, that step above the line, high executive thing, which means we don't hit our growth plans, which means we're going to miss our IPO next year or whatever as measured by Z."Practice sales judo during negotiations to close the deal - Mark: "Judo is the martial arts practice that uses someone's own energy against them. The idea is you can do the same thing with an objection is you take the energy of that objection and you transfer it back to the person for the answer. So if somebody says, hey Mark, I don't think that we can because of price. KD, I'm sure there's a lot of negotiations that you're in where you can't go down in price the way some do, how do you handle that? And you just throw their question back to them and I'm telling you, nine times out of ten, people answer their own question." You can find out more about Mark in the links below:LinkedIn: https://www.linkedin.com/in/mkosoglow/Website: https://www.outreach.io/Live Better. Sell Better. is sponsored by our proud partner:Vidyard | vidyard.com

Do you want to know how to run a deal review and take your reps to new hights? My guest this week is Mark Kosoglow, Chief Revenue Officer at Catalyst Software. You'll learn:   The best way to approach a deal review How to get reps to think consistently Why outreach is one of your go to tools for enablement   "Deal reviews are so important because it actually helps you pinpoint where the problems are because you're moving the deals through the process." Want more episodes like this?  Follow me on LinkedIn to stay up to date on new episodes and insights at https://www.linkedin.com/in/markgarretthayes/.

This week on How To Win: Mark Kosoglow, B2B SaaS thought leader and CRO of the customer success platform Catalyst Software. Founded in 2017, Catalyst's founders saw a need to create a tool that integrated customer success tools into a platform that was easy to learn and implement. To date, Catalyst has raised over $45M in funding and employs more than 100 people. Before Catalyst, Mark spent 8 years at the sales execution platform Outreach where he led their sales team as VP and later Senior VP of sales. In this episode, Mark breaks down his five-step growth process. We discuss pipeline generation, engineering company processes, and creating moments of impact for your customers. I weigh in on the importance of understanding your ICP, why you should always be striving to learn new things, and the retention economy.Key Points: Step One - Choosing your ICP (01:37) I weigh in on how to decide which customer segment to target (04:17) How does ACV play into Mark's strategy? (05:18) Step Two - Generating a pipeline (07:32) I discuss why you shouldn't be afraid to be a student with a quote from author Tom Vanderbilt (08:19) Mark lays out his SDR-heavy approach to sales (09:33) Step Three - Converting the pipeline (11:26) Why if you want to scale it, you should teach it and repeat it with a quote from Databox's Peter Caputa (15:38) Step Four - Retaining customers (17:39) I talk about the new retention economy (21:25) Step Five - Optimization (22:18) Mark explains why one person should be in charge of the customer journey (24:10) Wrap-up (27:55) Mentioned:Mark Kosoglow LinkedInCatalyst Software LinkedInCatalyst Software WebsiteTom Vanderbilt TwitterHow building methodically is helping Peter Caputa and Databox disrupt the business marketing analytics industryMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

Imagine having your founder and CEO working weekends to develop leads and a calling list for the VP Sales in an early-stage B2B SaaS company. That was Mark Kosoglow's experience when he first joined Manny Medina, the founder, and CEO at Outreach - the leading Sales Engagement Platform company in the industry.I asked Mark about the reality of leading Sales at an early-stage B2B SaaS company, and if he could share a couple of lessons he would share. The importance of building pipeline was priority #1 and is something he is living with in his new role as the CRO at Catalyst Software. In fact, Mark said pipeline cures most ills of an early-stage B2B SaaS company.When we double-clicked on pipeline, I asked Mark about the importance of identifying the Ideal Customer Profile early in the journey. Mark said this was critical to focus the outbound demand generation efforts early on, and to also build a buyer persona map to identify the different key members of the buying team, and create messaging that resonates with each buyer. Mark requires Sales Development Representatives to conduct at least 50 activities per day, and add 15 new contacts into a cadence every day while ensuring there are no outstanding to-do activities at the end of every day.What is the role of Account Executives in creating pipeline? Mark has a standard operating model which depends on the profile of the actual average contract value. But, as a rule, he uses the goal of 25 opportunities in the pipeline. Once that opportunity goal is hit the goal of outbound pipeline generation activities is reduced from 50 activities and 10 people sequenced per day to 50 activities and 10 people sequenced per week. Once the number of active deals in the pipeline reduces back to 15, then the activity goals increase back to 50 activities per day.Cold calling is a lower value for Account Executives in the early stage but is a reality of the role until the active pipeline is to a point where 100% of an AEs time can be allocated to the highest value activity of turning opportunities into revenue.Next, conversion becomes a top priority. One is a well-defined, stage-based deal management sales process, and second a strong deal review and management process to help the AE successfully move from opportunity to revenue. How a rep can "guide" the buyer through the buying process is a top priority in how sales management should be coaching an AE in the early days.Mark does not believe stage-by-stage conversion is a priority early on, as there is not enough data to provide statistically valid feedback. However, at each stage of the Sales process there should be a primary "question" that should be answered such as:- Do they have problems we can solve?- Are the problems big enough to solve?- Will the buyer agree "how to buy"?- Will their investment be worth it? - Will they buy?A key to his success is encapsulated in the quote: "process makes you great, but documentation makes you legendary". This was discussed in the context of when to introduce a Sales Enablement function. Are there any signals that suggest when to invest in a Sales Enablement function? Mark highlighted that Sales Enablement is responsible for onboarding and not ongoing coaching or figuring out Sales Process, that is the Sales leader's role.If you are considering a Sales leadership role at an early-stage B2B SaaS company, or are a founder/CEO looking to scale beyond founder-led sales, this conversation with Mark is a great listen!

