Best Cognisms Podcasts (2025)

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The Post-Test Drop-Off Dilemma: Why Wins Fade with Estelle Marasigan, Website and Creative Services Lead at Cognism 40:05

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2d ago40:05

40:05

Liam sits down with Estelle, Cognism’s Website & Creative Services Lead, to unpack a common dilemma: why “winning” A/B tests sometimes fade after rollout. They dig into a post-launch performance framework (7/30/60/90-day checks), how to control for seasonality and site changes, the role of sales/MarOps in attribution, and turning test insights into…

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RevOps in the Age of AI with Lindsay Rothlisberger, Director of Revenue Operations at Zapier 33:24

6d ago33:24

33:24

In this episode, Jeff sits down with Lindsay Roethlisberger, Director of Revenue Operations at Zapier, to explore how RevOps is evolving in a world increasingly shaped by AI. Lindsay shares her journey from Zapier’s first marketing ops hire to leading a 12-person RevOps team spanning analytics, automation, and enablement. Together, they dig into: H…

1
How to Transition From SDR to AE With Ease Featuring Sonya Kuci from Geckoboard 19:25

8d ago19:25

19:25

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 close, everything unravelled. In this episode of Why Did It Fail? Sonya unpacks the hard lessons from losing a “can’t-miss” deal: the hidden risks inside …

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RevOps for Dual GTM Motions: AI, PLG, and the Tenacity Advantage with Alex Kean of Merge 18:58

13d ago18:58

18:58

Jeff sits down with Alex Kean, Director of Revenue Operations at Merge, to explore what it really takes to run RevOps across two go-to-market motions, enterprise sales and a new PLG product launch. Alex unpacks how his lean RevOps team supports Merge’s sales-led engine while prepping for a parallel PLG motion, without breaking existing systems. He …

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Beyond the ICP: Rethinking Reach in B2B Marketing with Deivis Rupslaukis 49:29

16d ago49:29

49:29

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From RevOps to AI Ops: Building Smarter, Leaner GTM Systems with Brandon Smith of QuotaPath 21:49

20d ago21:49

21:49

In this episode of RevOps Review, Jeff Ignacio welcomes Brandon Smith, Director of Revenue Operations & AI Strategy at QuotaPath, to break down how one-person RevOps teams can punch way above their weight using AI. Brandon shares how he’s driving ARR per head through intelligent automation, building custom apps on “Good Vibe Coding Fridays,” and te…

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The Wrong Call: What Nia Secker Learned from Leaving Sales Behind 30:24

22d ago30:24

30:24

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 realise just how right sales had been all along. Nia and Shiavn unpack: Why the pull to “use her degree” felt strong enough to walk away What she thoug…

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Scaling Smarter, Not Harder with James Kase, Associate Director of Revenue Operations at Healthie 23:00

27d ago23:00

23:00

James Case, Associate Director of Revenue Operations at Healthie, shares his non-linear journey into RevOps - from customer service to sales to operations - and the lessons he’s learned along the way. He breaks down how frontline experience shaped his empathy for sales teams, the importance of prioritisation and change management, and how Healthy i…

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When Performance Drops: A Marketer’s Playbook for Diagnosing Problems with Jonathan Bland, Co-founder of Omni Lab 49:47

1M ago49:47

49:47

Jonathan Bland, Co-Founder of Omni Lab, joins the Marketing Dilemmas podcast to tackle one of the toughest questions marketers face: “Why is performance down?” He shares how to avoid knee-jerk optimisations, build a systematic process for diagnosing issues across channels, and communicate findings in a way that earns trust, even when the answer isn…

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CSQLs to ICP Fit: Building a RevOps Operating System with Danielle Kaetzer, VP of RevOps at Betterworks 25:34

1M ago25:34

25:34

BetterWorks’ VP of RevOps, Danielle Kaetzer, shares how to turn activity into pipeline - mapping the customer journey, standing up CSQLs with CS/AM, aligning marketing–SDR–AE playbooks, simplifying the stack, and shifting the scoreboard from “meetings booked” to opportunity creation and velocity.

