B2B Revenue Acceleration: Recent Episodes
Operatix
B2B Revenue Acceleration: The Podcast for Technology Leaders is a podcast dedicated to helping software executives stay on the cutting edge of sales and marketing in their industry. Whether you’re looking to follow emerging trends in B2B technology, learn from venture capital experts about their latest strategies, hear about pipeline and revenue acceleration tactics, or simply get more mileage out of your demand generation, this is the podcast for you. Each episode features topics like: channel strategies, B2B marketing tactics, account-based selling, C-Suite engagement, lead generation, demand generation, pipeline generation, revenue growth, venture capital, market entry, local markets, capital investment, qualified sales opportunities, and more.
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.
Interested in this topic? You can find out more about customer journeys here.
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-market strategy is essential in not only defining who your customer base should be but also how to go about targeting them effectively.
After all, there’s little point in having a product or service if there’s 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-market 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 market strategy.
Dive into the episode below to understand how to get your fundamentals right, 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?
In this special episode of B2B Revenue Acceleration, Aurelien Mottier, CEO and Co-founder at Operatix joined David Dulany, Founder and CEO at Tenbound at the latest Sales Development Conference.
Here, they take a look at the Sales Development Outsourcing Survey 2022, which offers an exclusive look into the state of the industry. As well as this, they discuss:
- How much to outsource
- Need for speed, especially for startups
- A mindset of inclusivity for outsourced team members
More information about today's guests:
- Aurelien's LinkedIn Profile: https://www.linkedin.com/in/aurelienmottier/
- David's LinkedIn Profile: https://www.linkedin.com/in/davidkdulany/
- Operatix 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.
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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.
Deciding whether to focus on revenue generation or on brand building can feel like the two halves of the brain being at war. The truth is that organizations need to nurture both building their brand and generating revenue at the same time. But how?
In this episode, we interview Efrat Fenigson, VP Marketing at Mindspace and Co-founder at G-CMO, about revenue generation versus brand building.
We talked about the left side & right side of the brain, actionable strategies for sales & marketing alignment, and the case for building brand.
Check out this resource we mentioned during the podcast the G-CMO podcast is Marketers In Capes and G-CMO has even more podcast resources.
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.
Pre-pandemic, the average connect rate for a cold call is about 4%.
That has actually increased by about 1% — which doesn’t sound like much, but which has huge implications for your outbound sales cadences and how to get them right.
In this episode, I interview Michael Hanson, Founder and Sales Consultant at Growth Genie, about mastering outbound sales cadences.
We talked about how to be targeted & personalized, but at scale, shifts in outbound marketing, and why you need 30 touches.
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.
During the lockdown, it has been a challenge for most of us to build relationships with employees, clients, suppliers, and teams in our new virtual world.
That’s because most of us have yet to grasp that virtual presence is important — and trainable.
Recently on B2B Revenue Acceleration, we interviewed Dieirdre McGinn, Executive Coach and Founder at StepUpStepIn, about building relationships in a virtual world.
We talked about the 2 foundations of virtual presence, Deirdre’s virtual presence framework (See, Hear, & Feel), and how to deepen virtual relationships with trust.
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 it comes to international expansion,outbound sales is the quickest way to generate pipeline and revenue.
In this episode of B2B Revenue Acceleration, our host Aurelien Mottier interviews Alfie Marsh, Head of US Sales at Spendesk, about the importance of outbound sales when a company is expanding internationally.
We talked about the SDR role in building pipeline as well as their importance in assessing product-market fit when a company is expanding into new territories.
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.
Companies are choosing to outsource services much more than they were 6 months ago.
Particularly for sales development services, but in many other functions, too.
Recently on B2B Revenue Acceleration, we featured Dan Seabrook, VP of Sales at Operatix, on why outsourcing sales development is on the rise again.
We talked about 3 reasons people are seeking outsourcing more than 6 months ago, changing client expectations, outsourcing: Cost vs. Flexibility, and the build and transfer model of outsourcing
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.
There is no doubt that businesses all around the world have been impacted by COVID-19. But how has it impacted the ISV community? And how have vendors reacted to support their partners to thrive?
To find out the answers to these questions, we invited Michelle Auchinachie, Head of ISVs - UK at Sage, as well as two of Sage’s ISVs: Steve Jemmott, Sales Manager at Sicon, and Michael Ford, Founder & CEO at Castaway Forecasting.
You’ll hear from Michelle about the vendor side of supporting their strategic partners. Steve provides an ISV perspective on how he felt supported to continue growing and operating successfully, while Michael talks to us about how other vendors have handled the situation.
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.
People in distinct regions tend to respond differently to prospecting efforts.
Digging deeper into the differences between sales prospecting in Europe and the U.S. are Operatix’s Sales Operations Lead, Stephen Chase (Texas), and Head of Training & Development, Joe Grieves (UK).
We chat about the intricacies of prospecting in Europe and the U.S., 3 unique prospecting methods to try out, and changes in sales prospecting due to the pandemic.
Connect w/ Stephen on LinkedIn or email thesalesweasel@gmail.com. Connect w/ Joe on LinkedIn.
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.
Whose fault is it when sales & marketing aren’t aligned?
Not sales… not marketing…
100% of the time, it’s leadership.
In this episode, we interview Andy Culligan, CMO at Leadfeeder, about how to align sales and marketing.
We talked about: Sales & marketing don’t talk because their leaders don’t talk, the role of the CEO, CMO, CRO, and CFO in creating alignment, and 4 steps to creating the alignment you desperately need.
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.
The IT channel landscape is never going to look the same again.
There are 4 stages to responding to disruption. Which one are you in?
In this episode, we interview Barrie Desmond, Head of Global Marketing and Business Development at Exclusive Networks, about thriving during disruption in the IT channel.
We talked about four main ideas. First, accepting the next normal & not looking back, second, the 4 phases to responding to disruption: react, recover, reflect, reimagine, third, why you need evergreen enterprise, and lastly, 2 spaces where the IT channel should reimagine
Check out this resource we mentioned during the podcast: Barrie’s LinkedIn post about the next normal
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.
About 75% of B2B buyers are Millennials now.
Millennials hate buying from companies. They want to buy from people — as frictionlessly as possible.
It’s time to humanize ABM.
In this episode, we interview Alex Olley, Co-Founder and Head of Revenue & Marketing at Reachdesk, about 3 steps to humanizing ABM.
