B2B Revenue Acceleration

There is no doubt that expansion is one of the primary goals of all business owners. However, there are many obstacles that need to be overcome before plans come to fruition. The looming recession threatens to disrupt business expansion plans further, causing doubt as to if funding will materialize and if the market is stable enough for further growth. Preparation is key to ensuring your business not only survives a recession, but thrives throughout it. Business leaders must adjust both their strategies and expectations, ensuring to consider all elements of their expansion meticulously. This week on B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) sits down with Mike Jones (CEO and Founder, Emerald Technology). They discuss how the recession can affect business expansion plans, as well as how industry leaders can foolproof their strategies to ensure they can continue growing their businesses. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Many entrepreneurs attempt numerous strategies to accelerate their business growth - yet they often overlook undergoing expert coaching.   Coaching can help founders hone their skills and expertise while developing their entrepreneurial mindset. In fact, Forbes described coaching as a ‘secret start-up superpower'.   In the latest episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) discusses founder coaching with Richard Fifield (Founder and Director, Realise).    Listen in as they discuss the importance of coaching, how it can help common challenges in different growth stages of companies and if founders need to be coached differently due to their gender.   They also review what coaching advice Richard has given to founders that they have found the hardest to implement, and why this may be. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website , or anywhere you get podcasts.

For any leader overseeing a sales team, alignment between the SDR and AE should be a primary objective. Strong alignment encourages collaboration, driving success from the top of the funnel and pipeline to help hit revenue goals. This isn't to mention the years of experience an AE can hand down to an SDR. By providing the right guidance and mentoring, an SDR can ramp up much faster, ensuring that they can effectively communicate messaging and target the right accounts. Alignment isn't just for the SDRs either, as the AE will see plenty of benefits, too. After all, who wouldn't want more pipeline and more customers to work with? In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) sits d own with Ken Koppelman (Director of Sales Development at Redica Systems).  Listen in as they discuss how to build relationships between SDRs and AEs for sales success, perfecting alignment between the two roles and the benefits of doing so. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts , Spotify , our website , or anywhere you get podcasts.

When businesses need to reduce their spending, marketing is often one of the first areas to be cut. This is, no doubt, because some business leaders doubt the importance of investing in a solid marketing strategy. They either label it as non-essential and prioritise other spending activities or simply believe their business can survive on the bare minimum. Yet this can have detrimental effects on business growth, which business leaders will prioritise as a recession looms. Rather than cutting back on marketing, there should instead be a focus on analysing and fool-proofing your strategy as the market begins to turn. In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) sat down with Nadia Milani (VP of Marketing, Proposify).  They discuss the importance of marketing during a recession, as well as best practices recommended to help accelerate growth and how marketers should adapt to overcome the challenges of an economic downturn. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

There's only one thing that is worse for salespeople than hearing 'no', and it's 'I need to think about it'. Customer indecision is not only frustrating to deal with, particularly when a salesperson has gone through the entire process of pitching only to end up with no certain answer.  This hurdle is all too common; in fact, research shows that 40 to 60% of sales pipeline is lost to no decision. What is less common, however, is the knowledge of how to overcome it successfully.  In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) sits down with author Matt Dixon to discus s his new co-authored book, The Jolt Effect. Packed with the latest research in customer indecision, practical guidance and myth-busting analysis, The Jolt Effect offers a new approach to tackle the dreaded ‘I need to think about it'. Aurelien and Matt discuss the concept of the book, as well as why addressing a customer's fear of failure is so important and some of the most psychological insights that have come out of their research. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

It's no secret that the tech sales industry is predominantly male-dominated. Statistics indicate that only 25% of the sector's salespeople are women and only 12% of these women are in sales leadership positions. In honour of Women in Sales Month, Catarina Hoch (VP of Global Marketing, Operatix) sat do wn with Hannah Allen (Operations Director, Operatix). Both women started their careers as SDRs at outsourced sales agency Operatix, climbing up the ladder with sheer determination and drive to perfect their craft. Listen in as they delve into the main misconceptions about working and succeeding in tech sales, offering advice to women who have the same entrepreneurial enthusiasm to become trailblazers in the industry. Hannah shares how she transitioned from an inexperienced SDR to a highly regarded EMEA Operations Director in just five years, as well as the obstacles she has encountered and overcome during this time. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