Are you ready to dive into the world of rising leadership and discover how to achieve purpose, connection, and results as a leader? Then don't miss this episode of the Rising Leader podcast! Our guest, Mark Kosoglow, takes us on a journey through his entrepreneurial journey, where he discovered his passion for leadership and culture. Mark candidly shares his personal experience of feeling excluded, and then finding his place, and how his experience in a competitive marching band taught him the art of bringing together individuals with diverse backgrounds and experiences to achieve success. By listening to this episode, you'll gain valuable insights and inspiration from Mark's journey, and learn actionable strategies on how to become a successful leader in today's ever-changing business landscape. So don't wait, tune in now and take your leadership skills to new heights!IN THIS EPISODE, YOU WILL LEARN:00:00:00 Fascinating Facts About Our Relationship in Seattle00:05:01 The Strong Connection of Early Mornings: Comparing East Coast and West Coast00:11:59 The Advantages of Belonging to a Fantastic Team00:15:46 Athletes versus Band Nerds: Proving Them Wrong Through Success00:19:03 Motivating Others to Reach Their Full Potential00:24:13 The Value of Friendships and Hard Work00:33:23 Early Progress in Content CreationLINKS AND RESOURCES:Mark Kosoglows Website - https://www.digitalsalescollective.com/Marks LinkedIn - https://www.linkedin.com/in/mkosoglow/Mentioned in this episode: The Arise Immersion

Today our guest is Mark Kosoglow. Mark joined Outreach in 2014 as its first “employee” (he took the job as a 100% commissioned contractor) with a personal mission of helping more sales professionals win. --- Send in a voice message: https://anchor.fm/saasholes/message Support this podcast: https://anchor.fm/saasholes/support

This episode is sponsored by Outreach, the first and only Engagement AND Intelligence platform, built by Revenue INnovators for Revenue Innovators. Outreach allows you to Commit to accurate sales forecasting, Replace manual processes with real-time guidance, and Unlock actionable customer intelligence that guides you and your team to win more often. Send in a voice message: https://anchor.fm/salescommunity/message

FreightWaves CEO Craig Fuller and Mark Kosoglow the VP of Sales at Outreach discuss common sales myths and strategies for improving sales rep performance.Electric fleets are the future. Are you ready? Discover why ChargePoint is the right partner to take your operation electric to reduce fueling costs, eliminate emissions and help you turn e-mobility into a competitive advantage. Visit chargepoint.solutions/freightwavesFollow Fuller Speed Ahead on Apple PodcastsFollow Fuller Speed Ahead on SpotifyMore FreightWaves Podcasts

FreightWaves CEO Craig Fuller and Mark Kosoglow the VP of Sales at Outreach discuss common sales myths and strategies for improving sales rep performance.Follow Fuller Speed Ahead on Apple PodcastsFollow Fuller Speed Ahead on SpotifyMore FreightWaves Podcasts