We talked about, the wrong way to go about ABM, 3 steps to humanizing ABM (hint: focus on the SDRs), and ABM isn’t just a marketing thing, it’s for everyone
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 the 2nd anniversary of the B2B Revenue Acceleration podcast!
Our anniversary episode is dedicated to you — our clients, partners, and friends — who bring so much value to the work we do.
We are privileged today to hear from 5 outstanding guests, Didi Dayton, Partner at Wing Venture Capital, Nathan Burke, CMO at Axonius,Bob Kruse, CRO at Obsidian Security, Timm Hoyt, Global VP, Partner Sales & Alliances at Druva, and Patrick Conte, VP of Business Development at Fortanix, about their best strategies for B2B revenue acceleration.
What we talked about:
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The best sales, marketing, & channel tactics for the global pandemic
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What is & isn’t essential right now
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Focusing on quality rather than quantity
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Positioning yourself for B2B revenue acceleration in uncertain times
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.
You don’t have to be an executive to be a sales thought leader.
Actually, if you position yourself as a consultant for purchasing decisions, you’ll begin to see people who trust your transparency coming to you for sales.
In this episode, we interview Jeremy Brown, Content Marketing Manager at Crunchbase and Founder at Startups Give Back, about sales thought leadership goals and tips.
We talked about: transparency in sales thought leadership, building the “lead generation engine," and five actionable tips for establishing your personal brand.
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.
CEOs are getting 250+ emails a day, mostly automated. What if you knew how to leverage all of our existing technologies to create omni-channel blends?
Upping your TQ — that’s technology quotient — is the future of sales engagement.
In this episode, I interview Justin Michael, Regional VP of Sales at YouAppi, about the technology quotient missing from most reps’ skillset.
Justin Michael’s book is forthcoming in 2021, but you can actually read it now.
As marketers, our why should be the foundation of everything we do.
But we all too often lose sight of our why behind promoting our products and services.
In this episode, I interview Rob Hughes, VP and Head of Marketing for EU at Automation Anywhere, about the reasons marketers should hold on to their why more tightly than ever.
What we talked about: Keeping your why at the forefront, using your why to shape messaging for prospects & customers, Vision is more fulfilling than product, Linking your work to societal change will reignite your passion
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.
Attribution and measuring ROI are incredibly important elements of marketing.
But are we being victims of measuring marketing excessively and compromising on creativity?
In this episode, I interview Matt Fleming, Director of Marketing at Loadsmart, about measuring marketing.
We talk about: 3 flaws of over-measurement, how to measure brand awareness, the worst consequence of over measuring is loss of creativity, 20% of your budget should be brand affinity.
To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or our website.
Even if remote work was an option for your teams, chances are you weren’t 100% work from home before the COVID-19 pandemic.
Morale can be low and motivation even lower unless we purposefully stay connected with each other day by day.
In this episode, I interview Marianella Mace, CEO of Email Meter, about how she nurtures her team during the pandemic.
We talked about: the importance of individually checking in with team members for 10 minutes or so, when productivity is down, offer help, not criticism, and be agile by shifting industries or — as Marianella did — creating a new product.
Marianella also shared she has drawn on her Sandler training during the crisis
To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.
We’re perpetually marketing in an era of constant change.
Nothing in marketing ever stays the same because nothing in life ever stays the same, does it?
(All of us are thinking about ramifications of the COVID-19 pandemic right now.)
On a recent episode of the B2B Revenue Acceleration podcast, I talked with Mark Johnston, VP of Product Marketing at Domo, about how to hit a marketing target that’s always moving.
Check out these resources we mentioned during the podcast: Domo’s Coronavirus Tracker Daily Pulse, Measure What Matters by John Doerr
To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast
We're all getting a little fed up with COVID-19 by now, but we need to adapt to the new realities the pandemic has imposed on us.
No one knows when things will go back to normal, and in the marketing business we can't wait for that to happen, anyway. We have to go the extra mile now and help businesses keep pressing forward in the face of these challenges.
In this episode, I interview Robin Emiliani, one of the co-founders and partners at Catalyst Marketing Agency, about how to do B2B marketing in the midst of COVID-19.
We talked about: how companies are adapting to the changes brought on by COVID-19, the overnight shift from in-person events to virtual events, the Harvard Business Review study that proves that you shouldn't stop marketing, how sales has changed and what marketing can do to support the sales team now, and the #1 thing you can build during this time.
To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or our website.
The coronavirus certainly makes the #1 spot on everyone’s list of challenges.
Given that, however, B2B technology marketers tend to share the same 3 non-viral challenges year-round. Those challenges, if anything, are even more formidable in 2020.
In this episode, I interview Yotam Gutman, Director of Marketing at SentinelOne, about the top 3 challenges that marketers are facing… as well as the challenge that everyone is facing now — coronavirus.
We talked about: 3 evergreen challenges for B2B marketers, tactical tips for scaling globally, entering a new territory means understanding the local culture, and coronavirus challenges and changes.
To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or our website.
It’s not just marketing that is embracing an account-based approach. It’s everything.
ABX (account-based everything) will soon cease to be a buzzword because it’s just become the norm.
In this episode, we interview Emma Acton, Vice President Global Field Marketing at TIBCO, about implementing an ABX approach.
We talked about what ABX means, the 3 elements of an ABX approach, how to measure ABX, and how the goal of ABX is keeping a customer focus.
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.
No business is succeeding in a viable way unless its sales department is achieving.
Sales is the core driver of any business. That being the case, why are sales professions viewed with negative perceptions?
I recently interviewed James Ski, Founder and CEO at Sales Confidence, about how to elevate the sales profession.
On today's episode we discussed: the source of negative perceptions of sales professionals, how to recognize the strategic function of sales, why sales compensation should be shared with support roles, and the importance of focusing on mental health for sales leaders.
(Use the discount code Operatix50 for £50 off when registering for the Sales Confidence’s SaaSGrowth 2020 conference.)
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.
It’s a confusing world for tech companies. Especially for new tech startups looking for venture capital.
How do you set yourself apart from the rest of the tech companies out there? How do you make your company stand apart so that you ensure that you get that crucial injection of venture capital?
Thankfully it’s not quite as much of a mystery as it may seem.
On a recent episode of the B2B Revenue Acceleration podcast, we sat down with Anoushka Vaswani, a partner at Lightspeed Venture Partners for a discussion all around:
- What her firm looks for
- How tech companies can set themselves apart
- The hot technologies that are set to disrupt the market
To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.
