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PODCAST

Sales Signals

Sales Signals is a podcast for revenue leaders who don’t just look at data - they act on it. Each episode breaks down the signals shaping modern sales teams through a simple lens: Data. Insight. Action. From misleading metrics to high-impact indicators, we uncover the stories behind the numbers and what decision-makers should do next. If you’re responsible for revenue and want to move beyond dashboards into decisive execution, this show is for you.

business management

All Episodes

22:23

The Cost of Selling to Someone Who Was Never Going to...

Sales Signals ·

2025/06/25

This week on Why Did It Fail?, sales coach Shivan Pillay sits down with Isa Sher, Sales Manager at Cognism, to unpack one of the most pivotal failures of his early sales career. Isa shares how losing a major deal reshaped his approach to qualification, champion building, and managing a high-performing sales team.

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33:56

The Failure That Shaped a Brand New Approach to Sales

Sales Signals ·

2025/06/11

What happens when you don’t pass your sales probation?In this episode, Shivan sits down with Harry Monkhouse to hear the story of how he failed his first SDR probation and turned it into the catalyst for a career in sales leadership.They dig into the mindset shift Harry had to make, the tactical changes that got him back on track, and the three things he'd do differently if he were starting again.It's a brutally honest and massively helpful listen for anyone in sales, especially if you're just

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43:06

The Ego Trap: How Getting Fired Made Chris Ritson a...

Sales Signals ·

2025/05/28

In this episode of Why Did It Fail?, sales coach Shivan Pillay sits down with Chris Ritson, founder, advisor, and sales trainer, for a raw and revealing conversation about the leadership failure that reshaped his life.Chris opens up about the moment he was let go from his first AE leadership role, how unchecked ambition and ego clouded his judgment, and why that painful experience became a turning point. From missed warning signs to rebuilding trust with his closest friends, Chris shares hard-earned

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14:43

When the Vision Doesn’t Match Reality: Michael...

Sales Signals ·

2025/05/14

Welcome to the first episode of Why Did It Fail?, a fresh look on Redefining Outbound! In this episode, Cognism’s Shivan sits down with Narrative AI founder Michael Isernio to unpack a failed VP of Sales stint, exploring why outbound fell flat, how misalignment with leadership signaled deeper issues, and what he’d do differently if given another shot. A candid, insightful look at failure as fuel for growth.

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29:12

Where Customer Success Meets Outbound: Growth Beyond...

Sales Signals ·

2025/04/23

This week we’re flipping the script and looking at outbound through a post-sale lens. Evan Nelson, VP of Customer Experience at Cognism, sits down with Natasha Evans, VP of Customer Growth at Hook, to explore how Customer Success can become a true driver of revenue. They dive into how principles from traditional outbound sales are deeply relevant in customer success, why CS teams should think like sellers, and how growth is increasingly coming from existing customers.

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25:48

Lessons in Leading and Elevating SDR Teams with David...

Sales Signals ·

2025/04/09

Cognism’s VP of Sales Development, Catherine Olivier, sits down with David Wilkins to unpack what it really takes to be an impactful SDR leader in today’s sales landscape. They dive into the difference between good and great SDR teams, how to build high-performing teams from the ground up, and why strong leadership is about more than just tracking activity. David shares practical advice for SDR leaders navigating change, scaling teams, and standing out in an increasingly competitive market.

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19:55

Defining Outbound: Scaling Sales as a Founder with...

Sales Signals ·

2025/03/26

This week on Redefining Outbound, Nat Ferrante talks with Ilia Papas, CEO and co-founder of Band, about building and scaling sales as a founder, especially when coming from an engineering background. Ilia shares how he built a B2B outbound motion from scratch, the lessons he carried over from scaling Blue Apron, and the creative strategies he’s using to drive growth at Band. From overcoming the fear of cold outreach to leveraging AI and data-driven sales tactics, this conversation is packed with

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33:10

Driving Revenue, Retention, and Relationships in...

Sales Signals ·

2025/03/12

In this episode of Redefining Outbound, Cognism’s Nat Ferrante sits down with Max Lemmens, Senior Account Manager of Global Strategic Accounts at Adyen, to discuss the evolving role of outbound in account management. They explore what it takes to drive long-term success, balancing revenue growth with retention, building meaningful customer relationships, and prioritising accounts effectively.

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25:57

Mastering the Fundamentals and Cutting Through the...

Sales Signals ·

2025/02/26

This week on Redefining Outbound, Catherine Olivier and Matthew Putnam dive into the evolving world of outbound sales. They discuss why the fundamentals of selling are more important than ever and what it takes to succeed as an SDR, from cold calling to social selling. Tune in to learn how to cut through the noise, leverage multi-channel outreach, and refine your outbound strategy for 2025 and beyond.