There has been tremendous growth in the technology sector in recent years - but is this all going to change? Tech has always been regarded as a thriving industry; VCs were injecting money into vendors, companies were propelled into hypergrowth mode and momentous valuations were increasingly common. However, with talks of an economic downturn looming, the narrative is already starting to change. Vendors are laying off staff and companies are shrinking. But what is the real impact of the economic recession? Will it be as harmful as predicted, or are people simply responding to fear? In this episode of B2B Revenue Acceleration, Aurelien Mottier (CEO and Co-Founder, Operatix) discusses this topic with Didi Dayton (Head of Platform and Community, True Search). Listen in as they give their opinion on how the economic downturn will impact the tech industry, as well as tips on how revenue leaders can keep growing their businesses during this uncertain climate. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

When attempting to close more deals, it's common for business leaders to focus on making new connections and building brand awareness with prospective customers. While this is an important step in accelerating sales, they often forget to leverage their existing business relationships and personal contacts. After all, a previously loyal customer moving jobs is a great trigger to engage in a sales conversation. It's also all too common for companies to fail in effectively keeping track of the aforementioned contacts, or to simply forget to nurture the relationship and keep in contact consistently. Leveraging buyer job movements can drastically help to increase closing rates and boost revenue growth, so it's well worth sustaining and strengthening network connections. To help with this, our host Aurelien Mottier (Co-Founder and CEO, Operatix ) sat down with Christian Kletzl (CEO at UserGems). They discuss best practices for leveraging both current relationships and buyer movements to win more deals, as well as interesting statistics that prove its importance. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Geographical expansion opens up a host of new opportunities, allowing you to tap into a new pool of both clients and talent. It's a logical step for many businesses looking to grow and increase sales, as well as solidify brand awareness. However, many people underestimate the impact cultural differences can have on business relations, both internal team members and external stakeholders. Not only can this have an effect on the way you do business, but it can make it more difficult to protect company culture. It is important to strike a balance between incorporating the company's culture and respecting the customs of new territories. In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO at Operatix) sat down with David Wall (Founder & CEO at Unaterra). They discuss the common mistakes companies make when setting up a business internationally, cultural differences to be aware of and how to respect them while still upholding the company culture. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

In an age where LinkedIn is at our fingertips, building a stellar team of sales development representatives may seem easy, but it is far more complex than it appears. There is much more to the task than simply scrolling through people's prior experience, recruiting the most qualified candidates and leaving them to their own devices. Rather, defining and identifying key characteristics is vital - but that's only the first step in creating a successful sales team. Your job is not only to find the right fit for the job, but also to shape and mentor them to truly reach their potential. In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO at Operatix) sits down with Dave Sherry (Senior Manager Business Development & Sales – EMEA at Gong) to discuss identifying, training and managing sales development representatives. Join the conversation as they dive into what traits make a great SDR and how to find them, as well as how to help them develop their skills. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

