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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, No 8. of 42 Best Podcast For Every Sales Professional 2020. Dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

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Aug 21, 2023

In this week’s Scale Your Sales podcast episode, my guest is David Bentham, the Vice President in Global Sales Development at Cognism. He leads a team of 100 Inbound and Outbound SDRs across Europe and the US. 

Cognism is the leading global contact data provider. They had a record-breaking First Quarter– signing its biggest ever deal in that time and has continued to see growth through 2022 and 2023 despite the economic climate.

In this episode, David gave a lot of insight into his background in the early days starting off in sales and door to door sales and how the B2C experiences in the team now as VP of sales and managing a large team of SDRs.

Welcome to Scale Your Sales podcasts, David Bentham.


03:00 – Who is Cognism for?

08:51 – The shift in availability of online information affected the change in sales game today.

11:04 – SDRs are more than just entry level, but very highly qualified sales individuals.

13:58 – One of the biggest inefficiencies is decision making.

21:20 – Going into the job as a resilient person is NOT necessary.

27:19 – The mentality “Every no-leads you closer to yes”, can be incredibly dangerous.  

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.
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