Podcast Outbound terbaik (2024)

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

13d ago25:04

25:04

On this episode of Beyond The Sales Floor, Morgan sits down with Justin Otley, VP of Global Sales Development at Talkdesk. If there’s one thing you should takeaway from this episode, is that the key to scaling your outbound model, doesn’t start with product messaging. Instead it starts with the persona. Plus, Justin shares how he’s been using ChatG…

1
Ep. 21 Emily Ackerman - Business development is like dating 46:51

23d ago46:51

46:51

In this episode of Outbound, Mike Grimberg interviews Emily Ackerman, a director of business development at Bennett Thrasher, about building relationships and trust with prospects. They discuss being authentic, focusing on people over brands, and using stories to connect. Gain insights into developing an authentic personal brand and tips for busine…

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

18d ago16:33

16:33

We’re back with another episode of Beyond The Sales Floor. This time, Morgan interviews Lauren Landry, the VP of Global Sales Development and Inside Sales at Arctic Wolf. Lauren shares her unique take on ABM - and here’s a teaser: the output is the same but the positioning of your message depends if you go upmarket or downmarket. She also shares Ar…

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

29d ago43:46

43:46

This week’s episode is a little longer - but it’s worth it! Frida sat down with Kevin Gaither, “KG”, the CRO and Founder of Inside Sales Expert. He has had experience in sales AND sales leadership dating back to 1994! He has taken all of this knowledge to help US tech companies at the early stage of their growth, avoid mistakes in all aspects of th…

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Ep. 20 Melissa Wexler - Be Authentic 19:35

29d ago19:35

19:35

In this episode of Outbound, host Joseph Lewin interviews Melissa Wexler, a seasoned sales leader with over 10 years of experience leading sales teams. They discuss Melissa's unique career journey from being a lawyer to getting into sales, as well as practical tips for building authentic relationships with customers. Main Discussion Points: - Makin…

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

1M ago19:34

19:34

We’re back with another episode of Beyond The Sales Floor, with Morgan Ingam and special guest Dan Rousseau, the VP of Global Sales Development at Sitecore. Dan dives into what it means for your sales team to truly understand the buying journey - with a mulit-touch, multi-channel approach. He also emphasises the importance of creating a culture of …

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Ep. 19 Bob Burg - Make it about them 21:18

1M ago21:18

21:18

In this episode of Outbound, host Joseph Lewin interviews Bob Burg, author of The Go-Giver and keynote speaker, about his approach to building relationships and providing value to ideal customers through a giving mindset. Main discussion points: - The importance of focusing on serving others and discovering their needs in order to build trust and l…

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Ep. 18 Mike Grinberg - Be Curious 21:03

1M ago21:03

21:03

In this episode of OUTBOUND, Mike Grinberg (CEO of Proofpoint Marketing) shares his perspective on building meaningful relationships with customers and prospects. He emphasizes the importance of being genuinely curious about how their business works in order to have insightful conversations and build trust. Guest Bio: Mike Grinberg is the CEO and C…

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

1M ago24:01

24:01

We’re back with another episode of Beyond the Sales Floor. Morgan sits down with Petek Hawkins from Pax8. They took a deep dive into how AI is helping Pax8 to have great efficiency gains within their enablement process. You’ll find out about the internal chatbot that’s being built called ‘Just in time, just for me, actions and insights’. This episo…

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

2M ago29:52

29:52

Our VP of US Sales Frida, is joined by Trent Dressel, the VP of Sales at D&D Wholesale Supply. This week, they discuss the risks and opportunities that come with the emergence of AI, and the impact it has on sales. They also touch on the methodical meaning of outbound - the idea that activity should link to revenue. Plus, you’ll find out how Trent …

1
Ep. 17 Brian Walsh - Bring alignment within target accounts 17:04

2M ago17:04

17:04

In this episode of OUTBOUND, we are doing something a little different. This is an excerpt from another Proofpoint Marketing show, Relationship-Led Growth Live. Joseph Lewin is joined by Proofpoint’s CEO, Mike Grinberg, for a discussion with Brian Walsh from Force Management. The conversation focuses on how to create alignment within your client's …