The season ender of the Revenue Real Hotline features some of the most impactful moments with the truly amazing people featured by Amy: 1. 01:27 https://www.revenuereal.com/e7-dejuan-brown-unchains-feeling-friendship-and-sales-enablement/ (DeJuan Brown) 2. 02:16 https://www.revenuereal.com/e10-andrew-herman-transcends-leadership-and-transforms-team/ (Andrew Herman) 3. 04:00 https://www.revenuereal.com/e16-scott-leese-breathes-belief-into-all/ (Scott Leese) 4. 05:51 https://www.revenuereal.com/e15-mark-kosoglow-sharpens-my-iron/ (Mark Kosoglow) 5. 08:03 https://www.revenuereal.com/e14-lorena-morales-desilos-and-designs-all-things-revenue/ (Lorena Morales) 6. 09:13 https://www.revenuereal.com/e27-shelton-banks-reworks-business-problems/ (Shelton Banks) 7. 10:44 https://www.revenuereal.com/episode-32-ashley-welch-on-the-intersection-of-design-thinking-and-sales/ (Ashley Welch) 8. 11:26 https://www.revenuereal.com/e25-roderick-rj-jefferson-impacts-humans-and-revenue-alike/ (Roderick Jefferson) 9. 12:48 https://www.revenuereal.com/e13-davidson-hang-redefines-masculinity-and-drives-impact/ (Davidson Hang) Reach out and connect with Amy:  Subscribe to the Revenue Real Podcast:https://revenuereal.com/ ( )https://revenuereal.com (https://revenuereal.com) Follow her on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/ ( https://www.linkedin.com/in/amyhrehovcik/)

This episode of the Live Better Seller Better Podcast features Mark Kosoglow, VP for Sales at Outreach. To sell effectively, sellers must be passionate about what they're selling but also understand the reason why their buyers are so passionate about buying too.Mark shares their discovery framework and how it is the job of the sales rep to create the hype and demand around their product. He explains the two ways to create demand, namely aspirational and pain selling, and how you can use these strategies to unsell clients on what they have and buy into yours.To close, understand that what buyers want, like lower prices, must come as a trade to what you want. The skill of negotiation uses "sales judo" by throwing questions and objections right back at clients. Nine times out of ten, clients end up answering their own questions.SHOW NOTESHIGHLIGHTSBe passionate and understand why people are passionate about buyingBuild reps' confidence by embracing risks and being supportive of managersCreate a discovery framework and create demandTo sell someone something new, unsell them on what they haveIdentify champions and sell to themClose effectively: Ask 'are you willing to buy?' and negotiate a tradeLive better advice: Leaders need to make a conscious decision to enjoy peopleQUOTESMark: "I think that the thing is you can understand how they buy, but the more important part is why they're passionate around buying it. So go figure that out. Get yourself pumped up. If you're not excited about what you sell, KD, get out."Mark: "We have a saying here, let your passion overcome your professionalism. You're so worried about selling smart, you're so worried about phrasing stuff the right way that you're not afraid to get a little ugly, a little dirty."Mark: "I should be able to do, in two meetings, get you so hyped up about what we're doing that you go create the budget, authority, need, and timing."Mark: "There's two ways to create demand, one is aspirational selling which means they want to go up to something that they aren't currently at, and the other one is pain selling, meaning they want to go from somewhere they are up to a different level." Mark: "Sales judo is a very subtle and awesome thing in that people forget you don't have to give the answer every time. They can give an answer to their own question, and they will, if you give them a chance."You can find out more about Mark in the links below:LinkedIn: https://www.linkedin.com/in/mkosoglow/Website: https://www.outreach.io/

Today on Growth Culture: imagine joining a tech company as its first sales hire, and growing it to over $100 million in annual revenue. How does that perspective mold the way to build efficiently at scale? That's the story and focus of our guest, Mark Kosoglow. He's the VP of Sales at Outreach, and today we learn about how he presses his team today to, in his own words, “use a tire rather than chisel a wheel out of rock.” His specialty is owning the process and ensuring effective execution. Hopefully you'll come away with a trick or two about how to get to your next hundred million. This is Mark Kosoglow. Mark on LinkedIn: https://www.linkedin.com/in/mkosoglow/ The book Mark co-authored: https://www.amazon.com/Sales-Engagement-Companies-Modernizing-Humanization/dp/1119584345/ Thanks for tuning in today. To hear more conversations just like this one, head over to wherever you get your podcasts and search Growth Culture -- and while you're there, leave us a rating and review to let us know how you liked this one. The Fastest Way To Generate Warm Sales Leads With Existing Employees: https://www.dedicated.ai/ Email Us: jl@dedicated.ai We'd love to hear from you about what you'd love to hear from us! Hosted by Adam Conner. Powered by Authentic Avenue.