A core driving factor for most business owners is, understandably, the need to maximise revenue and accelerate business growth. Yet this is often easier said than done, with periods of stagnation and an ever-changing market causing a halt in progress. This isn't to mention the mistakes commonly made by entrepreneurs, many of which can push your business ten steps backwards rather than forwards. To overcome this, you must adapt your strategy and look at new techniques to expedite both growth and revenue. This is where Strategy Sprints come in - a technique that creator Simon Severino (CEO and Business Strategy Advisor of Strategy Sprints) says will have drastically positive results. In the latest episode of B2B Revenue Acceleration, our host Aurelien Mottier (CEO and Co-Founder of Operatix) sat do wn with Simon to discuss the Strategy Sprints methodology. Listen into their conversation as they discuss how the method improves operations and accelerates business growth, as well as the habits successful entrepreneurs should have, business best practices and mistakes to avoid. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Traditional sales professionals are often under the impression that you're either naturally talented at the art of selling or you just don't have what it takes to be successful. Yet some of the best sales representatives are those that are nurtured and thoroughly trained, starting with just a passion to become the best they can be. While there may be some traits and a level of confidence preferred when recruiting and mentoring sales professionals, great salespeople are made, not born. Aurelien Mottier (Co-Founder and CEO of Operatix) sat do wn with Matt Milligan (Co-Founder or Uhubs) to discuss this concept. Join the conversation as they explore how technology can help mentor people into great salespeople, soft skills that can be developed into first-class sales skills and why managers are an integral part of building a successful team or SDRs. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Understanding the ideal customer's journey is paramount when building and launching a marketing plan, allowing you to influence their decision with various touch points along the way. It should go without saying that data and marketing go hand-in-hand, particularly when creating a strategy that not only engages, but converts. Creating targeted content aimed at your business's ideal customer profile (ICP) is not as simple as it may seem. First, you must understand who is of value to your business, and then map out their journey before understanding how your marketing tactics can positively impact the steps towards revenue. In the latest episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO of Operatix) sat do wn with Steffen Hedebrandt (Co-founder at Dreamdata.io) to discuss how to go about mapping the customer journey toward revenue. Listen in to their conversation, with critical points including what data should be used to define a marketing strategy, the importance of creating a detailed ICP and why you should turn away customers that don't align with it. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Sales emails do not have to be complex, nor do they have to be particularly lengthy - in fact, the most successful campaigns tend to be those that cut to the chase. They're quick, concise and tailored to the recipient. After all, the key decision-makers that salespeople target are unlikely to have the time to read a detailed, novel-like email. This rings particularly true if the content isn't relevant to their specific needs and pain points. You must grab their attention and pique their interest in just a few short sentences, a skill that is much easier said than done. Sales emails have long been part of every salesperson's toolbox, but it's a skill that can take time to be developed. Creating compelling email campaigns may be the goal, but they can simply be taken as spam if not created correctly. In this episode of the B2B Revenue Acceleration podcast, our host Aurelien Mottier (Co-Founder and CEO of Operatix) is joined by Ollie Whitfield (Growth Marketer at VanillaSoft). They discuss how best to go about creating compelling sales emails, including best practices for structure, language and eye-catching subject lines. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Many business leaders have their goals focused largely on customer acquisition - yet this is only the tip of the iceberg when it comes to staying profitable.  When it comes to the SaaS industry, revenue really lies beyond the acquisition stage in customer retention and expansion. Neglecting customer success and recurring impact means forgoing the often easiest opportunities for business growth and profitability.  After all, it's often less expensive and time-consuming to expand the relationship with a current customer than it is to acquire a new one.  In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (CEO and Co-Fou nder, Operatix) sits down with Shari Johnston (Partner & Bo ard Member at Winning by Design).  They discuss the Recurring Revenue Bow-Tie Model, detailing what this strategy entails, the benefits of introducing it and the importance of aligning your business around recurring revenue.  To hear this interview and many more like it, subscribe to B2B Revenue Acceleration onApple Podcasts, Spotify, our website, or anywhere you get podcasts.

