From 0 to $5M in ARR: How to create a predictable outbound machine2 min read

Nazma Kurban predictable outbound machine

On this week’s episode of the SaaS Revolution Show, we talk with Nazma Qurban, Chief Revenue Officer of Cognism about how she has managed to build a predictable outbound sales machine in the past 2.5 years.

When Nazma joined Cognism she was the first sales employee. The company had one paying customer so the world was hers to conquer and bring in the revenue. Nazma knew the way to go was outbound so she started building a predictable outbound strategy. Driven and ambitious, Nazma would go to every networking event she could and knock on many doors to get a ton of advice and spur as much interest about Cognism as possible.

Two and a half years later she has built a team of 25, mostly comprised of graduates that she carefully upskills. The learning mentality is still present among them and you would be hard-pressed to go to a meetup in London and not run into someone from Cognism. The efforts have paid off. The retention of employees is incredibly high and nowadays Cognism earns $5M in ARR. Cognism’s is a truly remarkable story, with outstanding salespeople in the heart of it.

Listen on to hear:

  • How Nazma makes sure the graduates she hires stay in the company 
  • The secret to upskilling graduates
  • One key tenet to building a predictable revenue machine

Nazma Qurban is one of many excellent speakers we will host at SaaStock19 in Dublin this October who will help you improve your sales efforts. During the three days, you will learn much more about building a predictable outbound machine and other sales techniques from the likes of Jacco vanderKooj, CEO of winning by design, Steli Efti, CEO of Close.io, Patricia Duchene, VP Sales, and GM Europe, Wrike and many others. Grab a ticket now at saastock.com for the best possible price.

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