Growth lies at the foundation of every one of our business goals.
Whether we aim to grow our employees, our customers, or our bottom lines, the focus on growth is paramount.
On a recent episode of B2B Revenue Acceleration, we got to hear from Liesbeth de Rooij, Manager Go-to-Markets & Customer Engagement at Proact, which helps customers with their IT roadmap.
What we talked about:
- The 3 slices of the Wheel of Value pie
- Which is more important, employees or customer experience?
- What to measure when you set KPIs
To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.
CISOs are bombarded with companies all making the same promise: 100% protection. How about technology companies took an honest tack for a change?
Being straightforward about your abilities — and eschewing impossible absolutes — will help you instantly cut through all the clamor.
On this episode, I interview Lewis Henderson, VP of Product Marketing at Glasswall, about standing out in a crowded market.
What we talked about:
- Creating your own category (content disarm reconstruction)
- Identifying invasive spear phishing
- Using storytelling to promote your customers’ successes
- Transparency and humanity are more important than absolute language
Check out this resource we mentioned during the podcast:
- Lewis’s mini whitepaper about invasive spear phishing
If you’re wondering why Operatix, we’d love to tell you. Check out our lead generation team here.
To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.
According to recent research, sales is the largest business sector to experience high levels of work-related stress. This can come from working long hours, pressure to perform at critical moments, dealing with setbacks (or no’s), or from taking risks
We invited Ollie Sharpe on this episode to discuss stress management in the sales team environment. He gave us his best practices from his years of senior sales management at LinkedIn, SalesLoft, and CD Recruitment.
Ollie is currently the VP of Revenue for EMEA at SalesLoft. He recently took on this new role after 10 years at LinkedIn.
What we talked about:
- When it comes to stress, prevention is the best medicine
- Be human
- Be approachable
- Lead by example
- Understand your sales team, but don’t be a counselor
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- An example of hitting this ‘understanding’ balance
- A quick note on diversity and stress
- Setting expectations early on avoids stress
- Create happiness on your sales team to drive peak performance
- Are you doing the things that make you happy?
- Are you spending time with people you like to spend time with?
- Are you switching your brain off regularly?
Check out these resources we mentioned during the podcast:
- The happiness advantage by Sean Acre
- The Game Plan by Dr. Steve bull
- The Sales Acceleration Formula by Mark Roberge
- The Making of a Corporate Athlete, a Harvard Business Review article by Jim Loehr and Tony Schwartz
To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.
If you’ve been in tech long, you know about product marketers. But here’s the question:
What do product marketers actually do?
That’s the question we posed to Suda Srinivasan, VP of Marketing & CX at Obsidian Security.
What we talked about:
- The 101 on product marketers in B2B tech companies
- Some specifics on a product marketer’s role
- A product marketer is a quarterback
- Product marketer coordinates with the technical team
- Product marketing is a leveraged function
- Product marketers are not simply content creators
- A product marketer should be a problem-solver
- The most successful product marketers
To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.
Bill started his first company when he was 18. Since then, he’s founded and/or advised 27 different companies.
He doesn’t need a marketer to paint lipstick on his product — his experience speaks for itself. And, he’s taken that experience into action as the CEO of boomtime, a company that specializes in word-of-mouth marketing. But Bill Bice has a message for B2B sales teams: Be consultants. Use the challenger sales methodology.
And he came on this episode to tell us how to do it.
What we talked about:
- The best sales reps are already making their own sales material
- Who can become a challenger sales rep?
- The 5 archetypes of sales reps:
-
- The hard worker
- The lone wolf
- The relationship builder
- The challenger
- The problem-solver
- Position you company as an organization of consultants
- The challenger sale is basically word-of-mouth at scale
- The challenger sale is a long term commitment for an organization
- Don’t use copywriters
Checkout these resources we mentioned during the podcast:
- Article Bill wrote on the Pillars of the Challenger Sales Rep
This is an interview with Bill Bice from boomtime.
To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.
Common thought: “B2B companies need a content strategy.”
Common mistake: Starting your content strategy by asking, “How can I get more leads?” or, “How can I look like a thought leader?”
Do you notice what’s missing? The user.
On this episode, Director of Marketing at Sales Hacker, Colin Campbell, delivers his thoughts on executing an effective content strategy.
What we talked about:
- Forgetting to start with the user
- Caring about how your audience feels
- Your industry may help determine what medium to use
- Finding the content gaps within your competitors
- Asking “which piece of content drive traffic?”
- A better litmus test for content marketers: “Are we growing?”
- Testing
This is an interview with Colin Campbell from Sales Hacker.
To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.
We live in an increasingly impatient society, and it's affecting the way startups perceive how fast they should be scaling.
On this episode, we discuss a 4-phase approach that startups can use to gauge their growth. It comes from Martina Lauchengco, an operating partner at Costanoa Ventures.
What we talked about:
- 4 stages of early-stage startups
- Phase 1: Founder selling -- founder is everything
- Phase 2: Product-market fit validation
- Phase 3: Go-to-market fit validation
- Phase 4: Scaling (Gas to the fire)
- Scale when you have demand + a repeatable sales process
- The real litmus test of whether you can scale
- The most successful company isn't always the most disruptive
Check out these resources we mentioned during the podcast:
- Martina’s article on early-stage startups
This is an interview with Martina Lauchengco, an operating partner at Costanoa Ventures.
To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.
Like many sales reps, Richard Smith was thrown into the deep end in his first sales role as an SDR. Along the way, he developed his skills via trial and error, receiving little feedback on his performance.
Sure, he made it.
But he thought, “Wouldn’t I have made it sooner if someone had coached me?”
That driving thought has been the engine for confounding Refract — a sales coaching company that analyzes sales conversations and helps “unlock the black box” of those conversations so sales leaders can effectively coach their sales teams.
Richard came on the B2B Revenue Acceleration podcast to share some insights into how sales leaders and managers can rethink sales coaching.
What we talked about:
- Sales leaders believe in coaching (but they still aren’t coaching)
- Time & lack of training are the 2 reasons leaders don’t coach
- Sales leaders can utilize tech to save time & measure coaching
- Tech supplements culture, but culture comes first
- Tech saves time
- Tech enables peer-to-peer coaching
- Tech helps measure & track coaching
This is an interview with Richard Smith, Cofounder & Head of Sales at Refract.
