How can you more accurately predict the likelihood of your deal closing? 🤔 You want to set up your sales process so that you can qualify your deals and track them throughout their lifecycle. One way you can do this is through engagement metrics. According to Sarika Garg at Cacheflow, you should craft and send out a proposal early and track when and how many times a customer opens it. If a customer has opened a proposal 8-10 times, they are much more likely to close.✅ She found that tracking customer activity and these types of statistics can be a great sign of intent and help forecast more accurately. In this week’s episode of The RevOps Review Sarika joins Jeff Ignacio to talk about this and much more! Link in the comments.
Cognism
Software Development
London, England 95,001 followers
Leader in international sales intelligence
About us
Cognism is a leader in international sales intelligence, setting a new standard for data quality and compliance, trusted by 1800+ revenue teams worldwide. Cognism helps businesses find, engage and close their dream prospects by providing premium company and contact information, including firmographics, technographics, sales trigger events, intent data, verified business emails and phone-verified mobile numbers. Next level GDPR & CCPA compliance, combined with innovative technology and integrations with leading CRM and sales engagement partners, make Cognism the number one choice for businesses looking to create a predictable pipeline, find their next best business opportunity and overcome global compliance barriers. Following multiple successful funding rounds and the acquisition of Mailtastic (2020), an email signature solution provider, and Kaspr (2022), a Paris-based sales prospecting tool, there has never been a more exciting time to join us. Please review our current vacancies on here or for more information check out our Careers Page on our website, linked below.
- Website
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https://www.cognism.com
External link for Cognism
- Industry
- Software Development
- Company size
- 501-1,000 employees
- Headquarters
- London, England
- Type
- Privately Held
- Founded
- 2015
- Specialties
- Lead Generation, Sales, AI, ABM, Outbound, Data Cleaning, Email Verification, Data Enrichment, Outbound Marketing, Lead Prospecting, and GDPR
Locations
Employees at Cognism
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Tom Canning
I helped the world's most innovative enterprises adopt SaaS Enterprise Tech. I now help UK/EU founders solve for growth capital and founder liquidity…
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Imran Akram
Growth equity investor
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Andreas Mihalovits
Angel Investor / Co-Founder Global Super Angels Club / AI Music Enthusiast
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Richard Fye
Updates
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We love it when our team gets super tactical! Check out Cognism team member Lee's post below for some pro tips for audience insights for LinkedIn ads 🎯 #LinkedInads #b2bmarketing
Audience Insights is my favourite LinkedIn Ads feature and integral to campaign planning for me. Here's how I use it 👇 Back in the day, you had to rely on the Campaign Demographics report to work out who you were reaching with your ads. The problem with this alone is its reactive nature. You had to spend budget to better understand where you might be occuring wasted spend from any mistargeting and retroactively apply those audience exclusions. 💰 Then came along the ability to get the same great demographic insights - and many more - from Saved Audiences in the Audience Insights dashboard. Without needing to spend a dollar first. Before launching every campaign now, I'll draft a Saved Audience and check a few things: 1️⃣ I'll scan the Top 50-100 job titles that make it up and ask myself, are these the right people? 2️⃣ I'll check the company names report. Are these organisations I want to reach? I'll look at industries too. Are these sectors where we win or at least fit? 3️⃣ Look at the seniority and job function breakdowns. Is my audience skewed by a particular seniority layer that I could consider breaking out? Is my audience dominanted by a persona that I could run separately with tailored content/messaging? 💡Pro tip: These are especially insightful when using job title targeting as you'll learn how LinkedIn interprets your audience. (Note: desirable job titles can often sit in Entry or Senior buckets and sometimes get missed by Job Function + Seniority targeting alone. Likewise, there's often cases where you wouldn't want to target a whole job function but some titles within it could be super relevant.) 4️⃣ If you're running global campaigns, check the spread of countries you'd reach. 🌍 I'll often do this to map out a Total Addressable Market (TAM) and share this data back to the wider team. In the past, it's justified or prevented resources being wasted on localisation efforts. 5️⃣ Less useful but interesting nonetheless you can also see the shared skills and interests the audience has. I've sometimes used skills found here to expand or refine my targeting. *** When looking across the above attributes, you can exclude there and then any that are undesirable. Remember to apply and save your changes. You might have just trimmed up to 50% of an audience you would have otherwise launched and wasted spend on, doubling your efficiency. 📢 A word of caution, when excluding job titles, be mindful of any that contain "specialist". These behave like Russian dolls - they contain lots of other job titles. Exclude "marketing specialist" and you could be throwing out CMOs and Heads of Marketing too. *** Thanks for reading! If you like B2B marketing or paid media content, drop me a follow or connection request 👋 ~ Lee #b2bmarketing #linkedinads #paidsocial
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Effectively coaching your SDRs is an art 🎨 How do you prioritize which area to focus on? 🤷♀️ Managers will try to fix all of a rep’s problems, all at once. 👩🔧 And this can be overwhelming, especially if your rep is new to their role. So, it's important to prioritise your sales reps' weaknesses, one at a time. Instead of trying to train your rep on every single technique, pick their most important improvement area. Train them on that one specific thing, before proceeding onto the next one. 🗣 But how do you know which reps you should be prioritizing? 🤔 Most sales leaders focus their coaching efforts on their highest and weakest performers. (See photo below) Ultimately you want to prioritize your time coaching the reps that are going to have the most positive impact on revenue. 📈 We score our reps on where they are in relation to quota attainment against their potential, area for improvement and prioritise from there. ✅
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The first 30 seconds of your cold calls are SO important. That means nailing your opener. For Morgan J Ingram, the PLA method is the most effective introduction. This stands for Pleasant Laughing and Arms Up and here’s how it goes: "Hi, thanks for taking my call. Look I know I am calling you out of the blue. However, do you have a few moments to chat?" Let’s break this down: 😊 Pleasant - The first sentence immediately lowers their defence. 😂 Laughing - Laughing helps create levity and keeps it light-hearted 🙋♀️ Arms up - At the last part you put your arms up. This softens your ask and keeps the cold call conversational. Join Morgan J Ingram, Will Falkenborg 🌭, and Dom Odoguardi for a live cold-calling session this Wednesday. They'll share more top cold-calling tips and frameworks. PLUS, you’ll be able to get live feedback on your cold calls and ask Morgan, Will and Dom questions in real time! 👇 Link in the comments to sign up
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AI is constantly top of everyone's mind 🤖 our CMO Alice de Courcy & CMO of Copy.ai , Kyle Coleman discuss how to tactically use AI to drive demand 📈 Curious to find out more? tune in 🎧