Cognism

As the Executive Vice President of Revenue Operations and Strategy at Insight Partners, what does 📈 Jeremey Donovan look at when performing due diligence at the organisational level? Here’s what he shared: “There’s a set of areas we drill into. These include GTM category, pre-sale and post-sale process, team and talent and org structure, pipeline and performance and the tech stack.” Let’s break this down: GTM category includes things like ICP, segmentation and whether you’re PLG or SLG function. The pre-sales process examines a business’s operating rhythms and cadence of pipe-gen and deal inspection activity, while the post-sales side examines a business's implementation processes, professional services, and customer success. When assessing the team, talent and org structure, Jeremy looks into rep attainment, the percentage of reps meeting or exceeding quota and CRO vetting. Lastly, and most importantly, Jeremy will understand a company’s pipeline and performance by looking at a list of a company’s current and open pipeline. For more insights, check out this week’s episode of The RevOps Review, where Jeremy joins Jeff Ignacio. Link in the comments!

This Thursday, I'm teaming up with the Cognism team along with Morgan J Ingram to review cold calls live, one of my favorite things to do 😏 Morgan and I will be sharing our top tips for cold calling, and you'll even be able to ask us your questions in real time📱 Sign up here 🔗 https://lnkd.in/evETXSh4 Comment below if you're coming!

We are hosting a Lead Nurturing Masterclass tomorrow, Wednesday 11 September (10am BST / 11am CEST) Whether you're looking to refine your tactics or overhaul your approach, this session is packed with practical insights to help you increase your lead nurturing ROI. What’s in it for you: ABM Playbook: Take a look inside Cognism's ABM playbook and learn how it's delivering outstanding results with marketing strategies tailored for enterprise customers. Personalised messaging:  Learn how to stand out with your messaging and email signatures to effectively nurture leads. Insights from an eye tracking study: See how email signatures consistently capture attention and serve as an effective lead nurturing channel, backed by eye-tracking research. Nurturing leads with emails: Discover how STILL GmbH and REMIRA Group increased campaign success with targeted email signature campaigns - e.g. STILL generated an additional 2 million impressions for their event campaign. Speakers: Tim Hughes – Demand Generation Lead at Cognism Marc Struck – External Project Brand Management & Marketing Communications at STILL GmbH Mate Juric - Assistant Professor at the UX Lab, University of Zadar Simone Koop - Marketing Manager, REMIRA Group GmbH Rico Wildenauer – Team Lead Customer Success at Mailtastic Sign up for free: https://lnkd.in/ewPmKMzX

What is the difference between GTM Operations and Business Operations? A lot of people are familiar with RevOps, Sales Ops and Marketing Ops, but people don’t always focus on how to make finance, human resources and legal more productive. For Rachel Nazhand, there’s a difference between those who work in the business vs those who work on the business. People working in the business include those operation-type titles that deliver the product or service being sold. That means executing something repeatable and predictable and setting up processes for people to execute on. Now we’re in such a software-driven world, those who work on the business and create the infrastructure for people to work in are known as the Business Operators. We have seen the rise of RevOps because there’s more consistency in a function like SalesOps and what a great sales process looks like, and now this is being translated into the back office functions including PeopleOps, HROps and LegalOps. For more insights, check out this week’s episode of The RevOps Review, where Rachel joins Jeff Ignacio, link in the comments!

Did you know that the average cold call lasts 83 seconds, yet only 31% of these calls get past the pitch? That means you have to open a cold call with confidence. Here are some top tips from Sara Uy, Sales Director at Pareto: 👉 Know your prospects inside out. 👉 Customize your pitch and address objections 👉 Show empathy and listen attentively. 👉"Fake it till you make it"! 👉 Showcase expertise and address concerns gracefully. 👉 Celebrate small wins and refine your approach. 👉 Use CRM tools and automation software. Next week, Morgan J Ingram will be joined by Sara Uy for a cold calling live. You’ll learn how you can get your prospect to say ‘yes’ in the first 60 seconds of the call and you’ll be able ask Sara and Morgan questions in real time! 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 This is one you won’t want to miss! Sign up through the link in the comments.

Trial and error is often the fastest way to learn - you have to be open to making mistakes if it means you get to the answers you need faster! Read this post from our CMO, Alice to learn how we trial and error'd our way to being one of the major players in our industry within the DACH market 💡

How do you transfer and apply learnings from a mammoth company like Salesforce when you move to lead marketing in a startup? That was Maura Rivera's challenge when she moved to be CMO at Qualified. The truth is the tactics and strategies used at Salesforce won’t often work in smaller organisations because they don’t yet have the brand reputation and clout. But something Maura discovered can work is the ‘puff-up’ mentality. The idea here is that you make a smaller company appear larger, captialising on the perceived bigger size and influence. This is what Maura told us on this week’s episode of The Loop podcast: “If you’re like a puffer fish, that’s really small, but you want to look big when the other guys are around, how do we puff up?” “If we’re going to do a launch, don’t just write a blog post and post it on LinkedIn. How are we like making this go viral? How are we getting influencers involved? How are we getting people to share the news?” “So I would say this puff-up mentality and not settling for status quo has kind of shaped how we’ve done everything because you can’t get away with status quo when you’re not a really big company.” Listen to this week’s episode of The Loop podcast, link in the comments!

Cognism is hiring for a Senior Paid Media Specialist 🎊 If you’re interested in: 📈 Scaling our paid media efforts in France and DACH 🚀 Ownership of LinkedIn and Google ad campaigns 🤝 Collaborate with product marketing and demand generation teams Then apply today! 🙌 Link is in the comments.

When it comes to leading a regional operations strategy, it’s important to highlight different regional nuances. There might be tools or data sets with better coverage in EMEA than others, and you need to find the ones that best suit your region's needs. There might also be smaller features and differences to consider. Here’s what Roxanne Taku and Jeff Ignacio shared: SMS is not as big when it comes to prospecting and outbound as it is in other regions, for example, so it’s all about using the tools that are most beneficial to you. Going to market in different areas requires different approaches—in some countries, emailing without explicit consent is a no, and these regulations change in different areas of Europe. No provider necessarily has a truly perfect data set, so you might have to work with different providers to find the right data for your region to enrich your firmographic and professional information. When it comes to SMBs, local enrichment tools are helpful and when it comes to EMEA, Roxanne opts to use Cognism (😉) Check out more from this week’s episode of The RevOps Review, link in the comments!

Acquiring a new customer can cost five times more than retaining an existing customer. That’s why focusing on customer retention and renewal is so important. Here’s what Janis Zech had to say: You should track the relevant value metrics and leading indicators of success to understand whether your customers are highly likely to renew or if you need to implement a rescue mission. The customer success journey has to start with onboarding, not 6 weeks before a contract expires. Businesses need to focus on incentivising CS teams to source CS-qualified leads and identify cross-selling and upselling opportunities. That means focusing on: Deal hygiene  Deal reviews  Pipeline reviews Forecast meetings For more tips check out this episode of The RevOps Review, where Janis joins Jeff Ignacio. Link in the comments!