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

2M ago25:21

25:21

Sellers sell everyday - but buyers don’t buy everyday. This is the core reminder from today’s episode, with guest Ciara Flaherty, EMEA Sales Leader at Klaviyo. Joe Stubbs asks her to dive into the importance of scenario planning, to mitigate risk in a deal. They discuss how sellers need to be consultative, and map out the sales process, and provide…

1
Ep. 16 Jon Salisbury - Build trust by being your authentic self 31:27

2M ago31:27

31:27

In this episode of OUTBOUND, host Joseph Lewin interviews entrepreneur and CEO of Nexigen, Jon Salisbury, about strategies for building deeper relationships with customers through vulnerability and trust. Jon shares stories and examples from his experience founding multiple companies, including a cybersecurity firm and a smart city startup. Key Dis…

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

2M ago21:32

21:32

Welcome back to the second part of our special with Bill Petersen - Cognism’s internal sales trainer. This week, Frida and Bill discuss the paramount role that in-house sales trainers play, for the AE team. They discuss how to coach on the handoff between SDRs and AEs, as well as the challenges that AE leaders face today. Tune in for all of the ins…

1
Ep. 15 Neil Barrow - Maximize event ROI 21:53

2M ago21:53

21:53

In this podcast episode, host Joseph Lewin talks with Neil Barrow, founder of RevOps Advisors, about effective conference planning and follow-up strategies for business development in professional services. Neil shares practical tips about attending business conferences, including doing advance research, carefully planning your calendar, and coordi…

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

2M ago27:21

27:21

This is the first of our two-part special interview with Bill Petersen, Cognism’s internal sales trainer. In this episode, Stephen Vickers chats with Bill on the positive domino effect for sales development teams, when there’s an in-house sales trainer. They also share experiences of how the landscape of sales training has changed over the past dec…

1
Ep. 14 Chad Nikazy - Find Common Ground 35:24

2M ago35:24

35:24

In this episode, Joseph interviews Chad Nikhazy, the EVP of Business Development at Provisions Group, about strategies and tactics for building deeper relationships with ideal customers. Chad shares his "secret sauce" for successful sales over his 25-year career, which boils down to focusing on genuine relationships instead of transactions. Key Dis…

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

3M ago21:57

21:57

Ever thought what it’s like to sell into the construction industry? How about the typical sales cycle might look like with multi-million dollar projects? Well, these questions (plus much more) are covered in this episode of Redefining Outbound. Joe Stubbs is joined by Will Synnott - a former design engineer who is now the VP of Sales for UK, Irelan…

1
Ep. 13 Max Traylor - Make a noble contribution 21:59

3M ago21:59

21:59

In this episode of Outbound, Joseph Lewin interviews Max Traylor, a consultant and creator of the "Beers with Max" podcast. They discuss strategies and tactics for building deeper relationships with ideal customers through content creation, collaboration, and providing value. Main discussion points: - Why providing value through a "noble contributi…

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

3M ago10:37

10:37

This is the first episode with our brand new host, Joe Stubbs - Cognism’s UK Sales Director. He chats with Ben Smith, the Director of Global Business Development at Reachdesk. They discuss the notion of all-bound, the influence of AI, and maintaining efficiency. Tune into the full episode for more.Oleh Cognism

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Ep. 12 Matt Dixon - Be a rainmaker in professional services 39:33

3M ago39:33

39:33

In this episode, Joseph Lewin interviews Matt Dixon, co-author of "The Challenger Sale" and founding partner at DCM Insights, about business development strategies for professional services firms. They discuss Matt's recent research on what today's rainmakers in professional services do differently to drive business. Guest Bio: Matt Dixon is a best…

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

3M ago17:26

17:26

A new year presents new opportunities to improve your strategy between sales and marketing teams. And if you’re looking for inspiration, we recommend you tune into this episode. David sits down with Laura Erderm, Head of Sales for the Americas at Dreamdata. She explained how sales and marketing can remain laser focused and in sync with one another.…

1
Ep. 11 Mickeli Bedore - Don't lead with friendship, lead with respect 31:24

3M ago31:24

31:24

In this episode of Outbound, host Joseph Lewin interviews Mickeli Bedore, an enterprise sales expert known for turning around underperforming sales territories. They discuss tactics and mindsets for building trust and respect with prospects to drive sales conversations and close deals. Listeners can expect to learn best practices for discovery call…