What are the qualities of revenue innovators? And are you one? Revenue innovators are a new class of leaders who prioritize the most innovative sales technologies and make business decisions based on data rather than intuition. They can be any member of a revenue team who thinks strategically about applying technology in innovative ways. In this episode, Mark Kosoglow , VP of Sales at Outreach, interviews Dr. Mary Shea, Global Innovation Evangelist at Outreach , about her most recent publication focusing on innovation in modern sales technology. Join us as we discuss: Mary's evolution as an analyst (and her latest projects) A 15-point evaluation of the modern sales or revenue leader How revenue innovators apply technology Creating a culture or environment that supports innovation Check out these resources we mentioned during the podcast: Keep up with Mary's writing at the Outreach blog Mary cohosts a podcast about Revenue Innovators Mary's latest publication For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts , on Spotify , or on our website . Listening on a desktop & can't see the links? Just search for Sales Engagement in your favorite podcast player.

Join us for a conversation with Mark Kosoglow, VP of Sales over at Outreach. We talk cold and warm calling. And growing relationships. We talk consultative selling and shoe sales. We talk about how upbringing impacts how we approach sales and leadership. We talk culture, confidence, and psychological safety.We talk inspiration and motivation v. penalty and positional authority. We banter around the root cause problems for the lack of creativity or critical thinking on sales floors. We go DEEP into what prospecting can or should be.  We talk skills and knowledge and progressing as an IC.Really though, we talk human. For more on Mark Kosoglow, check him out on https://www.linkedin.com/in/mkosoglow/ (LinkedIn). Interested in joining the conversation? Hit up the voicemail at 646-470-0248. And or text "REAL" to come play on the Hotline. Truth, love, and joy, friends. Happy selling!

Mark Kosoglow has spent the last 10+ years building out sales teams. He highlights how to think outside-of-the-box when navigating your sales process.======================Four Actionable Takeaways: * Send a quick video after a big team demo instead of the 17 page deck.* Mark-up your case study with key takeaways before sending to the prospect.* Pain Statement: Despite A we can’t do X which means we don’t get Y as measured by Z.* Avoid the massive 8 person exec demo and opt to multi-thread instead.======================Marks’s Path to President’s Club: * VP of Sales at Outreach======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Focus Areas: Sales Process

Mark Kosoglow is the VP Sales at Outreach.io and one of the most well-respected leaders in SaaS sales. Mark absolutely crushed it on this episode and I have been a longtime admirer of his work. In this episode, we discuss Mark's early days selling shoes at the mall, being Outreach's first sales hire, and why creativity is so important as a salesperson. This is full of inspiration, positivity, and tactical advice to take into the workweek. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Mark Kosoglow is the VP Sales at Outreach.io and one of the most well-respected leaders in SaaS sales. Mark absolutely crushed it on this episode and I have been a longtime admirer of his work. In this episode, we discuss Mark's early days selling shoes at the mall, being Outreach's first sales hire, and why creativity is so important as a salesperson. This is full of inspiration, positivity, and tactical advice to take into the workweek. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

How do you help your sales guys get over the fear of cold calling? Here's a little trick from today's guest for Coffee with Closers. Have them selling pizza to hundreds of random businesses on their first day. And when they're done, tell'em it was their worst cold calling day ever and that it's only going to go upwards from there. How crazy is that? :) Meet Mark Kosoglow, VP of Sales at Outreach – a sales engagement platform that accelerates revenue growth by optimizing interactions throughout the customer lifecycle. Without a doubt, Mark is a sales engagement powerhouse. So if you think you could improve the sales process in your organization, you don't want to miss this episode! • How exactly can technology help salespeople? • What's the role of automation in sales of the future? • How to humanize sales outreach and still be able to do it at scale? • What are some of the characteristics of an A-class sales leader? This and many other useful insights are in this interview. Enjoy! -------------------------------------------------------------------------------------------------------------------------- ►Find Mark Kosoglow on LinkedIn https://www.linkedin.com/in/mkosoglow/ ►Visit Outreach at https://www.outreach.io/ ►Grab your copy of Sales Engagement at https://www.amazon.com/Sales-Engagement-Companies-Modernizing-Humanization/dp/1119584345 -------------------------------------------------------------------------------------------------------------------------- This series is brought to you by OneIMS - a leading digital marketing agency helping businesses win new customers. ► Request your FREE marketing ROI audit at https://www.oneims.com/ ►Follow OneIMS online! Facebook:https://www.facebook.com/OneIMS/ LinkedIn: https://www.linkedin.com/company/oneims/ Instagram: https://www.instagram.com/oneims/ If you enjoyed this video, please share it. To make sure you never miss an episode of Coffee with Closers, please subscribe. #coffeewithclosers #sales #business