To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.
Often, messaging is focused on a product and its features — but it shouldn’t be. Messaging should be focused on a persona, and how that product (or service) impacts them at their level of an organization.
It’s all part of a strategy Sri Sundaralingam calls “persona-based marketing,” which Sri unpacks in this episode.
Sri is a CMO Advisor & Consultant for cybersecurity startups, with previous head of marketing positions at Symantec, Shape Security, and others.
What we talked about:
- What is persona-based marketing?
- How persona-based marketing enhances the effectiveness of ABM
- Example of persona-based marketing without ABM
- Example of persona-based marketing with ABM
- Why the sales team has the answers on who your personas are
- Driving persona-based marketing alignment with the sales team
This is an interview with Sri Sundaralingam, CMO Advisor & Consultant for cybersecurity startups.
To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.
Your job title shouldn’t be Partner Account Management — it should be Partner Development. Giving your partners leads isn’t the reason you built the partnership in the first place.
Invest time in teaching them how to prospect effectively and what the ideal client profile looks like
On this episode, I interview David Davies, author and Chief Sales Transformation Officer at Sandler Training
What we talked about:
- 3+ bullet points (You can just copy/paste your blog subheadings here)
Checkout these resources we mentioned during the podcast:
- Dave’s book, Making Channel Sales Work
- B2B Revenue Acceleration Podcast
To hear this episode, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast.
If you don’t use Apple Podcasts, you can listen to every episode here.
The reality of an Amazon and Yelp world is that people are going to do informational searches before they visit your website.
If you’re only measuring whether your brand shows up when people are searching for it, you’re completing ignoring whether it’s what your searcher wants in the first place.
On this episode of B2B Revenue Acceleration, I interview Garrett Mehrguth, CEO at Directive Consulting, about why sales development is so undervalued in B2B marketing — and what we can do about it.
What we talked about:
- Why it’s time to value sales development
- 3 best practices for developing good sales development timing
- The only 4 metrics you need to be tracking
- Focusing on your brand, not your search results
To hear this episode, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast.
If you don’t use Apple Podcasts, you can listen to every episode here.
“Open source” means more than just the software. It’s more of a business model, mindset, and culture — especially when it comes to growing and maintaining upstream and downstream communities.
On this episode, I got to interview Freek Hemminga, Head of EMEA Marketing at SUSE, about the challenges of marketing an open source company.
What we talked about:
- The main goal of open source software (& how to achieve it)
- Balancing brand and services / upstream and downstream
- 5 ways to build positive communities
- Qualifying inbound leads for a +20% growth
To hear this episode, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast.
If you don’t use Apple Podcasts, you can listen to every episode here.
Acquisitions: You don’t have to tell everyone. You shouldn’t tell everyone. But what should you do?
On this episode, I sat down with Varun Kohli, Co Founder and Chief Business Officer at MachEye, to talk about surviving acquisition.
What we talked about:
- Maintaining professionalism during transition
- Whether it’s more advantageous for startups to be absorbed or remain autonomous
- The 3 things you should do to discover the most opportunity during transition
- When to stay and when to run
- Understanding how to leverage transition from a marketing perspective
To hear this episode, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast.
If you don’t use Apple Podcasts, you can listen to every episode here.
In the highly competitive landscape of cybersecurity, channel marketing should focus on facilitating conversations and building relationships--not pushing agendas.
Raising awareness among channel partners and end users is only a challenge if your reputation isn't strong
On this episode, I talk about channel marketing with Graham Smith, UK Marketing Lead for F-Secure, a cybersecurity software company.
What we talked about:
- 3 solutions to channel marketing challenges
- Why listening to channel partners is so important
- How to prove your value without pushing an agenda
- Scaling partner enablement and facilitating conversations
To hear this episode, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast.
If you don’t use Apple Podcasts, you can listen to every episode here.
A good sales pitch is like good storytelling.
To perfect your beginning, middle, and end, you need to answer 6 questions road-tested by Joseph Grieves, Training and Development Manager at Operatix.
We talked about how to answer these questions:
- Who are your target persons?
- How would you summarize your company in 2-3 sentences?
- What are the biggest pains your service solves?
- What are the best business benefits to your solution?
- Who are the current clients you can mention?
- What value will you give during a meeting?
To hear this episode and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast.
If you don’t use Apple Podcasts, you can listen to every episode here.
It's an unbelievable feeling when you build your own company, have a brand, and hear people speak about your brand.
You think: My digital marketing team was actually right!
Then you think: I should do like 50 times more digital marketing.
Well... not necessarily.
I had the chance to chat with Adam Smith, Founder and Director at Damteq, about digital marketing, how to stay agile (and aligned), and future trends in marketing.
An agile sales team is really, uh, agile. But there’s got to be more to it than that.What’s the secret sauce that allows reps to handle 400+ accounts?
I sat down with Ewing Gillaspy, Outbound Sales Enablement Leader at IBM, to talk about what an agile sales team really is.
“It has a relentless focus on the most value added activity on that given day,” Ewing explained.
The more diverse skillset you have within your team, the more likely you have the right person executing each task. Therefore, your outputs become better.
All companies say, “We have a culture,” but that’s not really true.
Some companies are just a workplace.
(Which could be why Millennials keep switching jobs--because they’re looking for an authentic culture.)
I got to interview Thibaut Ceyrolle, GVP EMEA at Snowflake, about why old leadership is broken and what it means to hire based on culture.
“You have companies that will focus only on execution and numbers,” he said. “You have companies that now are focusing on culture. And you have companies that can combine the two without being fake.”
Paid ads often take a big chunk out of marketing budgets. Worse yet, if you don’t do them right, your sales team may not even follow up on the leads.
Amit Lavi is Co-Founder and CEO at Marketing Envy. He’s run plenty of successful digital advertising for ABM campaigns. In this episode, he shares three reasons why he focuses on specific companies in ABM ad campaigns as well as some of his best practices for using your marketing budget on digital ads.
Closing a deal isn’t as easy as it should be.
Some research suggests that 60% of all deals you have in the contract stage end up in the “Valley of Death,” the dark where nothing happens.
The challenge, then, really has nothing to do with your competitors. Instead, it’s all about how you handle your own end of the sales process. How do you push deals all the way through to the very end?