Developing a go-to marketing strategy is essential in not only defining who you're customer base is but also how to go about targeting them effectively. After all, there's little point in having a product or service if there's little to no visibility to your ideal customer, no matter how outstanding you believe it may be. Your product cannot sell itself nor build its own brand and define itself in the market - this is where a well developed go-to marketing strategy is essential. Our host, CEO of Operatix Aurelien Mottier, sat down with Pete Crosby (Executive Coach and Founder at Pete Crosby Revenue) to hear his expert insight into how businesses can get the very best results out of their go-to marketing strategy. Dive into the episode below to understand the fundamentals of go-to marketing, as well as common mistakes to avoid and frameworks that'll help you understand where your current strategy may need development. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Marketing attribution is an essential part of any business, with long-term data helping to optimise spend while connecting the dots between strategies and growth. After all, it's no secret that data-driven marketing plans that utilise reliable audience insights are the most successful.  However, the increasing rate at which the digital world of sales and marketing evolves can make it particularly difficult to accurately predict how best to target leads. A consumer's path to purchase is no longer as linear as it used to be, making tangible marketing attribution software a key investment.  In this episode of B2B Revenue Acceleration, our host CEO of Operatix Aurelien Mottier sat down with the CEO of Proof Analytics Mark Stouse to discuss using marketing attribution in the increasingly complex digital world. From understanding exactly what this term means to common misconceptions, discover expert insights into marketing attribution in today's episode.  To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Anyone with a sales team knows how difficult hiring and onboarding can be - particularly as the demand for skilled, experienced SDRs grows. While you may have considered the lengthy timescale and cost of hiring a sales team, you may not have factored in one of the most frustratingly common problems sales managers face - the high rate of churn. Maybe you've nailed the process of finding and hiring a talented SDR, but holding onto them is another factor entirely. Career SDRs are seemingly few and far between, with employees often using the role as a stepping stone to becoming an Account Executive or Marketer. In this Episode of B2B Revenue Acceleration, Founder and CEO of Growth Genie Michael Hanson chats with CEO of Operatix Aurelien Mottier and COO of Operatix Robert Westell. They discuss how Operatix implemented an internal career path to help keep their top talent on board, motivated and consistently developing, as well as the importance of doing so. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration onApple Podcasts,Spotify,our website, or anywhere you get podcasts.

In the midst of rapid digital transformation, old school marketing and sales strategies are no longer effective. In fact, they're probably driving your customers away. In this exciting conversation with Latané Conant, CMO at 6sense, we'll get her unique perspective on how best to approach your business development tactics. After joining 6sense in 2018, our guest had something of an epiphany. Why cold call and force prospects to fill out endless forms when we can leverage the vast quantity of data we already have? She decided to test her methodology, and it's an experiment that's paid off with a valuation of over $5 billion and consistent, sustainable growth. Check out the full episode to learn how you can use intent data to reach new heights of revenue. More information about Latané and her groundbreaking work: LinkedIn profile: https://www.linkedin.com/in/latane-conant/ Company website: https://6sense.com/ No Forms. No Spam. No Cold Calls: The Next Generation of Account-Based Sales and Marketing, by Latané Conant      To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Does it ever make sense to outsource the whole SDR team? If you do, what questions should you be asking and what expectations should you set?  Hear our conversation with Aurelien Mottier, CEO and Co-founder at Operatix: How much to outsource Need for speed, especially for startups A mindset of inclusivity for outsourced team members   More information about Aurelien and today's topics: LinkedIn Profile: https://www.linkedin.com/in/aurelienmottier/   Company Website: https://www.operatix.net/    To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts,Spotify , our website , or anywhere you get podcasts.