This is the last installment of the conversation I had with Mark.  In Part 4, Mark and I talk about: Providing your customer with killer information Who your customers actually trust Watching out for confusion and change management overload Winning requires being curious plus not stopping until you are done How to hire great sales […]

This is the third installment of the conversation I had with Mark.  In Part 3, Mark and I talk about: Ensuring there is value in having the next call/meeting Should you do demos? What makes for a successful salesperson Building champions How complex the world has become, and how to adapt your sales process Download […]

This is the second installment of the conversation I had with Mark.  In Part 2, Mark and I talk about: Everything in life is sales How we process information Viewing the world in a positive way Building the sales process at Outreach Download The Power of Authentic Persuasion ebook Enroll in the Authentic Persuasion Online […]

On this guest series for the podcast, I have Mark Kosoglow. He is currently at Outreach.Io but for a long time, he has been “Crillin’ It” = Cranking It (Effort) + Killing It (Results). This is part one of the 4-part mini-series. In Part 1, Mark and I talk about: Sitting through lots of demos […]

Mark Kosoglow, VP of Sales at Outreach shows us how to engineer remarkable growth without adding huge amounts of headcount to match. Learn why building the right system for each sales process will solve your toughest problems and how training and enabling your sales leaders can help your teams reach the success that before looked impossible.

Smashing your outreach and achieving a high conversion is the dream of every sales team on the planet. Thinking you can achieve this without a formal cadence process is ludicrous!  Joining us on this episode is Mark Kosoglow, VP of Sales at Outreach. Mark discuss how you can increase your conversion rates and take a step towards that dream with a killer cadence process.  Places you can find Mark:  https://www.linkedin.com/in/mkosoglow/ (https://www.linkedin.com/in/mkosoglow/)  https://www.outreach.io/ (https://www.outreach.io)  https://www.amazon.com/Sales-Engagement-Companies-Modernizing-Humanization/dp/1119584345 (https://www.amazon.com/Sales-Engagement-Companies-Modernizing-Humanization/dp/1119584345)    Timestamps: [spp-timestamp time=”02:20″] – An intro to Mark and his journey in sales   [spp-timestamp time=”04:15″] – Key learnings Mark took away from his first job in sales  [spp-timestamp time=”07:45″] – The inspiration for Mark's book  [spp-timestamp time=”10:10″] – Mark's definition of sales cadence   [spp-timestamp time=”11:45″] – The number of outreach touches you need for a lead  [spp-timestamp time=”12:45″] – The first step before executing a cadence plan  [spp-timestamp time=”14:20″] – Mediums you should be using to engage with your prospect  [spp-timestamp time=”16:45″] – Cold calling is not dead?  [spp-timestamp time=”18:50″] – The best time to overcome an objection  [spp-timestamp time=”20:20″] – Luigi's quick recap  [spp-timestamp time=”24:20″] – Aligning your content to customer personas  [spp-timestamp time=”26:25″] – Content you should put in your emails to get engagement  [27:35] – Shhh! The secret to getting people to show up to meetings  [spp-timestamp time=”31:55″] – One thing that Mark would do differently  [spp-timestamp time=”33:35″] – Biggest influence in Mark's career  [spp-timestamp time=”34:40″] – Sales: A science or an art?  [spp-timestamp time=”35:40″] – Where you can find Mark    

Unlike many leaders, Kevin Dorsey figured out his sales team doesn't have a work ethic problem. When they don't do what they're supposed to do, it's not because they're lazy. It's because they're scared. Kevin is the VP of Inside Sales at PatientPop. One of his biggest passions there is coaching salespeople beyond their fears. But, he's coaching them in a way the industry has yet to see. Kevin had an epiphany one night as he was thinking about why his sales reps just wouldn't do what they were supposed to do. At the time, he was reading a book that advised, when it comes to solving a problem, throw your first answer away and see what answer #2 is. His first answer was the same one most leaders have: The problem was the salesperson's work ethic. They just don't know how to work hard. He decided to follow the advice of the book and rule that out. After two whiskeys, he thought, It has to be fear. What else could it be? With this realization in mind, and a little more research, Kevin started doing three things with his team that has seen tremendous results. Tune in to hear more.