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

3M ago26:54

26:54

David is joined by Charlotte Lloyd, Sales Director at Investment Monitor and Strategic Advisor at Humantic AI. This episode is all about social selling - and they cover the pros and cons. Charlotte shares the best way for teams to approach this in 2024. Tune in for the full episode.Oleh Cognism

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Ep. 10 Andy Rogers - Be interesting 25:40

3M ago25:40

25:40

In this episode, Joseph Lewin interviews Andy Rogers, VP of Business Development at Key Tech. They discuss strategies and tactics for building deeper relationships with ideal customers, with a focus on being interested, being interesting, and establishing common ground. Andy shares stories of successful relationship-building that have led to long-t…

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

3M ago22:58

22:58

This week, Morgan is joined by David Katz, the VP of Corporate Sales at HubSpot. He shares how he’s using both inbound and outbound to fuel a strong sales strategy. Plus, find out why he has a segment of the team just focused on net new business, as he touches on the hunter-farmer mentality.Oleh Cognism

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

4M ago23:14

23:14

Frida is joined by Tonni Bennett, VP of Sales @ Daily. They discuss how the product-led growth mindset can enable sellers to provide tangible value for buyers. Plus, Tonni gives her unique take on what it’s like to lead a sales engine that’s prospecting APIs. Hint: it’s challenging because unless there’s a real need, content marketing or inbound is…

1
Ep. 9 Mark Colgan - Curate content to start conversations 18:31

4M ago18:31

18:31

In this episode, Joseph Lewin interviews Mark Colgan about his strategies for building relationships with ideal customers through thought leadership and content creation. Mark shares how he leveraged thought leader interviews and curated content to start conversations with prospects who recently raised funding, ultimately leading to new business. M…

1
Ep. 8 Kevin Lawson - Build a network of influence 21:18

4M ago21:18

21:18

In this episode, sales consultant Kevin Lawson shares his approach to building meaningful relationships with ideal customers. Listeners can expect to learn practical strategies for connecting with influential people in their target customer's world in order to establish trust and rapport. Main Discussion Points: - The importance of building relatio…

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

4M ago28:35

28:35

In this episode, you’ll learn about Cognism’s playbook for successful sales enablement, from Emily Bair (our Head of Sales Enablement). With our host Kaitie Voigt, you’ll learn about the importance of management and enablement working together, in order to create cohesiveness. Plus, you’ll learn about the difference between internal enablement and …

1
Ep. 7 David Mussan-Levy - Research your prospects 19:37

4M ago19:37

19:37

In this episode of Outbound, Joseph Lewin interviews David Mussan-Levy, a 15-year sales veteran currently the Director of Sales at Synechron. They discuss David's approach to building deeper relationships with customers through personalization, persistence, and bringing value. Listeners can expect to gain tangible tips for researching and understan…

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

4M ago30:53

30:53

This week, David has a chat with Ashleigh Early (CEO of Other Side of Sales Consulting & Co-Founder of Across The Pond and Over The Rainbow). They debate on the state of AI, specifically whether power diallers work in today’s era of outbound. You’ll also discover the art and importance of leadership asking the right questions. Tune in for the full …

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

5M ago22:11

22:11

In this episode of Beyond The Sales Floor, Morgan has a chat with Kyle Asay, RVP at MongoDB. Kyle shares how he’s working with different departments such as marketing and operations, in order to achieve a strong and strategic approach towards outbound. Plus, you’ll hear how Kyle thinks about the sales process, as well as his take on MEDDIC and AI! …

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

5M ago26:29

26:29

On this episode, Stephen Vickers (Head of US Sales Development) sits down with a video outbound expert - Ryan Scalera, Inside Sales Manager @Lob. He shares the common pitfalls when coaching video, and provides an insight into how you can get buy-in from your team, to use video as a channel.Oleh Cognism

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

5M ago27:15

27:15

On this week’s episode of Beyond the Sales Floor, Morgan interviews Emerald Maravilla - the Director of Sales Development at Snowflake (AND a previous Redefining Outbound guest)! Emerald shares how Kevin Dorsey has had a huge impact on her understanding of what it means to be a leader. Plus, you’ll discover Snowflake’s unique approach towards the o…