In this episode, we interview Samir Smajic, CEO and Founder at GetAccept, about a couple of ways to close out sales and avoid the Valley where deals go to die.
Do you hear that sound?
That’s the rumbling of a long-overlooked source of growth for recurring revenue businesses.
And it’s about to erupt.
In this episode, we ask Gainsight’s General Manager, EMEA Dan Steinman about his thoughts on the inevitable movement towards a more customer-centric approach to subscription-based business models. We chat customer success, increasing renewal rates, and more.
Cloud may be a dream for developers & vendors. But for resellers, distributors, and customers, it can often represents unwanted change.
How can vendors of cloud products and services, and their channel partners, maximize their offerings and profitability in the cloud era?
That’s what we asked Timm Hoyt, VP of Global Partner Sales & Alliances at Druva.
On this episode we discuss cloud vendors, channel partners, margin models, overcoming change resistance, end-user experience, and more.
Everyone’s talking about ABM and how to drive alignment between marketing and sales. Usually, the conversation starts and ends in marketing. Well, this episode is about ABM. And we did invite a marketer (Sudhir Bhatti) on our podcast to discuss ABM. But we talked about it from both perspectives: marketing and sales. Specifically, this episode is about 1:1 ABM programs.
Sudhir is the Head of Marketing at CyberCube, which is a niche cyber analytics company. Specifically, they focus only on the top 100 insurance companies across North America.
Here’s what Sudhir had to say about 1:1 ABM programs (and how it affects the sales team).
The best sales people aren’t on your sales team. In fact, the best sales people don’t even work at your company.
Hint: They pay you.
Customers are, time and again, the best sales resources your company has access to. Nothing will sell your product more (and faster) than a referral from someone who already uses it.
Melinda Marks joined us on the B2B Revenue Acceleration podcast to tell us all about building a customer referral program.
Melinda is the VP of Marketing at Armorblox, the first cybersecurity company to utilize NLU to stop cyber attacks. Melinda has an extensive background in marketing at Styra, StackRox, VMware, and others.
Are your sales development teams and your marketing teams not aligning? Want to be competitive with world-class sales development organizations? Learn the best practices and tactics for sales development success with guest Dan Gottlieb, Sales Development Analyst at TOPO.
Dan joined us on this episode to discuss TOPO’s extensive 2019 Sales Development Benchmark Report on sales development, where they’ve conducted research on what the fastest growing companies are practicing with sales and marketing.
Dive in to find out your organization can copy and implement the best practices from other sales teams.
Business in Europe basically just shuts down during the summer.
Not.
It’s the worst-kept secret in B2B that you can actually make a ton of great connections with Europeans during summertime--if you know the right way to handle it.
Today, we’re chatting with the Operatix International Team: Ada Amato, Head of International, Ikram Yousfi, Head of France, and Allen Bossman, Inside Sales.
The team has all the insider tips about how to have a productive summer and keep your team from being idle in September.
In case you haven’t noticed, social media rules the world.
Take a walk down the street and just watch people. Odds are, most of them are engaged in some form of social media on their phone. They’re checking the news on Twitter, or sharing pictures on Instagram.
Social media is king.
So how do you set your business up for success in an increasingly social world? What does it look like to go from viewing social media as an afterthought to making it a key part of your business plan?
What does the perfect go-to-market strategy look like?
Well, there’s probably no such thing as a perfect go-to-market.
But, by focusing on a few key elements, you can get pretty close.
As a product marketer, Adam Stein, Principal at APS Marketing, has often come across both large and smaller companies that struggling with aspects of their go-to-market.
So, he’s identified three key elements that you can focus on to create a great strategy. On the latest episode of the B2B Revenue Acceleration podcast Adam shared those keys.
Here’s what he had to say.
CMOs are often faced with an overwhelming amount of shiny new toys when they step into their role — marketing automation platforms, ABM tools, website personalization, the list goes on. But regardless of where they place their efforts, CEOs and CFOs often look at marketing and ask: What is the bottom-line contribution?
If CMO contributions are not observable in terms of ROI, the CMO may eventually vacate their position. Then, a new CMO comes on board, and the cycle starts again.
Lee Hackett sees it all the time. It’s what keeps him up at night, and it’s part of the reason he started Bluprint in 2013, where they help CMOs and marketing leadership maximize their investments in marketing technologies.
With 25 years in marketing, Lee has a lot to say about how marketing leaders can tie their hard work to the bottom line of the c
What are the elements that you and your company should consider when you start planning an expansion into any new territory?
That’s what I talked about with Rob Wellner, Senior VP of Sales at Velocity Global, in this episode of B2B Revenue Acceleration. Rob shared his expertise on the advantages and challenges that come with global expansion, along with a few things companies commonly overlook.
On this episode of the B2B Revenue Acceleration podcast, I interviewed Adam Honig, Co-founder and CEO of Spiro.ai. Adam shared the top 8 reasons customers might not be buying from you. Understanding these issues can help you course correct if you’re struggling and increase your success in going after deals.
Are you attempting to sell a technical product to a non-technical crowd? If so, we’d love to introduce you to Joel Passen, Head of Global Sales at Beamery.
His company sells HR and talent acquisition products, or what they call a “recruiting CRM and marketing software.” But not all their buyers have an extensive technical background.
So, Joel’s uncovered firsthand how to sell a highly technical product to a variety of buyers, many of whom are non-technical.
On this episode, he gives us 3 ways we can sell our products to non-technical buyers.
Your tech company is growing, fast. Almost too fast. Maybe it’s time to scale our sales program?
First of all, remember: This is a good problem to have. (On that note, congrats.)
Secondly, listen to Chris Doggett, Chief Sales Officer at Fuze. He has some amazing advice on how to scale, what KPIs to use, and how to keep your employees as you scale your sales at your B2B tech company.
His advice is built on 15+ years of corporate sales, operations, and head of channels. His experience spans from COO to Director of Global Channel Sales, to VP to SVP, so he’s seen the entire sales picture.
He came on the B2B Revenue Acceleration Podcast and gave us this message.
There’s only one letter between losing and closing a deal. It’s also the first letter in competition. And guess what?
You should know your competition.
Assuming your sales team knows your product, your services, and your value, the next step is to equip them with knowledge about their competitors. This enables them to address questions the customer may not even be asking yet, but they’re certainly considering. “Well, the other company does xyz....”
On this episode of the B2B Revenue Acceleration podcast, Chris Geisert delivers powerful tactics on battle cards, when to review your competitors, and when to focus on your own product or service.