This is a Sell or Die classic episode. Maybe you missed it the first time around. If you didn't, listen again. Repetition is the mother of mastery. Originally published: March 18, 2019 Start your week off MOTIVATED with Jeffrey and Jen! Every Monday chat with us live facebook.com/jeffreygitomer to get a dose of sales energy and inspiration. This week we've got special guests Max Altschuler and Mark Kosoglow, co-authors of Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale Find out how and when you should craft your emails, what's the best medium to make outbound contact and more in this brand new edition of Motivation Monday. This episode is brought to you by Hidden Stories with Jeremy Fulkerson, a podcast from the Sell or Die Podcast Network. There are people in your neighborhood, community leaders, mothers, fathers, friends, who have powerful stories to tell...if we're willing to ask. Listen to Hidden Stories today on Apple Podcasts or wherever you get your podcasts.  Click to Subscribe to the Sell or Die Podcast! It only takes 7.5 seconds

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Sales engagement is a fairly new term but one that every sales rep needs to understand and a skill they need to master. In short, sals engagement is the interactions that take place between a sales rep and a buyer that focus on how a seller communicates with the prospect and how effective that engagement is in moving the prospect toward a purchase. On this episode of #SellingWithSocial, I’m honored to have Mark Kosoglow, co-author of the book, “Sales Engagement” on the podcast. Mark is a seller at heart, beginning his sales career selling shoes at the mall as a teenager. He’s run a small business, resurrected a dead sales territory through a decade of hard work, and has managed a sales team as well. Now he works as Vice President of Sales at Outreach.io - a sales engagement software platform that turns sales teams into revenue driving machines. Join us to learn what sales engagement is, why an Omnichannel approach is vital, why more activity does NOT equal more results, how to personalize your sales conversations the right way, and more! Omnichannel: Working To Find The Ways Prospects WANT To Engage With the advent of digital technology and the use of social media, the noise buyers are exposed to is louder than ever. That means that the days when you could send one or two emails or make a few phone calls and get a buyer’s attention are gone - forever. You’ve got to learn how to engage on multiple fronts. Here at Vengreso, we refer to this as an Omnichannel approach so I was pleasantly surprised to hear Mark and his co-authors refer to it in the same way n their new book. What is Omnichannel? It’s engaging with prospects in a variety of ways to get on their radar and secure a conversation. That could be through email, video, LinkedIn InMessaging, phone calls, and more. Listen to hear why Mark is of the opinion that sales leaders must be continually experimenting to find what works and why even the solutions they discover may not be the right combination for very long. But most of all, learn what to do to avoid making critical mistakes in your Omnichannel approach. Today, More Activity Does Not Bring More Results Before the advent of social media, sales teams had very limited avenues of reaching out to prospects: Email, phone calls, and door knocking. Back then it worked to crank up the number of contact attempts in order to get more sales conversations on the calendar. But it’s no longer the case. Why? Because the sellers have to break through just to get a prospect’s attention has increased dramatically. That’s why sellers have to be smart in the ways they engage with buyers (the particular channels within your Omnichannel approach) and how they do it (with personalization). As a seller, those are the things that enable you to cut through the noise and secure conversations with people you genuinely have the ability to help. Listen to learn how Mark recommends personalizing your touches, why your methods won’t be the same even 6 months from now, and how to make a prospect “hot.” Personalize Around The Pain, The Problem, And The Value There’s a lot of misunderstanding about what it means to personalize a sales message. Take this example: You find an ideal prospect on LinkedIn and send a connection request. You personalize the request and reference the university they attended. That is NOT personalization - at least not the type that will matter to the prospect. Why? Because all you did was regurgitate a fact from their LinkedIn profile. You’ve got to make the personalization relevant to your connection request and to the problems or pains you know your product or service can help the prospect solve. In this conversation, Mark and I brainstorm a handful of ways to make personalization of sales messaging more effective so listeners can understand what TO do and what NOT to do. You won’t want to miss it. Mark has great insights to share! Don’t Wait For Sales Prospects To Become “Hot,” Make Them Hot! As a seller, it’s your responsibility to help prospects see the relevance of the messaging you’re sending their way. They don’t know you or the service/product you sell. They don’t know how you can help them, so you’ve got to show them. But you don’t do it through pushy, insensitive messaging. You do it by serving. In this conversation, Mark explains that truly “hot” prospects are not something that just falls into your lap, they are a condition you create in your buyers by serving them with relevant, personalized content that shows how much you care and that you've taken the time to understand them and the pain and problems they deal with. This is one of the most practical parts of our conversation so make sure you listen to hear Mark’s insights. Outline of This Episode [1:17] Mark Kosoglow: a sales guy helping Outreach build its sales team and systems [5:35] Why Mark was willing to join Outreach.io at 100% commission [9:36] Sales has changed forever due to technology: sales engagement is born [11:50] Illustrating why Omnichannel makes all the difference [20:20] Good sales leaders experiment to understand what works [23:01] The existence of “Blitz days” mean sales professionals are not disciplined [30:35] How to know if a prospect is hot and deserves personalization [32:44] The WRONG ways to personalize with a prospect [37:34] Seller content that’s destined to lose [40:06] Video is not the cure-all. How to know if it will work or not Resources Mentioned Mark on LinkedIn Outreach.io - the company where Mark serves as Vice President of sales BOOK: Sales Engagement Mark’s all-time favorite movie: SpiderMan: Into The Spiderverse Manny Medina Max Altschuler LinkedIn InMail WEBINAR: Entering The Mind Of The Marketing Executive Buyer The Vengreso PVC Method The Vengreso Selling With LinkedIn Course Modern Marketing Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