Sales development has come a long way and is an increasingly vital component to any successful business. Though it's something many businesses can't live without, the function is often neglected by leaders, who fail to invest in it or the experience for the employees charged with making a success. That's why I invited David Dulany, Founder and CEO of Tenbound, onto the show. He brings a wealth of experience in sales development and knows first-hand how to get the most out of your sales development. In this episode, we discuss how sales development has changed drastically in the last decade, why AI won't be taking over the SDR position any time soon, and why companies need to invest more into the role and improving the experience for their hires. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Prospecting email is not designed to get somebody to buy your service or product. It's a personalized one-to-one message that does one thing: it shows how you think you can help that business. In this episode, we speak with Stephen Harlow, Chief Sales Officer at Sopro, about his winning email marketing strategy with a 15% response rate. Join us as we discuss about email marketing's goal to start conversations, how to write a short email without fluff but with personalization, the relationship between email and LinkedIn, and optimizing email timing and frequency Check out these resources we mentioned during the podcast: The State of Prospecting by Sopro To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Gamification is more than a buzzword. It's a proven way to motivate, revitalize, and inspire your team to great results. In sales, gamified initiatives can have ripple effects that reach every corner of your company. With strategic implementation, consistency, and intentional connection, you can build a system that recognizes accomplishments and rewards through personalized incentives. To paint a more detailed picture of gamification, we had Brian Trautschold, Co-founder & COO at Ambition, on the show to discuss the approach of making work fun without losing productivity. We covered the benefits of gamification, ways to track team accomplishments, personalizing incentives, and more. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Building a sales development team is a feat worth investing in, that much is becoming common knowledge in the business world. Understanding exactly how to budget for an SDR team is the first hurdle to creating a successful team, yet is undoubtedly one of the most important. After all, it's not just the salary that needs to be considered. SDRs not only have to be hired but onboarded, managed and provided with a tech stack to ensure success. While necessary, these elements can take a significant chunk out of your budget, so it's essential to account for this when allocating finances to creating a team of SDRs. To shed some light on the deliberation process, we sat down with Dan Seabrook, Vice President of Sales at Operatix, to discuss how to budget for SDRs. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

It's no longer enough to have a great product. Today, people are only going to buy from you if they feel like you care about them. If they feel like you're likeable, personable, and easy to talk to. In other words, social selling is the name of the game. But how do you go about building a brand for yourself? How do you establish a reputation as a social seller without coming across as fake or plastic? It takes a lot of work, to be sure. Thankfully, we had Daniel Disney, Founder & Owner of The Daily Sales, on the show to talk to us all about social selling. We covered the biggest mistakes people make around social selling, best practices on how to get the most out of social selling, the most underutilized tool on LinkedIn for social selling, tips for building your personal brand on LinkedIn, and more. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

With a title like “the UK's Most Hated Sales Trainer,” you know that you're likely going to ruffle some feathers. You're going to make some people uncomfortable. Because you've likely not achieved that title by telling people what they want to hear. Which is why, on this episode of B2B Revenue Acceleration, we sat down with Benjamin Dennehy for a conversation all about his career journey and how he came to be known as the UK's Most Hated Sales Trainer. We talked about Benjamin's sales and prospecting best practices, why anybody can have a career in sales, why you shouldn't automatically hire someone with sales experience for your sales role, the pros and cons of LinkedIn Prospecting, and the right ways to use CRMs as an SDR. To hear this interview and many more like it, subscribe to the B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

The years 2020 and 2021 have thrown so many curveballs at B2B marketers. While we're all planning for 2022, Matt Heinz, President at Heinz Marketing, joined us to share his predictions for what's coming over the next year and beyond. We discuss main trends expected in 2022, tech and tools marketers should explore, supporting the buyer journey and overcoming resistance, business events, and where to channel your budget. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

The COVID-19 pandemic has changed many of the ways we interact with each other, and business is no exception. With many opting for video calls over in-person meetings, it's opened the door to the bigger question: How can we use video technology to differentiate ourselves from competitors? On this episode of B2B Revenue Acceleration, we talk with Tyler Lessard. Tyler is the VP Marketing and Chief Video Strategist at Vidyard, and was kind enough to come on the podcast to discuss all the “Do's & Don'ts” of Video Prospecting. This episode includes the following topics: the biggest opportunities with video in sales, how to craft a strong, tailored message to prospects, video prospecting mistakes to be mindful of, the mass adoption of video technology, and its use as a prospecting channel. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website.