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

5M ago17:40

17:40

In this episode, Frida chats with Angeley Mullins, CCO at Resourcify (and one of Crunchbase’s Influential Women in Sales in 2023) . They touch on the art of critical thinking in sales, plus take a deep-dive into the importance of evolving as a leader. Angeley shares her insights, referencing her background at a wide range of different companies, fr…

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

5M ago29:11

29:11

On this week’s episode of Beyond The Sales Floor, Morgan is joined by Alex Ball, VP of Sales at Twilio Flex. In this episode, you’ll learn how Alex’s unique approach towards ABM - especially within existing accounts. Plus, find out why Alex isn’t the biggest fan of AI in sales - especially when it comes to achieving personalised outreach. Tune in f…

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

5M ago22:52

22:52

On this week’s episode, Stephen chats with Matt Doyon, the Co-Founder and CEO of TripleSession. They covered a lot of ground relating to the landscape of B2B sales, as we approach 2024. Some of these topics included the role of AI, and the importance of productivity. Matt also gives his take on why he thinks sales enablement will be the real star o…

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Ep. 6 Alex Garner - Who doesn't love donuts? 16:01

5M ago16:01

16:01

In this episode of Outbound, host Joseph Lewin speaks with Alex Garner, an account manager at Prosource Technologies, about strategies for building genuine relationships with potential customers before trying to make a sale. They discuss the importance of prioritizing face-to-face interactions, finding ways to show you care about the customer beyon…

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

5M ago25:33

25:33

On this week’s episode of Beyond The Sales Floor, Morgan is joined by Grace Chuang, Director of Sales Development at Databricks. Grace shares her insights into prospecting into tricky industries like the public sector, financial services, and healthcare. Plus, you’ll learn why BANT hasn’t been a qualification method of choice for Grace, due to the …

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

5M ago23:07

23:07

This week, David sits down with Shruti Kapoor, Head of International Business at Clari. Discover Shruti’s take on what thorough deal inspection looks like. Plus, find out why 40 to 60% of deals tend to slip in the pipeline.Oleh Cognism

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Ep. 5 Dee Acosta - Be neurotic to win at sales 19:10

5M ago19:10

19:10

In this episode of Outbound, Joseph Lewin talks to Dee Acosta, Director of Sales and Strategic Growth at Modigi, about the best strategies and tactics for building deep relationships with customers. They discuss taking an all-bound approach, getting into the mindset of buyers, leveraging relationships through networking and referrals, and being aut…

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

5M ago22:13

22:13

On this episode of Beyond the Sales Floor, Morgan has a chat with Ryan Byrnes, Mid-Market Sales Leader @Calm. Tune in to find out Ryan’s insights into ensuring deals are unstuck, why BANT is relevant for his team, and best practices for LinkedIn in outbound.Oleh Cognism

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

6M ago31:31

31:31

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

1
Ep. 4 Matt Hall - Be where your customers do business 19:45

6M ago19:45

19:45

In this episode, Joseph Lewin interviews Matt Hall about finding and engaging with relevant ecosystems, asking current customers about their ecosystems, and slowly building relationships in those ecosystems over time. Key Discussion Points: - Finding ecosystems where your ideal clients do business and becoming part of them by understanding differen…

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

6M ago23:39

23:39

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

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

6M ago24:45

24:45

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

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Ep. 3 Logan Lyles - Creating content with your ideal customers 22:08

6M ago22:08

22:08

In this episode of Outbound, Logan Lyles shares how content-based networking has helped him build stronger relationships and generate more pipeline. Listen as he outlines practical tactics any salesperson can use to start creating more content with their ideal customers. Main Discussion Points: - What is content-based networking, and how it enabled…

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

6M ago20:22

20:22

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

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Ep. 2 Juan Arcila - The power of radical honesty 15:11

6M ago15:11

15:11

In this episode of Outbound, host Joseph Lewin speaks with Juan Arcila about effective outbound strategies and tactics to build relationships with your ideal customers. They discuss Juan's approach of "radical honesty" and transparency in sales and how being upfront builds trust and rapport with prospects. Juan provides examples of how he implement…

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