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Resilience, Mindset, and the Power of Coaching with Niraj Kapur 35:40

1M ago35:40

35:40

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 conversation, he shares the struggles of rebuilding from scratch in his mid-40s, navigating divorce, health challenges, and a global pandemic. Niraj opens u…

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Turning Customer Success Into a Revenue Engine with Andrea Bumstead, Founder of CS Impact 31:05

1M ago31:05

31:05

Andrea Bumstead, founder of CS Impact and fractional Chief Customer Officer, shares how she built her business by solving big challenges companies were too hesitant to commit to full-time. She explains why CS teams must tie themselves directly to revenue, the pitfalls of traditional QBRs and her 15-minute QBR framework, and how to forecast renewals…

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The differentiation dilemma: How do you really stand out? With Sarah Breathnach, VP of Marketing at Hunters 48:50

2M ago48:50

48:50

In this episode of Marketing Dilemmas, Liam sits down with Sarah Breathnach, VP of Marketing at Hunters and Founder of the Demand Gen London community. Together they unpack one of the toughest challenges in B2B right now: how to stand out in a crowded, copycat market without falling into the trap of gimmicks or feature wars. Sarah shares lessons fr…

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AI & the New Frontier of GTM Ops with Hubspot’s Rich Archbold 18:58

2M ago18:58

18:58

In this episode of RevOps Review, Jeff Ignacio sits down with Rich Archbold, SVP at HubSpot, for a deep dive into how one of the most iconic GTM platforms is using AI, not just to scale workflows, but to rethink them entirely. Rich shares how HubSpot is applying AI across the customer journey, from CRM hygiene to guided selling, to coaching reps vi…

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Coaching, Trust and the Cost of Misreading Your Rep With Sian Taylor 33:59

2M ago33:59

33:59

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 you coach them. Sian shares a pivotal early management mistake: focusing on performance metrics instead of the person behind them. The result? A damaged…

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Go-to-Market Engineering: Beyond RevOps with Patrick Spychalski, Co-Founder of The Kiln 21:13

2M ago21:13

21:13

Patrick Spychalski, co-founder of The Kiln, joins to unpack the growing role of go-to-market engineering. From his early work creating content for Clay to founding one of the first GTM engineering agencies, Patrick explains how GTM engineering differs from RevOps, the core tools and workflows driving efficiency today, and why companies should focus…

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The Comfort Trap Dilemma with Michael Maximoff 49:10

2M ago49:10

49:10

Too many marketing teams fall into the comfort trap - sticking with what’s “always worked” and avoiding change until results dip. In this episode, Michael challenges that mindset head-on. He shares why waiting for a downturn before testing new channels or formats is a risky move, how to run small experiments alongside BAU, and the mindset shift nee…

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Scaling Smarter: Cold Email, GTM Engineering & Operational Rigour with Noah Adelstein of Rippling 24:24

2M ago24:24

24:24

In this episode, Jeff sits down with Noah Adelstein, who leads international growth at Rippling and hosts The GTM Engineer podcast. They unpack how Noah helped scale Rippling’s Australia team from 10 to 80+, the evolving state of cold email, and how GTM engineers are reshaping the way we think about growth. Noah shares why marketers must obsess ove…

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Getting Past Missing Quota for the First Time with Johnny Stiffell 17:48

2M ago17:48

17:48

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 ramp period to juggling longer sales cycles, self-generated pipeline, and the return of daily cold calling, Johnny shares what it’s like to navigate t…

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Data Infrastructure Is the New GTM Strategy, with Brian Aggerbeck, VP of Professional Services at Cognism 34:24

2M ago34:24

34:24

Enterprises are rethinking go-to-market from the ground up. And the foundation is clean, unified, orchestrated data. In this episode, Brian Aggerbeck shares how leading companies are using Data-as-a-Service (DaaS) to build centralised architectures that fuel GTM at scale, without adding more tools or noise. From composable systems to AI-readiness, …

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The zero-click search dilemma, with Tom Mansell, VP of Organic Performance at Croud 49:25

2M ago49:25

49:25

What happens when your SEO strategy stops delivering clicks? Tom Mansell, VP of Organic Performance at Croud, joins Marketing Dilemmas to unpack the radical shift in search behavior. From AI-powered search engines to plummeting click-through rates, Tom explains why traditional SEO metrics no longer tell the full story - and what forward-thinking ma…

