B2B Revenue Acceleration (Operatix)

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.

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.

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.

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?

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.

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.

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.

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.

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. 

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.

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.

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.

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.”

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.

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.

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.

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!

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.

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.

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.

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

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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?

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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 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.

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.

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.

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).

“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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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:

- The best sales, marketing, & channel tactics for the global pandemic

- What is & isn’t essential right now

- Focusing on quality rather than quantity

- 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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

“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.)

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.

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.

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.

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.

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.

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.

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.

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.

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 on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

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.

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.

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.

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.

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.