To celebrate the 100th edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes a familiar face back to the pod, co-host and co-CEO of Predictable Revenue Aaron Ross. Who better to reflect on this awesome milestone with? Throughout the pod, Collin and Aaron take a trip down memory lane and chat about the most valuable lessons and nuggets of wisdom shared on the podcast thus far. With the impressive roster of guests the show has had, boiling the down the best tips and tricks into one episode was no easy task. Highlights include: Jeff Davis’ thoughts on organizational alignment and the importance of a revenue team (1:27), Jamie Buss’ mind-blowing forecasting process (12:42), the always important task of nailing a niche (26:00), Bill Binch’s consistent hiring process (38:28), Mark Kosoglow’s revolutionary discovery method (44:00), and Aaron’s thoughts on how to prioritize a never-ending list of tasks (49:55).

Hi all! Today we will reverse engineer the success of Louise Trump, from Degreed. I had a ton of fun talking to Louise and learning more about her work. We both have a huge passion for learning and getting better. If you want to join the series or nominate a colleague, please send an email to podcast@altisales.com. We've already had Allie Hudson, Jackie Lipnicki and Sam Silverman participate. The topics covered, are indexed below, if you don't have 40 minutes to listen to this, just jump around. Without further ado, welcome Louise Trump! Topics covered: 0:30 -> Louse is at 400% of quota. What does that mean? How is it measured? 1:50 -> Target market, deal size, and metrics at Degreed 3:30 -> Inbound vs. Outbound team split. 4:20 -> Tools at Degreed 5:20 -> How much data does Louise get and how does she find more data / contact info? 6:10 -> Emails and calls. Self built vs. Leadership providing templates 7:30 -> The SDR to AE Handoff (and how they could to do it better) 7:50 -> The Sales Qualification criteria (and what best practices should be) 13:00 -> Compensation and accelerators beyond quota. (Why pay SDRs $200K) 13:30 -> Team structure. SDR to AE Ratio. 15:00 -> Strategies that Louise uses and how she thinks about "adding value" (examples below) 18:50 -> What does Louise mean by "adding value"? What does that look like and where does she find data from? 25:00 -> Email vs. social. vs phone 26:40 -> How Louise does Social Selling 28:10 -> How does Louise get better every day? 29:00 -> How to get any leader to give you advice? (Nicole Taylor, and Mark Kosoglow can attest to the fact that I meet with people late at night, and give them rides to the airport... I did miss the correct exit when driving Mark, might or might not have been on purpose to get extra talk time haha) 31:50 -> Books Louise loves. 33:00 -> How Louise uses direct mail 35:40 -> Favorite perk at Degreed for Louise. 37:00 -> The AltiSales SDR Presidents club (Quarterly, not yearly!). 39:30 -> Link to call recording training with Cognism 41:50 -> How to connect with Louise and Tito.

Start your week off MOTIVATED with Jeffrey and Jen! Every Monday chat with us live facebook.com/jeffreygitomer to get a dose of sales energy and inspiration. This week we've got special guests in the form of Max Altschuler and Mark Kosoglow, co-authors of Sales Engagement: How The World's Fastest Growing Companies are Modernizing Sales Through Humanization at Scale Find out how and when you should craft your emails, what's the best medium to make outbound contact and more in this brand new edition of Motivation Monday, This episode is brought to you by Hidden Stories with Jeremy Fulkerson, a podcast from the Sell or Die Podcast Network. There are people in your neighborhood, community leaders, mothers, fathers, friends, who have powerful stories to tell...if we're willing to ask. Listen to Hidden Stories today on Apple Podcasts or wherever you get your podcasts.   Click to Subscribe to the Sell or Die Podcast! It only takes 7.5 seconds