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28:08

Winning in Enterprise Sales: Incentives, Targeting &...

Sales Signals ·

2025/02/12

In this episode of Redefining Outbound, Cognism’s VP of Sales Development, Catherine Olivier, sits down with Andy Laws, Director of Business Development at Talon.One and Founder of RevRocket, to explore what it takes to build high-performing SDR teams in enterprise sales. They discuss the key differences between selling to SMBs versus large enterprises and how to design incentive plans that drive the right behaviors. Andy also shares his insights on hiring top talent, aligning SDR goals with

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43:35

Building Buyer Confidence: The Real Key to...

Sales Signals ·

2025/01/09

In this episode of Redefining Outbound, Cognism’s VP of US Sales, Frida Ottosson, sits down with Brent Adamson to explore the surprising insights behind buyer confidence and its impact on sales success. Brent unpacks why traditional sales tactics often miss the mark and reveals the critical role of helping buyers feel confident in themselves—not just in your product or company. From addressing information overload to embracing the transformative potential (and challenges) of AI, this episode dives

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41:06

Keeping up with the best sales practices with Mark...

Sales Signals ·

2024/11/27

Our host, Frida Ottosson, speaks to Mark Cox, Founder of In the Funnel Sales Coaching, about keeping up with the best sales practices, exploring actionable insights, strategies, and the latest trends in the world of sales coaching. Mark shares his expertise on how sales professionals can stay ahead in a competitive landscape by mastering effective selling techniques and fostering long-term client relationships.

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25:57

What it means to do good account management with Nat...

Sales Signals ·

2024/11/13

Cognism’s VP of US Sales, Frida Ottosson speaks to VP of Global Account Management, Nat Ferrante about how Cognism approaches account management in terms of account retention, expansion and the relationship between his team and customer success.

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32:57

How Sales Teams Can Thrive in a Buyer-Centric World...

Sales Signals ·

2024/10/30

Cognism’s VP of US Sales, Frida Ottosson speaks to Co-Founder of Flow State, Aaron Evans about how buyers have changed the world of outbound - and what salespeople need to do to make it big in this new environment!

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30:22

Cold Calling Frameworks and Social Selling with Sara Uy

Sales Signals ·

2024/10/16

This week, Frida sits down with Sara Plowman, Founder of Selling Sara. They discuss how Sara built up her LinkedIn following and the importance of social selling. They also look into how to fight the cold-calling nerves, handle rejection and Sara’s best cold-calling openers.

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24:15

The Omniscient Symbiotic Seller & Providing Value...

Sales Signals ·

2024/10/02

This week, Frida sits down with Hannah Ajikawo, CEO and Founder of Revenue Funnel. They discuss the current challenges of outbound and how B2B buying behaviour has changed alongside the rise of tools like G2, communities and budget scrutiny. They also spoke about the omniscient symbiotic seller and what this means, how to provide value and the importance of social selling.

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33:53

The Digital Sales Transformation with Neil Cameron...

Sales Signals ·

2024/09/18

This week, Frida sits down with Neil Cameron, Senior Digital Sales & Marketing Advisor at the Digital Marketing Institute. They discuss how to work smarter, improve personalisation, create a multi-channel approach in sales and how AI can change the selling game. They also spoke about building relationships over quick wins, why traditional sales are broken and the 7 online buyer psychology levels.

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51:43

Cold Calling Live Training with Morgan and Jack...

Sales Signals ·

2024/08/15

We’re back with a brand new episode of Redefining Outbound - with a twist! As a sales leader, you’re probably aware about the importance of training your team. We wanted to share one of our recent cold calling live trainings, in the hope that you’ll find out some useful tips and trips you can pass along to your team.Cognism runs these live sessions, with our host Morgan Ingram, monthly. In case you or your team would like to attend, sign up via the link here:

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40:46

Building Confidence In Your Team And Transitioning...

Sales Signals ·

2024/08/01

This week, Frida sits down with Scott Leese, author and founder of Scott Leese Consulting. They discuss how to be proactive, not reactive, stand out, and dig into the addiction model. They also look into how to build confidence and motivate your team and transiition from rep to manager.

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56:01

Cold Calling Live Training with Morgan Ingram & Sara...

Sales Signals ·

2024/07/10

We’re back with another special episode of Redefining Outbound. If you’re a sales leader looking to trial new training techniques with your team, you might find inspiration in this instalment of our Cold Calling Live training. Morgan Ingram sits down with Sara Plowman, and they discuss how to get past the pitch and really make an impact.They dived into a couple of notable findings from our State of Cold Calling Report for 2024, which you can read in full here:

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108 results

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