A lot of SDR managers become SDR managers simply because they were very good reps. They excelled at their roles as SDRs, and so by virtue of their skill, they're promoted to be an SDR manager. Which is great for them. But often, what doesn't get trained are simply expectations. What is expected of an SDR manager is very different from what is expected of an SDR. It requires a different mindset. A different focus. How can SDR managers set their teams up for success? On this episode of B2B Revenue Acceleration, we talk with Kyle Coleman. Kyle is the VP of Revenue Growth at Clari and was kind enough to come on the podcast to talk about some great topics this episode. Some of the topics included the 4 key things SDR leaders need to be doing to build successful teams, the soft skills that SDR leaders need to have in order to succeed, why we see SDRs more often progress into AE roles than SDR manager roles, and how to identify if an SDR is a good candidate to progress to an SDR manager. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

One third of companies are in a mature stage of their ABM journey, one third are only a year or so into the journey, and one third haven't even started. ABM is still very much in its growth stage — not at all losing its momentum but rather gaining it as organizations appreciate what modern ABM can really do. In this episode, we interview Declan Mulkeen, CMO at strategicabm, about how personalization and technology (and partnership with sales) define modern ABM. We discussed how ABM has rebounded after the pandemic, automating ABM with vendors, the definition of modern ABM, the power of storytelling, and why ABM doesn't work without sales teams. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

For this episode of the B2B Revenue Acceleration Podcast, we will be airing again one of our most listened to episodes: “How to Tell Your B2B's Brand Story”. This episode was first published in 2018 when we started our show and it's as relevant as ever at this time of the year when Sales & Marketing leaders prepare their Go-to-Market plans for 2022. … Breaking through the noise in a loud and crowded market is tough. How do you make sure your messaging is being heard in a sea of competition? Ken Rutsky, the author of Launching to Leading: How B2B Market Leaders Create Flashmobs, Marshal Parades and Ignite Movements has created an 8-layer cake for B2B messaging that helps brands tell their story and stand out. He spent many years in product marketing in Silicon Valley, and he specialized in security, infrastructure, and business applications in the sales & marketing automation space. Now he helps companies define their message clearly. Ken shows businesses how they can build their brand through storytelling to accelerate revenue.

Don't build a community because you just want to be in charge of something or have a captive audience to sell to. Build a community because you genuinely want to help others without asking anything in return. Over the years, this will bring so much good into your personal and professional life. In this episode, we interview Sam Jacobs , Founder and CEO at Pavilion , about how he grew a small group of New Yorkers into a community of over 6,000 global leaders. We discussed the evolution from Dinner Club to Revenue Collective to Pavilion, having long-term goals in a short-term environment, some of Pavilion's successful initiatives, the launch of Pavilion University, and supporting each other as a way of doing business. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website.

SDRs talk about how hard it is to be rejected when cold calling — and it is. But it's also hard for the person on the other end of the phone to reject. Reps need to make the conversation about the person that they're cold calling both to overcome call reluctance and to change cold calling's bad reputation. In this episode, we interview Jason Bay , Chief Prospecting Officer at Blissful Prospecting , about why people hate cold calls so much and what SDRs can do about it. We discussed why starting a conversation is the whole point of cold calling, the success of permission-based openers, avoiding prospecting narcissism with customer-centricity, and what sales leaders (and SDRs) can do to combat call reluctance. Check out this related episode: Episode 110 w/ Sam Nelson, “Ramping Up SDRs: The First 90 Days” To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website.

It's harder than ever to find talented Sales Development Reps (SDRs) - even hiring the finest talent doesn't mean they will be successful if they don't go through a well-structured onboarding and ramping process. Their first 90 days will show you who will break and who will win.In this episode, we interview Sam Nelson, SDR Leader at Outreach, about his unique and effective onboarding process for SDRs. Join us as we discuss the advantages of grouping all your new SDRs together (known as the Agoge Tribe at Outreach), indicators of successful SDRs, what effects COVID has had on remote onboarding, and what to watch at one week, one month, and the first 90 days. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website.