Chris is the CMO at Lockpath, where they help customers from SMB to enterprise manage risk (a.k.a., GRC or integrated risk management). Chris’s expertise rests on his 25 years in marketing, in everything from the regional theme park industry, to the agency side to AOL, B2B, and B2C. His breadth of experience has given him a wide-eyed view of marketing and sales, and competitive analysis.
ABM continues to attract attention globally. What began as a B2B marketing phenomenon in the US, has penetrated European markets.
If you google “account-based marketing,” you’ll find just over half a billion results. Breathe easy. We brought in an expert, Joel Harrison, Editor-in-Chief at B2B Marketing.
B2B Marketing is an organization dedicated to serving B2B marketing professionals. As they continue to research the state of ABM around the globe, they’ve developed the ABM Competency Model. Joel broke down the entire model for us on B2B Revenue Acceleration.
And, he did it in sales terminology.
Time to scale your marketing operations? That’s a good place to be — it likely means your business or industry is growing. Still, scaling marketing operations can be challenging.
On this episode of B2B Revenue Acceleration, we asked Brendan Kavaney to join us for this discussion. We plugged him with questions about martech, data, internal expertise, and service marketing, and he did not disappoint.
Brendan is the Global Head of Field Marketing and Demand Generation at Mindtree, an IT services company with 20k employees and $1B run rate.
“Isn’t it cheaper to build our own in-house sales development team?”
“How would an external, outsourced BDR mesh with our exiting, in-house marketing team?”
These are great questions, and Dan has the answers.
This episode we tackle misconceptions businesses have about external BDRs and SDRs. Also, we introduce our new co-host, Dan Seabrook.
Dan is the VP of Sales at Operatix, where he’s been for over 4 years, coaching and developing inside sales teams. He reports directly to the CEO (our co-host Aurelien Mottier.)
ABM has been around for a while now.
But many companies are still struggling to implement an AMB program successfully.
Leanne Chescoe came on the latest episode of the B2B Revenue Acceleration podcast to talk about how to successfully implement an ABM initiative, focusing on how to operationalize ABM with intent data.
Leanne is a career long B2B marketer, but currently works as the Senior Manager Field Marketing EMEA at Demandbase.
Branded pens.
You’ve probably got a stash of them in your laptop bag from that last trade show you attended.
But have you ever thought about the kind of ROI companies like yours are getting from those pens? Well, really, the ROI your company is getting out of being an exhibitor at trade shows? What if there were certain steps you could take to increase that ROI?
That’s exactly what Hannah Mans came on the B2B Revenue Acceleration podcast to talk about. Hannah is the Director of Marketing at Directive, a B2B and enterprise search marketing agency. She follows a 6 step system to ensure her company gets the most ROI out of their trade show events.
“Success is not a terribly good teacher.”
At least that’s what Jeremy Langley says.
We don’t often sit back and reflect on our successes.
But do we take the chance to look at our mistakes and learn from them.
That’s why Jeremy recently wrote an article sharing the six biggest lessons he’s learned as a B2B marketer. He recently came on the B2B Revenue Acceleration podcast to talk about those mistakes, and how to avoid some of them.
Jeremy is currently the Portfolio Chief Marketing Officer at The Marketing Centre, where he works with small-mid size tech business, to help accelerate their growth through strategy development and marketing. He has 20 years of experience in SaaS technology, mainly in commercial leadership roles, ranging from Managing Director to Chief Commercial Officer to CMO.
Here’s what he had to say about common mistakes we make as B2B Marketers.
What does being a major signed heavy metal musician and an amazing salesperson have to do with each other?
Everything.
Dale Dupree is widely known as the Copier Warrior as well as being the host of the Selling Local Podcast and leader of the Sales Rebellion. Dale understands personal branding in a way that many in the corporate world do not.
On a recent episode of The B2B Revenue Acceleration Podcast, Dale joined me to discuss personal branding. Particularly the critical need for authenticity, transparency, and creativity.
While it may cost you in the short term, these branding traits are critical. They will set you apart and drive more sales.
He explains how developing his authentic brand has led to more closed deals, the push back he has received from corporate culture, despite record sales, his best practices for personal brand building, and how all mistakes are good.
Gily Netzer has been working in the cybersecurity sector for almost 20 years.
She’s worked with startups such as Illusive Networks and large brands, like Symantec.
As you can imagine, she’s witnessed quite the evolution in the industry.
One major challenge marketers like Gily face in the cybersecurity space is that it can be difficult to sell a product to customers who do not see the need for it.
Another challenge facing marketing VP’s like Gily is finding creative ways to break through the noise.
On today’s episode of the B2B Revenue Acceleration podcast, Gily joined us to talk about her experience with this challenge as a marketer in cybersecurity. She also shared some key considerations to keep in mind as you work towards closing deals.
It wouldn’t matter if you listened closely or not. If you’re in cybersecurity, you know about the innovation pouring from Israeli companies. We wanted to know exactly why Israel’s cybersecurity market is so strong, and what we can expect in the future.
On this episode of the B2B Revenue Acceleration podcast, we talked directly with Ofer Schreiber, a partner at YL Ventures.
YLV is a $140 million fund specifically focused on Israeli tech, and specializes in cybersecurity.
Everyone knows the value marketing has on the sales cycle. Marketing puts forth an incredible amount of effort to warm clients and accounts. Sales members strive to close deals, often under immense pressure to meet quotas. When these two teams work together, it’s magic.
So this week, we’re listening to Faye Hawkins from First Base Unlimited. Their goal? To help you strategize and determine who your real buyers are, and understand how you can best access and serve the market. On this episode of the B2B Revenue Acceleration podcast, Faye delivers these answers and more.
Faye Hawkins has been defining the face of tech brands for almost 20 years, specializing in B2B software.
Many B2B sales leaders and reps believe the holidays put a dip in their sales revenue. As the holiday spirit increases attitude, it often decreases productivity at the office. Some accept the decrease in sales revenue as a sunk cost — holiday slowdown is an inevitability.
Alex Jakobitsch is here to debunk that myth.
We’ve had a few requests for him, so we asked him to join us for this holiday episode on B2B Revenue Acceleration.
Alex shares his top motivational tools for sales during the holidays. He debunks myths, gives tactics, and ultimately shows that the holidays give more opportunity, not less.
