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 inbound opportunities, how to spot green flags disguised as red ones, and what SDRs need to know before stepping into AE life.If you’ve ever been ghosted by a hot lead, or you’re moving from prospecting to closing, this conversation is a masterclass in qualifying deeper, multi-threading smarter, and managing your own mindset.
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 awayWhat she thought she’d find in healthcare that sales lackedThe unexpected clarity and motivation that came from stepping awayAnd what it really takes to come back, rebuild, and succeed on your own termsIt’s a story about trusting your gut, reshaping your identity, and learning to make career decisions that serve you, not other people’s expectations.Listen now to hear how Nia’s ‘wrong turn’ ended up giving her the fuel to get further ahead than ever.
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 up about resilience, why sales success is more mindset than method, and why investing in yourself (with the right coaches, mentors, and habits) is non-negotiable if you want a career that lasts.
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 relationship, a loss of trust, and a painful rebuild that taught her how much leadership really hinges on empathy.They discuss coaching blind spots, misreading motivation, and how to have tough conversations without losing your team. If you’re stepping into sales management, or already navigating that tricky balance of people and performance, this episode is packed with honest lessons that can shape your approach.
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 that tricky adjustment period.They dig into prospecting habits, the mindset shift needed when the inbound slows, and how to spot the early signs that your quarter might be slipping.If you’ve ever struggled to keep your activity high and your pipeline healthy after a big career move, this conversation is packed with insights you can act on straight away.
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 tough truths about enablement, alignment and operational execution.If you’re leading GTM strategy, trying to fix cross-team friction, or navigating change inside a fast-moving sales org, this episode is full of insight you’ll want to take with you.
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 around internal progression, the pressure to prove yourself, and why moving on isn’t always a failure. If you’ve ever questioned your value because recognition didn’t come, this episode is a reminder that your path is still valid and that you can become stronger for it.
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, courageous conversations, and why copying someone else's leadership playbook just doesn’t work. If you’re stepping into your first management or hiring role, this episode is packed with real-talk, reassurance, and practical takeaways you’ll want to carry with you.
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.
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 things he'd do differently if he were starting again.It's a brutally honest and massively helpful listen for anyone in sales, especially if you're just starting out, managing a team, or feeling stuck.
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 judgment, and why that painful experience became a turning point. From missed warning signs to rebuilding trust with his closest friends, Chris shares hard-earned lessons on growth, self-awareness, and what really matters when leading a team and building a life.
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 shot. A candid, insightful look at failure as fuel for growth.
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 in customer success, why CS teams should think like sellers, and how growth is increasingly coming from existing customers.
Cognism’s VP of Sales Development, Catherine Olivier, sits down with David Wilkins to unpack what it really takes to be an impactful SDR leader in today’s sales landscape. They dive into the difference between good and great SDR teams, how to build high-performing teams from the ground up, and why strong leadership is about more than just tracking activity. David shares practical advice for SDR leaders navigating change, scaling teams, and standing out in an increasingly competitive market.
This week on Redefining Outbound, Nat Ferrante talks with Ilia Papas, CEO and co-founder of Band, about building and scaling sales as a founder, especially when coming from an engineering background. Ilia shares how he built a B2B outbound motion from scratch, the lessons he carried over from scaling Blue Apron, and the creative strategies he’s using to drive growth at Band. From overcoming the fear of cold outreach to leveraging AI and data-driven sales tactics, this conversation is packed with insights for founders, sales professionals and anyone defining their approach to outbound.
In this episode of Redefining Outbound, Cognism’s Nat Ferrante sits down with Max Lemmens, Senior Account Manager of Global Strategic Accounts at Adyen, to discuss the evolving role of outbound in account management. They explore what it takes to drive long-term success, balancing revenue growth with retention, building meaningful customer relationships, and prioritising accounts effectively.
This week on Redefining Outbound, Catherine Olivier and Matthew Putnam dive into the evolving world of outbound sales. They discuss why the fundamentals of selling are more important than ever and what it takes to succeed as an SDR, from cold calling to social selling. Tune in to learn how to cut through the noise, leverage multi-channel outreach, and refine your outbound strategy for 2025 and beyond.
In this episode of Redefining Outbound, Cognism’s VP of Sales Development, Catherine Olivier, sits down with Andy Laws, Director of Business Development at Talon.One and Founder of RevRocket, to explore what it takes to build high-performing SDR teams in enterprise sales. They discuss the key differences between selling to SMBs versus large enterprises and how to design incentive plans that drive the right behaviors. Andy also shares his insights on hiring top talent, aligning SDR goals with business objectives, and setting teams up for long-term success.
In this episode of Redefining Outbound, Cognism’s VP of US Sales, Frida Ottosson, sits down with Brent Adamson to explore the surprising insights behind buyer confidence and its impact on sales success. Brent unpacks why traditional sales tactics often miss the mark and reveals the critical role of helping buyers feel confident in themselves—not just in your product or company. From addressing information overload to embracing the transformative potential (and challenges) of AI, this episode dives into the evolving landscape of sales and marketing.
Our host, Frida Ottosson, speaks to Mark Cox, Founder of In the Funnel Sales Coaching, about keeping up with the best sales practices, exploring actionable insights, strategies, and the latest trends in the world of sales coaching. Mark shares his expertise on how sales professionals can stay ahead in a competitive landscape by mastering effective selling techniques and fostering long-term client relationships.