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The RevOps Nerve Center: Data, Cadence, and the AI-Ready Stack with John Queally 27:17

3M ago27:17

27:17

Jeff Ignacio sits down with John Queally, Senior Director of RevOps at Clari, to explore how modern RevOps can go from support function to strategic command center. John shares how his team leverages product telemetry, AI-powered account health scores, and a unified cadence to drive real outcomes across the GTM funnel. They also dig into why RevOps…

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What Sales Leaders Miss: Strategy, Scale and Internal Buy-In With Joe Stubbs 20:53

3M ago20:53

20:53

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 stick. They dig into the early months of Joe’s leadership, where the pressure was high and the ambition was huge. But a well-intentioned rollout exposed some…

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The new market penetration dilemma with Adina Apachitei, Global Director of Best Practices Programme 53:06

3M ago53:06

53:06

Adina, Global Director of Best Practice Programs at AVEVA, joins Marketing Dilemmas to unpack one of the hardest challenges in enterprise marketing: how do you effectively penetrate new markets when you’re juggling long sales cycles, complex portfolios, and competing internal priorities? From thought leadership to funnel strategy and outbound align…

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RevOps mistakes that kill pipeline with Brett Hovanec, Founder of On The Fly Ops 30:08

3M ago30:08

30:08

In this episode, Brett Hovanec, founder of On the Fly Ops, breaks down the most overlooked (and dangerous) flaws in go-to-market operations - from fuzzy MQL definitions to broken lead handoffs and churn-blind CS processes.By Cognism

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Why Leaving Was the Only Way Up: The Hidden Cost of Being Overlooked 43:17

3M ago43:17

43:17

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 syndrome to self-belief, Lauren opens up about the frustration of being overlooked and the resilience it took to succeed anyway. They dive into the myths aro…

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Why scaling fast means rebuilding constantly with Alexander Lucey, Head of Finance and Operations at Unify 19:58

3M ago19:58

19:58

Alexander Lucey, Head of Finance and Ops at Unify GTM, joins to unpack how RevOps complexity evolves as a business scales - especially post-product market fit. He shares how Unify is building a "system of action" (not just a system of record), what it really takes to operationalise outbound with intent data, and why RevOps is a game of constant rec…

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The innovator’s dilemma: Risking a successful product to chase new heights with Maura Rivera, CMO at Qualified 48:45

3M ago48:45

48:45

What do you do when AI creates both your biggest opportunity and your biggest risk? In this episode, Maura Rivera, CMO at Qualified, shares how her team made the bold decision to pivot away from their successful flagship product and reposition entirely around an AI-powered SDR agent. It’s a story of product bets, internal resistance, and how to go …

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Should Ops Say Yes More Often? With Tom VanLangen, VP of Revenue Operations at Quickbase 28:11

3M ago28:11

28:11

In this episode, Tom VanLangen, VP of RevOps at Quickbase, challenges the traditional idea of ops as gatekeepers. He shares why now is the time for ops leaders to embrace risk, carve out space for innovation, and say yes to calculated bets - especially when it comes to AI and evolving GTM playbooks.By Cognism

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Hiring, Pressure, and Finding Your Voice in Sales Leadership with Brontë Mulvany 30:39

4M ago30:39

30:39

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 syndrome to learning how to trust her gut, Brontë shares the hard-earned lessons that shaped her leadership style. They talk about clue gathering, coura…

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Building from a team of one to a trusted org with stakeholder buy-in with Nicole Looker, Director of Revenue Operations at Rebuy 25:58

4M ago25:58

25:58

Nicole Looker, Director of RevOps at Rebuy, shares how she scaled from solo operator to strategic leader - with a focus on stakeholder trust, soft skills, and team development. She breaks down why RevOps success isn’t just about tooling, but about communication, prioritisation, and relationships. Expect insights on: Hiring for trust over technical …

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Marketing the marketing team with Florian Frese, Marketing Director at Wire 42:16