We have a big announcement to make! We are so pumped to finally release the Sales Engagement book. To celebrate, Mark Kosoglow, VP of Sales at Outreach, co-hosted today's podcast episode to tell us all about the new book. Mark has been at Outreach since the very beginning. He joined the team because he saw an opportunity to change the way sales is done. He is passionate about helping salespeople be more successful in this important profession. Mark considers himself a sales philosopher. And we love that! Because like most philosophers, he desired to put his learnings into a book. But he didn't do it on his own. One of his colleagues had the idea of getting the best minds in sales engagement together to create a cloud of ideas that they could put into a book. It comes down to: We think is better than Me think. And because of that, we're celebrating the introduction of the Sales Engagement book!

Mark Kosoglow, VP of Sales at Outreach, talks with the always insightful Jacco vanderKooij, as he shares his industry-changing definition of what sales engagement could (and should!) be.

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mark Kosoglow, VP of Sales at customer engagement juggernaut Outreach. Mark is a veteran sales leader, former founder, and bag carrying rep with a simple mission: coaching sales professionals on how to kill it everyday.  Throughout the pod, Collin and Mark discuss Outreach's probing discovery process, and get philosophical on what makes good salespeople. Highlights include: Mark's foundation for good discovery (5:08), how the Outreach team navigates discovery everyday (8:46), “diagnose and confirm” (19:27), and the difference between knowledge, understanding, and wisdom (36:36).

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Mark Kosoglow, VP of Sales at customer engagement juggernaut Outreach. Mark is a veteran sales leader, former founder, and bag carrying rep with a simple mission: coaching sales professionals on how to kill it everyday.  Throughout the pod, Collin and Mark discuss Outreach's probing discovery process, and get philosophical on what makes good salespeople. Highlights include: Mark's foundation for good discovery (5:08), how the Outreach team navigates discovery everyday (8:46), “diagnose and confirm” (19:27), and the difference between knowledge, understanding, and wisdom (36:36).

Ready to hear what it takes to land clients at leading outbound software company? Check out what Mark Kosoglow, VP of Sales at Outreach.io, has to say about what they're doing to land meetings and deals.

“The more complex you make the sale, the less success you're going to have. As Mark Kosoglow, VP of Sales at Outreach.io, puts it, “humans suck at making decisions.” Therefore, the way you sell has to be focused and value-driven. In this episode, Mark shares some of Outreach's greatest successes and obstacles, as well as why revenue executives shouldn't allow their reps to select the accounts they prospect into. Find a breakdown of this episode here.

“The more complex you make the sale, the less success you're going to have. As Mark Kosoglow, VP of Sales at Outreach.io, puts it, “humans suck at making decisions.” Therefore, the way you sell has to be focused and value-driven. In this episode, Mark shares some of Outreach's greatest successes and obstacles, as well as why revenue executives shouldn't allow their reps to select the accounts they prospect into. Find a breakdown of this episode here.

Mark Kosoglow | Building a World Class SaaS Sales Org Outside The Tech Centers by Enterprise Sales Podcast

If a sale requires risking political capital, how do you establish trust? Our guest Mark Kosoglow is an expert in outreach and here to share his success tips. Mark believes that effective outreach requires multiple contacts. These contacts are done through a variety of channels and ultimately lead to a sales pipeline. Today we discuss how to provide high value content during outreach while balancing efficient automation and personalization. Mark Kosoglow is the VP of Sales at Outreach.io a SaaS tool that empowers sales teams through intelligent automation of outreach processes. Mark believes that it's important to communicate with contacts where they live. Effective contact cannot be limited to one channel or a fully automated sequence. Personalizing content and bumping emails dramatically raises the success rate of outreach. Every line read is a step closer to qualifying a sale. Episode Highlights:  Testing to find the right process Tiering to determine who is in buying motion Using a “bump” to increase replies Communicating where they live Varying call times to connect via telephone Personalizing the sales conversation email Using time blocks for efficient calling   Resources: Connect on LinkedIn Email Mark at: mark.kosoglow@outreach.io

Mark joins me on this episode to talk about the sales stack, what it is and how companies should go about the process of constructing their own sales stack.

Outreach.io started selling in November of 2014. This month, they’re very close to signing their 2,000th account. Now that’s phenomenal growth. Mark Kosoglow is Outreach’s VP of Sales. He believes that you can achieve the same growth if you’re using the right sales stack.