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B2B Revenue Acceleration
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Content provided by Aoife Daly. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Aoife Daly or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
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.
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180 episodes
Mark all (un)played …
Manage series 2352785
Content provided by Aoife Daly. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Aoife Daly or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
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.
…
continue reading
180 episodes
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B2B Revenue Acceleration
1 177: Beyond the Deal: Successful Integration Post-Acquisition 37:59
37:59
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37:59Is acquisition the end of the road, or just the beginning? In this episode, Aurelien Mottier (CEO of Operatix & memoryBlue) interviews Chris Doggett (CRO at Acquia to) to uncover the challenges and opportunities that come with company acquisitions. From overcoming the misconception that acquisition is the final chapter to the critical role people and culture play in success, Chris shares his experiences and key learnings gathered from years of navigating the post-acquisition process. They dive deep into harmonizing teams, blending specialists and generalists, and reconciling the differing objectives between acquirers and sellers. Whether you're leading through acquisition or simply curious about its dynamics, this conversation is full of practical insights on how to build a cohesive, successful organization after the deal is done.…
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B2B Revenue Acceleration
1 176: Innovative strategies to scale SaaS companies 36:03
36:03
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36:03How can SaaS companies scale globally while managing risks and maintaining sustainable growth? In this episode of B2B Revenue Acceleration , Aurelien Mottier sits down with Mike Malloy, CEO of Malloy Industries, to dive deep into the strategies that help SaaS companies scale effectively. Mike kicks off the discussion by sharing his journey and the mission behind Malloy Industries. He then sheds light on the key methods for penetrating new markets and reaching customers across different regions. These strategies are crucial for any SaaS company expanding its footprint internationally. But scaling isn't just about growth—it's about overcoming the challenges that come with it. Mike and Aurelien discuss common hurdles B2B SaaS companies face, from managing cash flow to aligning sales strategies with international markets. They also emphasize the importance of building and managing sales teams that can operate efficiently across multiple regions. Innovation is at the heart of successful scaling. Mike explores how SaaS companies can tailor their value propositions to resonate with diverse customers and industries. He also delves into the critical aspect of risk management and contingency planning, offering creative approaches to mitigate risks as companies scale globally. Whether you're a startup or an established player in the SaaS space, this episode is packed with actionable insights to help you navigate the complexities of scaling.…
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B2B Revenue Acceleration
Ever wondered how integrating inbound and outbound strategies could revolutionize your sales approach? In this episode of B2B Revenue Acceleration, host Catarina Hoch is joined by Alex Olley, Co-Founder and Chief Revenue Officer at Reachdesk, to explore the transformative power of moving to an Allbound motion. Alex kicks off the discussion by defining Allbound and explaining how it stands apart from traditional demand generation tactics. From securing buy-in from leadership and team members to effectively allocating budgets and resources, Alex shares his insights on navigating the transition to an Allbound approach. Dive into best practices for dealing with attribution, discover the essential tools and technologies for managing Allbound programs, and learn how AI can enhance your Allbound strategies. Whether you're considering an Allbound approach or looking to optimize your current strategy, this episode is packed with valuable advice from a leading industry expert. Tune in and discover how to seamlessly integrate inbound and outbound efforts to accelerate your revenue growth.…
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B2B Revenue Acceleration
1 174: The Science Behind Successful Sales Calls 27:41
27:41
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27:41What if the key to boosting your sales success lies not in what you say, but in how you say it? In this episode of B2B Revenue Acceleration, host Aurelien Mottier sits down with Bitty Balducci, Assistant Professor of Marketing at Washington State University, to delve into the science behind successful sales calls. Drawing from her recent study that analyzed 40,000 memoryBlue outbound sales calls, Bitty shares groundbreaking insights into how the nuances of voice can enhance prospecting outcomes. Join us as Bitty reveals the critical factors that distinguish successful sales calls, such as the concept of "future focus" and the importance of pitch fluctuation. Learn how SDRs can fine-tune their vocal delivery, from adjusting speaking speed to mastering the art of listening more effectively. Whether you're a seasoned sales professional or just starting in the field, this episode is packed with actionable strategies that can help you elevate your sales game. Listen in to discover how to harness the power of your voice and transform your sales calls into successful conversations.…
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B2B Revenue Acceleration
Have you ever wondered what truly differentiates leadership coaching from mentorship, and which one could be more impactful for your corporate journey? In this episode of B2B Revenue Acceleration, we explore this very question with Gavin Sumner (Co-Founder & Coach at Scalewise), who shares his expertise on how effective leadership coaching can directly contribute to the success and growth of B2B organisations. We'll dive into the unique benefits of Scalewise's expansive network of coaches and mentors and compare these to smaller-scale services. Gavin will explain how their comprehensive approach helps address common leadership challenges, especially in a year marked by market disruptions. We'll also uncover how mentorship has evolved to support revenue leaders facing issues such as loneliness, imposter syndrome, and burnout. Gavin provides valuable insights on what criteria to consider when selecting a leadership coach and how to ensure their style aligns with your needs and company culture. Gavin and Aurelien also discuss practical ways to translate the insights gained from coaching into actionable strategies that can drive tangible results in your role. Whether you're a seasoned leader or new to the B2B space, this episode is packed with actionable advice to elevate your leadership journey. Tune into the episode now to discover how the right coaching and mentorship can transform your leadership approach and accelerate your organisation's growth.…
