Data Decay, Compliance, and the Future of Sales Intelligence with Adam Thompson, CPO at Cognism

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 He explores AI’s role in outreach, the shift towards hyper-personalisation, and why static territory planning is outdated.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. You can also tune in to this episode over on Cognism’s Youtube channel. Watch the video episode: https://youtu.be/UnwFf13-CgU

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 on pipeline forecasting, revenue modeling, and why every team should invest in creative, unmeasurable "moonshot" ideas. Tune in for a deep dive into the art and science of scaling a GTM strategy in 2025.

This week Jeff Ignacio sits down with Joe Ort, founder of RevOps Inflection, to explore the critical differences between revenue operations in private equity versus venture capital backed companies. With 15 years of experience in RevOps and analytics, Joe shares insights on growth strategies, planning cycles, and how AI is reshaping sales efficiency. They also dive into top-down vs. bottom-up planning, the role of RevOps in optimising sales productivity, and why getting the fundamentals right from the start can save companies from major headaches down the line.

In this episode, Jeff sits down with Adam Thompson, Chief Product Officer at Cognism, to explore the evolving landscape of sales intelligence. They dive into the challenges of building high-quality B2B data, the impact of web scraping, and whether data is truly becoming a commodity. Adam shares insights on the hidden pitfalls of CRM hygiene, the complexity of global data compliance, and the real power of personalisation in sales outreach. Plus, a fun quiz on business demographics and a peek at Cognism’s latest product release. Tune in for a deep dive into the state of sales intelligence and what it means for revenue operators today!

In this episode of RevOps Review, host Jeff Ignacio chats with Lewis Chawko, founder of RevOpsConsulting.io, about his journey from sales to revenue operations and how he turned a side hustle into a full-fledged consulting business. Lewis shares his insights on scaling go-to-market teams, optimizing RevOps tech stacks, and the challenges of moving from inbound to outbound motions. Whether you're an operator or aspiring consultant, this episode is packed with valuable takeaways on growing a career in RevOps.

In this episode of RevOps Review, host Jeff Ignacio sits down with Sandy Robinson, VP of Revenue Operations and Client Growth at Quavo and host of RevOps Unboxed. Sandy shares her insights on stepping into a new RevOps leadership role, navigating the first 30, 60, and 90 days, and the challenges of building and rebuilding revenue operations from the ground up. Tune in for expert advice on aligning stakeholders, driving strategic impact, and setting up RevOps for long-term success.

In this episode, Matthieu Garlock, Senior Director of RevOps at Equitybee, dives into the complexities of revenue operations in a marketplace model. He shares insights on balancing supply and demand, leveraging data to optimize investment flows, and navigating regulatory challenges in the financial sector. Matthieu also discusses his journey from RevOps into sales, the impact of AI on the industry, and why focusing on fundamentals is key to success in a rapidly evolving landscape.https://www.investopedia.com/terms/c/cashlessexercise.asp https://www.investopedia.com/terms/t/tenderoffer.aspThe following link leads to a third-party site that Equitybee Securities Inc. does not control or endorse. We are not responsible for its content or accuracy. Equitybee does not provide tax advice and encourages you to speak with a tax professional before making any decisions of what is best for you. To learn more, please visit www.equitybee.com.

Our host, Jeff Ignacio sits down with Tori Moss, Head of Revenue Operations at Pigment, who shares her journey from Salesforce admin to RevOps leader, reflecting on lessons learned during hypergrowth at Greenhouse. She dives into the evolution of RevOps, the challenges of scaling teams, the role of AI in business planning, and the importance of strategic leadership. Tune in for insights on building a high-impact RevOps function and navigating rapid growth in today's dynamic business landscape.

This week Jeff Ignacio sits down with Hayes Davis, CEO of Gradient Works, to tackle the pipeline coverage problem facing revenue leaders today. Hayes shares his insights on why traditional outbound strategies are failing, how AI is being misused in sales, and why static territory models are leaving money on the table. He also dives into the importance of pipeline forecasting and how RevOps teams can improve sales efficiency with dynamic allocation models.

Our host, Jeff Ignacio, sat down with Taft Love, Founder of Iceberg RevOps, to explore the evolving landscape of revenue operations and global sales. Taft shares his journey from sales leadership to building a specialised RevOps consultancy, offering insights into scaling organisations, fostering cross-functional alignment, and navigating the unique challenges of global marketplaces. Whether you're a RevOps pro or new to the field, this conversation is packed with practical advice and strategic takeaways.