Building Cognism’s enterprise sales playbook
In 6 years, Cognism went from an unknown startup struggling to close $4,000 deals with SMBs to a $50M+ ARR company inking $1,000,000+ contracts with Fortune 500s.
In this session, Cognism CEO James Isilay will unpack the 5 key changes that have allowed Cognism to build a thriving enterprise sales playbook.
- Re-organising the GTM function to win our first $1m deal in 11 months
- Using an account based model to scale from $20m to $50m ARR
- Predictably progressing Enterprise deals with MEDDPICC methodology
- Mandating and successfully embedding multi-threading on every deal
- Identifying and nurturing $1,000,000 commission earning reps internally