Cognism

📢 Morgan's top tip for LinkedIn that converts at 70%! It's called 'Zelda's Boomerang'. Here is how it works. Click on your profile views. Find someone relevant in your ICP. Send them a message saying this: "Hi Terry, saw you viewed my profile. How can I help?" OR "Hi Becky, saw you viewed my profile. Did I do something wrong?" Both of these work very well to spark a conversation in the DMs with someone. Want more tips like this? Join Morgan and his guest Nick for his LinkedIn masterclass on 22nd October. Click to register!

Cognism is looking for a new Enterprise Account Executive! Here’s a bit more about what the role will entail: Managing the full sales cycle from prospecting to closing high-value deals. Leading complex sales processes, including multi-stakeholder negotiations and CxO-level meetings. Building and managing account plans for a designated territory. Generating pipeline through self-sourced opportunities and collaboration with SDRs. Providing accurate sales forecasts and pipeline updates, ensuring quarterly quotas are met. So, if you have experience as an Enterprise Account Executive, have managed high-value and complex sales and have strong communication, presentation, and relationship-building skills, this job is for you! Apply today through the link in the comments! James Corfield Michelle Green

What are the most common challenges companies are facing when it comes to outbound? For one, it’s getting a lot harder to reach prospects: Email service providers are making it harder to send unsolicited emails. Device manufacturers make it harder to connect calls, as device owners have the power to block incoming calls from certain regions. Data privacy laws, including GDPR and opt-out clauses, make it harder to find contact data and information. Buyers have seen and are tired of the common and repeated sales strategies and are looking for more transparency. Here's Hannah Ajikawo and Frida Ottosson's top tips: Make sure internally, as an organisation, you are as educated as possible about what your top-of-tunnel outbound strategy should look like so that when your reps pick up the phone or send over an email, they don’t just end up in spam. The old and traditional sales strategies aren’t working as well, so try to stand out as much as possible. If you’re looking for more tips and insights, check out this week’s episode of Redefining Outbound. Link in the comments!

The first 30 seconds of a cold call are the most important, but what do you actually say in these 30 seconds to make sure your conversation leads to conversions? Check out Morgan J Ingram's permission-based opener. He starts his cold calls by saying: “Hi X, you don’t know me, I don’t know you, but the reason for my call is…” This is effective as prospects love to know who you are and the direct reason for your call. He also uses information about the prospect from their ‘about’ section on LinkedIn to tailor and personalise his pitch. This helps build rapport. If you’re looking for more tips like this, join Morgan, Sara Uy, and William Padilla next week for some live cold calling. They will cover their top cold-calling frameworks, PLUS, if you volunteer to put your cold-calling skills to the test you'll have the opportunity to win one of the following prizes: 🎒 A NorthFace bag 🍔 £100 UberEats voucher 🎧 A pair of JBL Headphones Sign up through the link in the comments!

Comment créer une culture de l'outbound et de chasse dans une entreprise très orientée inbound ? Avec une expérience forte en outbound, Jacob Sulim est arrivé chez Pennylane en inculquant une culture de la chasse et de la performance. Laetitia FALL le questionne sur les enjeux de créer cette stratégie outbound même si les inbounds viennent par eux-mêmes. Ils y parlent de mindset, de culture d'entreprise, de chasse et de ciblage des prospects (même inbound). Pour l'épisode entier, rendez-vous en commentaire ! 👇 Bonne écoute 😉

When expanding into a new region, it’s important to warm up the region and create demand before entering the market fully. That means: Building brand equity and driving traffic to your website. Taking the time to research pain points, use cases, industry trends and, importantly, local legislation. You might choose to work with local subject matter experts and influencers. Finding a well-respected influencer or SME can help you meet the best people in the market. This will also provide the insights you need to build a tailor-made demand-creation strategy for that region. It helps give your content authority and credibility while also increasing its reach. If you want to learn more about how Cognism expanded into European regions, check out the most recent episode of The Loop, where Amy Collins and Liam Bartholomew discuss this and much more! Link in the comments.

We all know that personalisation is important when it comes to selling, but often, sellers focus on the wrong information about their prospects and miss the mark. Here’s what Brent Keltner had to share: Sellers should research the company and their business reports and link their personalisation and messaging to these findings. Personalisation at the organisational level, rather than the individual level, lets the prospect know that you understand their company, their focus, and their role in the business. Following intent data can also be super helpful. If you have a good content stream and can track what people are engaging with on your website, you can personalise and tailor your messaging to this context and share how your prospect engages with your business. That’s the best way to make an impact and stand out. For more insights, check out the most recent episode of The RevOps Review, where Brent talks with Jeff Ignacio about this and much more.

70% of revenue leaders aren’t confident in the accuracy of their CRM data. How do you ensure your data is clean and accurate? Here are some simple steps Simon Heckhuis outlined: 1. Define which data points are most important and which format they should be in 2. Try to create a single source of truth and centralise where your data is held. 3. Enrich and clean your data regularly.  4. Have a report with the key and most essential data points and monitor for any spikes. 5. Make sure any tools connected to your main database check for duplications, you might implement automatic deduping software. Don’t leave the accuracy of your strategies to chance. Check out more from Cognism’s RevOps team in our RevOps hub, link in the comments.

How are we testing and using AI in our marketing workflows? Find out from Cognism's CMO, Alice de Courcy! 👇

When it comes to Revenue Operations, what are the most important metrics to track? According to Laura Fu, these 2 are the most important: 1. Pipeline coverage This tracks how much pipeline you have and how effectively and prodcutively your are closing it. Laura likes to see reps closing one-third or one-fifth of all business. This will tell you if your leads coming in from marketing, partnerships, and SDRs are qualified and whether your pre-sales consultants and AEs are rigorous about closing business. That means executing the sales cycle in a scalable and repeatable way so that conversion rates are maintained at industry standards. 2. Net Revenue Retention This helps you measure how many customers are coming back, getting value from your platform, and whether they will be repeat customers. For Laura, the majority of business comes from existing customers, so these are your best prospects. If you're looking for more, check out this episode of The RevOps Review, where Laura joins Jeff Ignacio link in the comments.