4M ago42:16

42:16

In this episode of Marketing Dilemmas, Liam is joined by Florian Frese, Marketing Director at Wire. Together, they unpack a challenge every marketer faces but few talk about: internal marketing. From building trust across teams to avoiding the dreaded “marketing in a silo” trap, Florian shares candid insights into what it really takes to get intern…

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The Overwhelm of Possibility: AI, Tech Consolidation & the RevOps Balancing Act with Gabe Rothman, VP of Operations at Rescale 30:49

4M ago30:49

30:49

In this episode, Gabe Rothman (VP of Operations at Rescale) joins to unpack one of the biggest challenges facing RevOps leaders today: navigating the explosion of AI tools, deciding where to consolidate tech stacks, and figuring out how to truly drive efficiency - without simply chasing shiny objects. From AI’s evolving role in account planning to …

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The Cost of Selling to Someone Who Was Never Going to Say Yes 22:23

4M ago22:23

22:23

This week on Why Did It Fail?, sales coach Shivan Pillay sits down with Isa Sher, Sales Manager at Cognism, to unpack one of the most pivotal failures of his early sales career. Isa shares how losing a major deal reshaped his approach to qualification, champion building, and managing a high-performing sales team.…

1
What to do when the ops that got you here won’t get you there, with Jeff Ignacio 19:25

4M ago19:25

19:25

In this special solo episode, Jeff dives deep into what happens when rapid growth hits a wall - and how RevOps leaders can untangle the complexity. From system sprawl to siloed teams and redundant tech, this is a practical guide to retooling your operating model, rebuilding governance, and making RevOps a strategic growth engine again.…

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Trapped by the Ideal Customer Profile with Ben Smith, Marketing Director at Reachdesk 48:38

4M ago48:38

48:38

In this episode of Marketing Dilemmas, Liam sits down with Ben Smith, Marketing Director at Reachdesk to tackle a growth challenge many scale-ups face: what to do when you’ve nailed your ICP but are starting to hit a ceiling. They unpack how Reachdesk refined their targeting, improved win rates, and now face the next big question - how to expand wi…

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Should Startups Hire RevOps Early? With Justin Humphreys, Head of Revenue Operations at Bright Network 22:12

4M ago22:12

22:12

In this episode, Justin Humphreys, Head of RevOps at Bright Network, explains why foundational RevOps decisions - like which CRM to use - can make or break a startup’s growth. He shares insights from his telco roots, his move into marketing and CS ops, and why he’s now offering early-stage companies free advice through RevOps Hub.…

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The Failure That Shaped a Brand New Approach to Sales 33:56

4M ago33:56

33:56

What happens when you don’t pass your sales probation? In this episode, Shivan sits down with Harry Monkhouse to hear the story of how he failed his first SDR probation and turned it into the catalyst for a career in sales leadership. They dig into the mindset shift Harry had to make, the tactical changes that got him back on track, and the three t…

1
Bandwidth, Buy-In, and Big Swings with Rich Bishop, Founder of Midgame Consulting 19:23

5M ago19:23

19:23

Our host, Jeff Ignacio, sits down with Rich Bishop, founder of Midgame Consulting, to talk all things RevOps. From his unexpected leap into consulting to transforming go-to-market strategies at PE-backed and traditional companies. Rich shares what makes change management stick, how to win over skeptical sales teams, and why CRM adoption is about mo…

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The Demand Gen Marketer’s Call to Product Marketing Arms with Tas Bober, Founder of The Scroll Lab 57:47

5M ago57:47

57:47

B2B marketing isn't just campaigns and channels - it's understanding your product like a PMM. In this episode, Tas Bober (Founder at Scroll Lab) shares how realising her weakest link - product marketing - led her to build a lightweight, scalable framework every demand gen marketer can use to bridge the gap, run faster, and never rely on a last-minu…

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The Ego Trap: How Getting Fired Made Chris Ritson a Better Leader 43:06

5M ago43:06

43:06

In this episode of Why Did It Fail?, sales coach Shivan Pillay sits down with Chris Ritson, founder, advisor, and sales trainer, for a raw and revealing conversation about the leadership failure that reshaped his life. Chris opens up about the moment he was let go from his first AE leadership role, how unchecked ambition and ego clouded his judgmen…