Something people often get wrong in leadership is prioritizing their need to be liked over what's best for their employee. In reality, caring for the employee means showing kindness by telling the truth, even when it's challenging to share or hear. In this episode, I interview Wendy Harris, Head of EMEA at Gong, about how applying the principles of radical candor has changed her leadership style. In this episode we discuss: -Her new role as Head of EMEA at Gong -An overview of Radical Candor (the book and the practice) -Dos and don'ts for newer leaders -Building a culture of giving and receiving feedback Check out these resources we mentioned during the podcast: -Radical Candor by Kim Scott Wendy Harris can be found on LinkedIn here: https://www.linkedin.com/in/wendyharrisirl/ To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Buyer experience and customer experience aren't the same. There's a lot of overlap, but buyer experience comes down to the answer to this question: How does the buyer want to buy? In this episode, I interview Josh O'Brien, Cofounder at RevShoppe, about best practices for creating a consistent buyer experience across the funnel. Josh and I discuss how buyer experience relates to channel, brand, and persona, how to create a sensitive and personalized buyer experience, the importance of the psychological profile, and technologies that contribute to best buyer experience practice. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Revenue operations, or RevOps, has entered the revenue conversation. Because it's a newer role, many leaders are trying to wrap their heads around what it is and whether they need to implement the function at their company. Megan Heinz, Director of Revenue Operations at Mainsail Partners, and Mark Kelly, CEO at NewEdge Growth, join the show to define RevOps and to explain why it's so important. We discuss how RevOps is different from sales ops, how to measure RevOps success, the challenges of implementation (including when you should do it), and finding the right people for your RevOps team. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Misalignment stymies the development of your business. If your sales, marketing, and customer success teams aren't working towards the same goals, it leads to friction and inconsistency in the customer experience — and that ultimately takes a toll on growth. Mike Simmons, CRO of Cybsafe, has developed a methodology he calls DARE that tackles the issue of alignment and he breaks it all down in this episode. We talk about what DARE stands for, how to get teams to work together towards an overarching goal, the biggest challenges with alignment, and how to measure alignment. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

In this day and age, it's almost impossible to successfully scale and grow your business without the help of outside partnerships. That's why a hybrid sales development team might be your best bet. Elaine Chan, former Sr. Director of Inside Sales at Illumio, joins the show to share how outsourced SDRs infuse your inside sales program with a useful diversity of knowledge and skill. We discuss what it means to have a hybrid team, the advantages and challenges of hybrid models versus employing an internal team, and the most effective usages of a hybrid model. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Everybody is looking at data. Whether from a privacy standpoint, or a productivity standpoint, data is king. But how do you harness that data to inform good decision making? In this episode, we interview Todd Abbott, CEO at InsightSquared, about utilizing data & technology to create scalable sales processes. We talked about the key elements to consider when trying to build a scalable sales process, what data points you need to collect, and the biggest mistakes companies make when trying to scale their sales processes. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

What makes a great business development professional? And how does business development differ from sales development in the first place? In this episode, we interview Lucia Piseddu, Founder at The BD School, about the differences between sales development and business development. We talked about unlocking a BDR’s creativity, the 4 traits of a successful business development professional and “a difference in goals: sales versus opportunities' . To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

The 2021 Sales Development Report from The Bridge Group is out. We invited Matt Bertuzzi, Director of Ops at The Bridge Group, to unpack the state of sales development and share the trends expected for this year. Our conversation covers many important topics, like how to expand your SDR talent pool, comparing report data to assumptions about the effect of the pandemic, the methodology behind the report, and contributing audiences, defining quality conversation and the best medium for it, and lastly, quotas: if any experience is essential for meeting them, and other complexities. Check out the full report on this link: The 2021 Sales Development Report. Want to hear more? Find us on Apple Podcasts, Spotify, or here. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Years before the Covid-19 pandemic made remote work the norm, Jack Mardack, cofounder of global HR platform, Oyster® was building his vision of a world in which, through remote working, people could have a great career wherever they’re at in the world. But where are we headed when it comes to post-pandemic productivity and how can we hire talent remotely? Will we lean more towards remote work, in office work, or somewhere in the middle? We talked about the transformation of knowledge work, positive and negative impacts of remote work, and the pros and cons of going back to the office. OPTIONAL: Check out these resources we mentioned during the podcast: Jack Mardack, Cofounder of Oyster , and Leaning into the Future of Work. Want to hear more? Find us on Apple Podcasts, Spotify, or here. Listening on a desktop & can’t see the links? Just search for [B2B Revenue Acceleration] in your favorite podcast player.

