Cognism

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!

In just over one hour Morgan J Ingram is going live for some outbound training. Click the link in the comments to find out his 5 Tactics to 2x LinkedIn & Email Replies in 30 Days. You won’t want to miss this!

What if we told you that you could get: 1️⃣ Increased team efficiency 2️⃣ Increased data accuracy 3️⃣ Increased market growth All from one tweak we’ve made to the Cognism product… Do we have you intrigued? 🥁 Introducing 🥁 Cognism’s AI search function 🤖 Here’s how it works: Instead of manually searching for the right filter, you can type or say what end search result you’re looking for. Which means you can forget about: 🏋️ Manual filtering: Resulting in slow workflows meaning less dials get done 📊 Struggling to find quality data: Cutting through the noise can be difficult when millions of records are at play 🎯 Time consuming target list creation: Not understanding your TAM somewhere new, quickly and efficiently, can take away from strategy 🎨 Stale campaigns: Stagnant target lists can derail campaign conversions. Because AI search will help you to: 👉 Get the resources you need together quicker than ever 👉 Pinpoint your target audience and action with accuracy 👉 Identify targets 74% faster To find out more about our new AI feature, check out the link in the comments!

Wer ist dabei, wenn Laurenz Bordiehn & Nikita Hlopotov von Navan bei "Selling Scones to Sauerkraut" in vier spannenden Challenges gegeneinander antreten und die kulturellen Unterschiede im Vertrieb zwischen 🇩🇪 & 🇬🇧 aufzeigen? Mattia Schaper und ich werden die Antworten der beiden genau unter die Lupe nehmen🕵♀️ Anmelden lohnt sich, es wird garantiert unterhaltsam! 🥳🎉

Morgan J Ingram uses this 4-step formula to book 10 meetings a week on LinkedIn: 1. Check the filter ‘Posted on LinkedIn’ in your LinkedIn Sales Navigator to show everyone active in the past 30 days  2. Send a blank connection request to these prospects 3. Expand your network and connect with other people at their company or in their network 4. Engage through voice notes and video messages and ask a question to start a conversation. This will help you stand out from the crowd. If you’re looking for more tips like this, on Tuesday Morgan will be joined by Jed Mahrle, Founder of Practical Prospecting, and Junior Lartey 🎁, Senior Account Executive at Sendoso for some live outbound sales training. They’ll share their 5 top tactics for doubling LinkedIn and email replies in 30 days! They’ll also review your emails and outreach, give you feedback and answer any questions you have in real-time. So if you or your team are struggling to book meetings and improve your conversions, this webinar is for you, sign up through the link in the comments 👇