Alex is the VP of EMEA operations here at Operatix, having worked his way through the ranks, starting out setting appointments, then onto managing a team, before he took over the entire EMEA territory.
Many companies will miss their mark when trying to remain competitive or enter a complex marketing world.
On this episode, Louis Gudema, Author of Bullseye Marketing, talks with us about the three phase process he outlines in the book and how many years of experience in marketing has molded a practical approach to solid marketing transition.
SMB’s are the heart of the economy, but many companies don’t even know how to get in the game. The first steps may be simpler than you think!
CRM can be your best friend or an absolute monster depending on how you’re using it.
The difficult reality is that CRM’s are only as good as the data that is in the system.
In this episode, I had Charlie Spaneas, Director, Marketing & Sales at Clear C2, Inc., on the show to discuss the importance of data sets to a well functioning CRM and some solutions to the tedious but important task of maintaining the data set.
When the CRM is used properly it can be a profound tool for your entire team. However, sloppy treatment of data could also cost time and money, adversely affecting many elements of your team
The way customers buy things is different than it was ten years ago. Our approach to getting their attention should have evolved as well.
In this episode, I talk with David Dulany, Founder and CEO of Tenbound, about the future of sales development and what he’s doing with his Sales Development Conference in San Francisco to address the future.
It’s likely that companies immune to change will be left behind.
Podcasts are everywhere.
It seems like you can’t step into a coffee shop, or a restaurant, or the front door of any office without hearing all about people’s favorite podcasts. They talk about them like they’re the newest hit Netflix series.
People binge listen to podcasts. They go see people tape podcasts live. They buy merch from podcasts.
Clearly podcasts are here to stay. So why isn’t your business doing a podcast?
Long gone are the days of traditional PR. Now more than ever, public relations are working closely with sales and marketing to close the gap and direct customers to the right funnel. We chat with agency owner Scott Baradell to learn the latest.
Does building a community actually generate business? Sangram Vajre, co-founder and Chief Evangelist for Terminus and host of the daily #FlipMyFunnel podcast, came on the B2B Revenue Acceleration show to discuss building and evaluating business communities.
Everybody needs a bigger pipeline.
Have you ever been in a scenario, maybe a business meeting, or a dinner with colleagues, and heard someone say, “I’ve got all the pipeline I need?”
Didn’t think so.
Every company needs a bigger pipeline, and every company is trying to do everything they can to get one, but very few are actually succeeding in acquiring it. Why? What does it take to build a quality pipeline?
Podcasting isn’t new in the B2B space.
But until recently, we had the wrong ideas about it. So we changed our thinking. Now, we’ve collaborated on episodes with our ideal prospects, and we shortened the length of each podcast.
James Carbary has some unique perspectives on podcast marketing.
He’s the CEO & Founder of Sweet Fish Media, one of the premier podcasting agencies in the B2B space. It’s been featured in TIME, Forbes, Entrepreneur, and Inc. James’s entire perspective is simple: B2B sales are difficult. Getting to that VP or high-level decision-maker is nearly impossible. Even if you do, they’re probably been pestered with other B2B sales calls all day long.
James does something different: He helps brands develop their ideal podcasts with ideal clients as guests. It’s a game changer.
What you need to remember in today’s world is that having a unique product is only a ticket to play the game.
It’s not going to help you win the differentiation battle.”
That’s what Chris Orlob, the Senior Director of Product Marketing at Gong.io, believes about differentiating yourself in the marketplace. He understands that it is not your technology that will set you apart from your competitors.
It’s all about setting your company up as a strategic partner immediately in sales conversations that will lead to you dominating the marketplace.
When’s the last time your marketing and sales teams sat in the same room?
Do they know each other’s objectives? Are they contributing directly to the other side’s success?
Tom Grubb is the Chief Strategy Officer at Digital Pi where his role centers helping companies do great things with marketing technologies. He specializes in getting decision makers to think about the outcomes and objectives of their marketing investments.
Executives can often get distracted with shiny pieces of new marketing technology, and Tom has seen countless examples of companies focused on the “best” technology rather than the actual end goals they are looking to accomplish.
While working with clients, Tom asks a lot of questions. His background makes him well suited for his job because he has a long history of working in the technology, marketing leadership, and product marketing spaces. He can see the big picture, the little details and he understands the overall technology landscape.
As a veteran marketer, Tom understands just how important it is to have aligned metrics for sales and marketing. It’s more important than the metrics themselves! In this episode of B2B Revenue Acceleration, we spoke to Tom about how to align key metrics, viewing marketing in a different light, and choosing the right tech stack.
Account Based Marketing helps you narrow your focus on your ideal clients.
But it will absolutely fail if you don’t align your sales & marketing efforts.
Tina Bean and her team at KickFire have recently found success with an Account Based Marketing approach supplemented with utilizing their own platform to identify key accounts.
An Account Based Marketing approach starts with the strategy of identifying key accounts.
This effort needs to be collaborative from the very beginning.
Sales needs to define what a worthy account looks like so that marketing can begin their engagement campaigns.
It’s up to your marketing to create different messaging for prospects at various stages, and it’s up to your sales team to take that prospect through to a closed deal.
It’s a tandem process.
A truly joint effort of sales and marketing to come up with an initial list of key accounts, bring that buyer through the journey, and then keep them as a customer.
Engagement is simply the key indicator of success with ABM.
If a company can get their finger on the pulse of engagement in a prospect’s journey, they are well on their way to connecting with that that potential customer and closing a deal.
Click the link in the first comment below for the full interview with Tina.
The data you collect should be speeding you up, not slowing you down.
The only way to make sure this is happening is to leverage the power of the cloud, but how do you keep up with all of the recent trends in this space?
Tom Mack is the RVP of Sales, EMEA at Qubole where he joined four years ago to build out a sales team in the Western United States. Qubole provides big data as a service, so they understand this landscape well. They focus on allowing automation to handle the life cycle of data clusters so organizations can get insights and yield out of their data as opposed to managing the infrastructure associated with big data technology.
In the time since he joined the team, Tom and his family have moved to London and opened up Qubole’s European sales operation where the team is on track to keep expanding throughout Europe. Tom’s job is to drive sales and create new business opportunities.
Tom joined us for this episode of B2B Revenue Acceleration to talk about the Big Data landscape, different verticals and industries that are benefiting the most from this technology, and differences between the North American and European markets.
Can one sector of a business drive change in an entire channel?