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Fixing Cold Email: AI Guardrails and Deliverability Wars with Mustafa Saeed 27:25

5M ago27:25

27:25

This week on The RevOps Review, Jeff Ignacio is joined by Mustafa Saeed, cofounder and CEO of Luella.ai, to unpack the chaotic new normal in outbound email. Mustafa explains why cold email as we know it is broken, how AI-fueled automation is killing deliverability, and what organisations can do to protect their sender reputation. They dive into dom…

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Turning Data into Direction with Olga Traskova, VP of Revenue Operations at Birdeye 28:47

5M ago28:47

28:47

In this episode, we chat with Olga Traskova, VP of Revenue Operations at Birdeye, about transforming go-to-market processes to support scale. Olga shares how her team spans marketing, sales, and customer success ops, the balance between quick wins and long-term transformation, and her vision for blending human insight with AI-driven tools. From opt…

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The art of nurturing: When is a prospect really ready? With Steffen Hedebrandt, CMO at Dreamdata 50:35

5M ago50:35

50:35

In this episode, Liam is joined by Steffen, CMO and co-founder of DreamData, to unpack one of B2B marketing’s trickiest challenges: how to bridge the gap between awareness and sales readiness without jumping the gun. They dive into the dilemma of where marketing should focus its energy in the funnel - top, middle, or bottom - and explore what it re…

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Fix the Meeting, Fix the Machine with Mike Simmons, Founder at Catalyst A.C.T.S. 27:22

5M ago27:22

27:22

In this episode, Mike Simmons—founder of Catalyst and go-to-market strategist—joins us to break down how great meetings, clear processes, and intentional systems can make or break a revenue org. From applying the Jobs-To-Be-Done framework to meetings, to building sales stages that actually reflect probability, Mike shares practical strategies, fram…

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When the Vision Doesn’t Match Reality: Michael Isernio on Startup Missteps and Sales Leadership Lessons 14:43

5M ago14:43

14:43

Welcome to the first episode of Why Did It Fail?, a fresh look on Redefining Outbound! In this episode, Cognism’s Shivan sits down with Narrative AI founder Michael Isernio to unpack a failed VP of Sales stint, exploring why outbound fell flat, how misalignment with leadership signaled deeper issues, and what he’d do differently if given another sh…

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Rethinking Sales Strategy: Smarter Outreach, Dynamic Territories and AI in RevOps with Bill Kantor 30:04

6M ago30:04

30:04

This week Bill Kantor challenges traditional sales tactics, explaining why perfect forecasting doesn’t maximise sales. He explores AI’s role in outreach, the shift towards hyper-personalisation, and why static territory planning is outdated. Bill also shares insights on pipeline management and how RevOps can drive smarter, data-driven decisions. Yo…

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The Art & Science of Go-To-Market Strategy with Kyle Lacy, CMO at Jellyfish 34:35

6M ago34:35

34:35

In this episode, we sit down with Kyle Lacy, CMO of Jellyfish, to explore the intersection of marketing, revenue operations, and go-to-market strategy. We discuss the challenges of cross-functional alignment, the ongoing debate between brand vs. demand, and how marketing leaders can earn a seat at the revenue table. Plus, Kyle shares his insights o…

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Where Customer Success Meets Outbound: Growth Beyond the Sale with Natasha Evans 29:12

6M ago29:12

29:12

This week we’re flipping the script and looking at outbound through a post-sale lens. Evan Nelson, VP of Customer Experience at Cognism, sits down with Natasha Evans, VP of Customer Growth at Hook, to explore how Customer Success can become a true driver of revenue. They dive into how principles from traditional outbound sales are deeply relevant i…

1
Evolving an ABM strategy that actually works, with Cognism’s Tim Hughes and Liam Collins 32:04

6M ago32:04

32:04

In this episode of The Loop, Tim and Liam reunite six months after their first ABM deep dive to share how their program at Cognism has matured into a high-performing machine. From refining their ICP and working hand-in-hand with sales to building an account prioritisation engine and embracing out-of-the-box 1:1 tactics, this conversation is packed …