It’s the dream of many tech companies — becoming a unicorn,meaning that the company has reached a valuation of $1 billion. On this special 100th episode, we hear stories from a panel of guests about how their companies reached or helped other companies reach that milestone, the challenges they encountered along the way, and the tips they have for others aiming to do the same. Our panel includes: Didi Dayton, Partner at Wing Venture Capital Dimitri Sirota, CEO of BigID Thomas Been, CMO at Druva Thibaut Ceyrolle, EMEA Founder at Snowflake To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Product-Led Growth is defined as a go-to-market strategy that relies on using your product as the main vehicle to acquire, activate, and retain customers But how to know if it’s the right strategy for your business? In this episode, Jimmy Fong, Chief Commercial Officer at SEON, joins the show to explain how product-led growth introduces a potent dynamic to customer engagement. We talked about ways to implement product-led growth, focusing on time-to-value, and learning from B2C marketing. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can’t see the links? Just search for The B2B Revenue Acceleration Podcast in your favorite podcast player.

There are over 58 million sales people across the globe… and most of them are without formal higher education in sales. The drive to take sales education more seriously needs to come from within the industry. Recently on B2B Revenue Acceleration, I had a chance to discuss with Paul Fifield, CEO and Co-Founder at Sales Impact Academy, why we need to take sales education to the next level. We talked about how to adopt a learning mindset, the prevailing need for sales education, not sales training, and what it means to educate with buzz. Check out these resources we mentioned during the podcast: Paul found Predictable Revenue inspiring. Learn about sales education at salesimpact.io. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Sales is often perceived as the revenue driver in organizations, but behind every successful sales team, lies an effective marketing function. In this episode, we interview Florence Broderick, VP of Marketing at CARTO, to talk about marketing as a revenue driver. What we talked about: A viewpoint shift about marketing, 2 reasons sales matters so much to marketing, Companies value marketers with sales experience. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

Just because a prospect matches your buyer persona, it doesn’t mean they want to buy your product. You’ve got to find triggers or signals to get in front of accounts more likely to be in the market for a solution like yours. In this episode, we interview Mark Colgan, Co-Founder and CRO at Speak On Podcasts and Outbound Prospecting Coach at Sales Impact Academy, about how to get your lead research right. What we talked about: Only 3% of your market are actively buying How to leverage relevant research What happens when you reach people who want to buy Check out these resources we mentioned during the podcast: Mark’s 20-minute webinar about the playbooks The Ultimate Sales Machine by Chet Holmes To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

When you can’t meet with buyers face-to-face anymore, where do you meet them? You must go to their preferred channel and create a sales experience there. In a recent episode of B2B Revenue Acceleration, we welcomed Jake Dunlap, CEO at Skaled Consulting, to talk about what to expect in the B2B sales world in 2021. What we talked about: Predictions for B2B sales in 2021 2020 trends that will stick The main focus areas for B2B sales To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

What does it take to be successful in Cloud Enterprise Sales? How will the enterprise cloud sales market look like the next 5 to 10 years? Recently on B2B Revenue Acceleration, we spoke with Paul Melchiorre, Operating Partner at Stripes, about the qualities of cloud sales professionals and the future of the market. What we talked about: Becoming a first-time author 4 essential traits of a cloud enterprise sales professional The enterprise cloud sales market in the next 5 years OPTIONAL: Check out these resources we mentioned during the podcast: Paul’s book is Selling the Cloud To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

Scaling your business in Europe is no easy thing. Local knowledge, dozens of languages, tiny budgets, and brand awareness are just a few of the difficulties you’ll have to overcome. In this episode, I interview Henrique Moniz de Aragão, VP and GM, EMEA at G2, about the challenges of breaking into the European tech market. We talked about overcoming stereotypes about the European buyer, 3 essentials for scaling in Europe and, Pros & cons of scaling at startup or enterprise. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.