Though the IT channel is has been around for many years, it is changing rapidly to a integrated solution based model. One of the most significant change agents is the urgent need to integrate information security and cybersecurity into all IT products and services.
Bruce Johnson heads up Global Channels at BlueVoyant, a next generation cybersecurity provider built on a threat intelligence platform. BlueVoyant has leaders from diverse backgrounds, from executives at Morgan Stanley to members of the NSA and FBI.
Bruce and his team at BlueVoyant have seen first hand the widespread impact that information security and cybersecurity concerns have had on sales channels. If a company is in the technology space, they need to have measures in place to protect their own information as well as the information of their clients. BlueVoyant helps neutralize those threats.
Bruce has experience working all over the globe, so we sat down with him to learn more about the state of the sales channel in North America, the differences between the North American Market and the European Market, and where he sees rooms for improvement in these channels.
Are you happy with your B2B marketing?
Are your emails and digital ads getting ignored as quickly as you can get them out?
Tish Millsap is CEO and S. Strategist at Revenate Marketing, and she’s spent a lot of time thinking about the world of B2B Marketing. Tish helps companies who are looking to elevate their B2B marketing by cutting through the clutter and getting the right messages in front of the right people. She’s focused on companies in the hyper growth stages of marketing, and she loves building ways to bring processes and revenue together.
Tish is constantly being asked the question, “If I spend a dollar on marketing, where and how exactly does that translate into revenue?” She’s spent the last several years developing an answer to that question.
We sat down with Tish in this episode of B2B Revenue Acceleration to talk about the five practical tips she’s developed for bringing a company’s B2B marketing to the next level.
What’s the point of all of the content companies are releasing every day?
Blogs, YouTube Videos, Podcasts, webinars, and more.
They all exist because content is fuel for your marketing engine. If you release high quality content, this engine keeps you at the forefront of your customers’ minds and allows your salespeople to start conversations with prospects who are already very familiar with your work.
Dagmar Moreside is the head of partnerships at Payoneer, a FinTech organization that specializes in innovative cross-border payments. Dagmar has been operating within the business development and marketing worlds for over 15 years.
She specializes in content marketing and go-to-market strategies within the healthcare, marketing, and tech spaces for enterprise-level and small businesses alike.
Dagmar joined us for this episode of B2B Revenue Acceleration to talk about the importance of aligning marketing and sales, and how content can fuel your marketing engine.
It’s tempting to think that just because you’ve had success in one market…
You’ll automatically be successful wherever you decide to expand your business.
Patrick Conte is the Senior Vice President & General Manager of International Business at HyTrust, and he understands the challenge in taking your product and moving it to another market like Europe.
HyTrust is a cyber-security company that specializes in cloud security. They protect the cloud workload for their clients (which is becoming increasingly important in this era of data protection we live in). They also focus on locking down the virtual infrastructure (cloud servers and admins) for their clients.
Patrick and his team were able to expand their technology into the European market through careful strategy and execution. Patrick joined us for this episode of B2B Revenue Acceleration to talk about the European expansion journey and the lessons learned along the way.
Do you practice what you preach?
What about your team? Do they practice what your company preaches?
John Rougeux is the VP of Marketing at Skyfii where he has two main priorities: 1) Build his company’s presence in North America and 2) Rebuild Skyfii’s brand with a clear position in the marketplace.
John knows that he can’t accomplish his second priority by only marketing his company externally. He has to be walking the walk and getting his team excited internally as well. It’s crucial to their success.
John joined us for this episode of B2B Revenue Acceleration to talk about internal evangelism as part of a branding strategy.
Startups often underestimate moving to new markets.
This is especially true in the EMEA (Europe, Middle East, Africa) region.
Matthew Smith is a Principal Consultant at Acumin Consulting where he just recently celebrated his 5 year anniversary. Matt has been in the cyber-security recruitment space for 8 years, and he has seen the industry change and evolve during that time.
Acumin is celebrating their 20th anniversary, and they work within the consulting world to help offer a full range of cybersecurity consulting solutions, from system integrators all the way down to penetration testing companies. Matt is on the vendor team and he specializes mostly in director level searches.
We sat down with Matt to talk about how market timing and cultural differences affect internationally expanding startups, the importance of your first sales hire in the EMEA region, and the roadmap to success.
Hiring the right people can make or break your organization.
But hiring on technical skills alone is an outdated way of thinking.
Ludi Martin is a EMEA Talent Acquisition Consultant at Cyber Business Resource, and her job is to deliver industry experienced talent. She comes from seven years experience in talent acquisition working with major security vendors and system integrators.
She combines her expertise and experience to bring people to teams with the right cultural fit. In this episode of B2B Revenue Acceleration, we speak with Ludi about getting in the right hiring mindset, coachable employees, and the importance of prioritizing cultural fit.
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.
Executive events can enhance an Account-based Marketing strategy, but they require a different kind of planning, execution, and evaluation than a traditional events strategy. Executive events are about impact or influence on your funnel, ultimately creating measurable increases in revenue.
We invited Beau Roberts to come on a B2B Revenue Acceleration podcast to talk about how to use executive events as part of a low-volume, high-quality marketing initiative.
Acceleration. It defines not just technology itself, but the speed at which companies are competing with others to provide valuable solutions to end-users.
Jamie Murphy from Cyber Business Growth helps organizations accelerate into the European market by evaluating clients’ strengths and weaknesses in their go-to-market strategies. He connects them with the appropriate partners and channels to accelerate their entrance into the ever-changing European technological landscape.
He joined us on our B2B Revenue Accelerattion podcast to give his thoughts on how companies can avoid pitfalls and find their position within the European market at a quicker pace.
Getting the most out of your sales technology tools and your lead generation partner relationship takes planning and communication. To execute on your prospecting efforts, you have to put the tools in the hands of the right people and then provide consistent feedback to tweak the process.
Rob Billington shares how to effectively build this process and help your salesforce communicate your value and your company culture in a crowded marketplace.
There has to be a US appetite for change in the distribution model. The cyber security & cloud transformation market is incredibly complicated. Hiring an agency to act as a proxy might be something that a company is far more likely to consider given the volatility of the market.
PR is all about coming up with intelligent ideas to get your clients into the press. These have to be smart, out of the box, creative solutions.
In this intro episode, host Aurelien Mottier explains what listeners can expect from the brand-new B2B Revenue Acceleration podcast.