Outreach Signals
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S3E3 How job change signals unlock pipeline with Johnny Stiffell, Mid-Market AE at Cognism
When someone joins a company, they don’t just bring experience, they bring change. In this episode, Johnny breaks down how he uses job change signals to break into accounts, build relationships with…
S3E2 When the data says jump with Darius Lohmann, Former Cognism and Hubspot AE
In this episode of Sales Signals, we sit down with Darius, former Cognism and HubSpot sales performer turned founder, to unpack the real signals behind modern selling.After closing deals, making…
S3E1 The Sales Recession Signal with Kyle Hegarty, Managing Director of Leadership Nomad
What happens when buyers are 90% through the journey before sales even shows up? In this episode of Sales Signals, Kyle shares the data behind declining quota attainment, the collapse in formal sales…
S2E21 Your Product Isn’t the Problem, Your Prospecting Is. Gabe Lullo on Fixing GTM Failure
Many leaders will happily talk for 45 minutes about their product… and struggle to talk for two about their prospecting engine. In this episode of Why Did It Fail?, Gabe Lullo, CEO of Alleyoop, joins…
S2E20 Staying Too Long: How Redundancy Reset Stuart Taylor’s Career
In this episode of Why Did It Fail?, Stuart Taylor, CRO at The Lennox Academy, opens up about a failure most people only talk about in whispers: staying at a company too long after an acquisition……
S2E19 From Spray and Pray to Strategic: How Ayah Daniel-Rashid Levelled-Up Her SDR Game
When Ayah joined Cognism, she didn’t know what an SDR was, but she knew how to hustle. Her first few months were a blur of spray-and-pray dialling: huge lists, minimal research, mass calls… and 400%…
S2E18 The Deal That Shrunk: How Gearóid Cox Lost a Career-Making Opportunity
In this episode of Why Did It Fail?, Gearoid Cox, Founder and CEO of Sales Pipeline, shares the story of a deal that looked like a win on paper, but turned out to be a brutal lesson in discovery. As…
S2E17 When Impressing the Buyer Lost the Deal: Bryan Mulry’s Hard Lesson
Sales coach Bryan Mulry joins Shivan to break down a failure most sellers secretly recognise: talking too much, listening too little, and trying far too hard to impress. Bryan shares the painful…
S2E16 Hands Shaking on Every Dial: How James Greene Beat Cold-Calling Panic
When James Greene first stepped into sales, cold calling hit him harder than he expected. Every dial came with shaking hands, spiralling doubt and the pressure to prove he belonged. Rejection felt…
S2E15 From Top Seller to Burnout: The TRAP New Sales Leaders Easily Fall Into
When Junis Seger stepped into his first Head of Sales role, he thought he was ready for anything.After all, he’d just come off back-to-back President’s Club wins, smashed targets as an AE, and built…
S2E14 The Wake-Up Call That Changed Shiwam Singh’s Sales Career
Imagine landing your first sales job and losing it just months later.That was the reality for Shiwam Singh, now an SDR at Cognism. In this episode of Why Did It Fail?, Shiwam opens up about the sting…
S2E13 The ICP Trap: Why Most Expansion Strategies Fail in Europe With Rick Pizzoli
When tech companies expand into Europe, most assume their home-market success will follow them across borders. But for Rick Pizzoli and his team at Sales Force Europe, one lesson has repeated itself…
S2E12 How to Transition From SDR to AE With Ease Featuring Sonya Kuci from Geckoboard
As an SDR-turned-AE, Sonya Kuci thought she’d landed the dream opportunity, an inbound ICP lead with the decision-maker on the first call, smooth comms, and a live trial underway. But just before…
S2E11 The Wrong Call: What Nia Secker Learned from Leaving Sales Behind
What happens when you leave a role you actually loved?In this episode, Nia Secker, SDR Manager at MySalesCoach, opens up about the moment she left sales to pursue a more “traditional” path, only to…
S2E10 Resilience, Mindset, and the Power of Coaching with Niraj Kapur
After 23 years in corporate London, Niraj Kapur left to start his own coaching business - only to discover that the world didn’t care about his past awards or big-name employers. In this candid…
S2E9 Coaching, Trust and the Cost of Misreading Your Rep With Sian Taylor
In this episode, Shivan is joined by Sian Taylor, Sales Manager at Klaviyo, for a candid conversation about one of the most overlooked responsibilities in leadership, understanding your reps before…
S2E8 Getting Past Missing Quota for the First Time with Johnny Stiffell
In this episode, Shivan chats with Johnny Stiffell, Commercial AE at Cognism, to talk about his first real dip in performance, and the lessons it left behind.From moving up into a new role without a…
S2E7 What Sales Leaders Miss: Strategy, Scale and Internal Buy-In With Joe Stubbs
In this episode of Why Did It Fail?, Shivan is joined by Joe Stubbs, VP of UK Sales at Cognism, for a brutally honest look at what happens when a new process sounds smart, but doesn’t entirely…
S2E6 Why Leaving Was the Only Way Up: The Hidden Cost of Being Overlooked
In this episode, Shivan is joined by Lauren Reeves, Senior BDR Manager at Swap, who shares the emotional weight of building a sales career without ever being internally promoted. From imposter…
S2E5 Hiring, Pressure, and Finding Your Voice in Sales Leadership with Brontë Mulvany
In this episode, Shivan is joined by Brontë Mulvany, Head of Business Development at ComplyAdvantage, who opens up about the high-pressure reality of hiring her first team. From navigating imposter…
Frequently Asked Questions
Sales Signals has published 108 episodes since March 2023, covering topics in Business, Careers.
Sales Signals is currently highly active with new episodes every 2 weeks. Average episode length is 26m.
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