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B2B Revenue Acceleration
1 172: How to Master Your Sales Messaging 1:00:19
1:00:19
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1:00:19Have you ever wondered why some sales pitches instantly grab your attention, while others fall flat? What's the secret behind crafting compelling, persuasive sales messages that not only captivate but also convert? In today’s episode of B2B Revenue Acceleration, we dive deep into the art and science of sales messaging with host Aurelien Mottier, Co-Founder and CEO at Operatix, and Ben Hunter, Senior Sales Training Specialist at memoryBlue. This episode takes a deep dive into the world of sales communication. With Ben Hunter's extensive experience in shaping sales strategies and training sales professionals, he shares a wealth of knowledge on creating compelling, effective messages. The main topics include: Essential Elements of Sales Messaging: Ben outlines what every sales message needs to succeed and discusses if there’s a universal framework applicable. Consistency Across Different Channels: Learn how to maintain a consistent voice and message no matter the medium. Importance of Personalization: Discover the impact of tailoring your sales messages and how to achieve this at scale. Cultural Considerations in Sales Messaging: Ben provides strategies for adapting sales approaches when entering new cultural markets. Common Mistakes in Sales Messaging: Hear about the typical pitfalls sales teams encounter and how to avoid them. Key Metrics and KPIs: Ben highlights the metrics sales professionals should monitor to measure and enhance their messaging success. Whether you're looking to refine your sales pitch or seeking ways to ensure your message resonates across various platforms, this discussion is packed with insights you won't want to miss. Tune into this insightful conversation to transform your approach to sales messaging.…
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B2B Revenue Acceleration
AI is quickly becoming an essential tool in any marketing professional’s kit, boosting productivity and revolutionizing the way campaigns are conceptualized, executed, and optimized. In this episode of B2B Revenue Acceleration, host Catarina Hoch , VP of Global Marketing at Operatix / memoryBlue , sits down with Austin Distel , the Senior Director of Marketing at Jasper, to delve into the impact of artificial intelligence (AI) in marketing. This discussion sheds light on how AI can enhance marketing campaigns, including their effectiveness and efficiency. From optimizing customer engagement to automating mundane tasks, Austin outlines how AI empowers marketers to achieve remarkable results. Yet, as machines become more integrated into creative processes, the question arises: How can marketers maintain a personal touch? Austin addresses this concern, highlighting strategies to blend AI with the irreplaceable human element that connects brands with their audiences. This episode contains a number of expert insights for marketing professionals eager to harness AI's power while preserving the authentic connection that brands strive to establish with their audiences. Whether you're a seasoned marketer or just starting to explore the possibilities of AI, the information in this episode will help you pave the way forward.…
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B2B Revenue Acceleration
1 170: The Art of Organic Content for Start-Up Brand Building 35:11
35:11
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35:11Organic content should be treated as an essential part of any marketing strategy, particularly for start-ups trying to build their brand. It forms the foundation upon which authentic connections with the audience are built, setting the stage for long-term engagement and loyalty. Join host Catarina Hoch (VP of Global Marketing, Operatix & memoryBlue) and Jake Hurwitz (Founder, Thursday Labs) as they unravel the nuances of organic content and brand building for start-ups in this captivating episode of B2B Revenue Acceleration. Jake delves into why start-ups face unique challenges in establishing their brand identity through organic content, as well as shedding light on the importance of prioritizing brand building from the early stages and its profound impact on long-term success. The discussion continues as they explore common blind spots that start-ups often overlook when crafting their brand message. From navigating the digital age to cost-effective strategies for building brand recognition, Jake shares valuable insights to help start-ups thrive in today's busy market. Tune in to gain expert insight into navigating the art of organic content for start-up brand building with actionable tips to propel your business forward in the competitive landscape.…
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B2B Revenue Acceleration
1 169: Nurturing Mental Health for Optimal Sales Results 35:48
35:48
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35:48It’s no secret that mental health can significantly impact every part of your life, including your career. When you're mentally well, it boosts your ability to think clearly, take risks, make decisions, and handle challenges at work. This resilience is crucial in today's fast-paced professional world. In this instalment of the B2B Revenue Acceleration podcast, host Aurelien Mottier (CEO, Operatix ) engages in a thought-provoking conversation with Jonathan Smith (Performance Psychologist and Managing Director at Adaptivemind ) around the critical theme of nurturing mental health for optimal sales results. The direct correlation between mental well-being and success in both professional settings and daily life is explored, with Jonathan offering valuable techniques and strategies for professionals looking to enhance their mental resilience and overall performance. The conversation extends to the balance required to maintain a competitive edge while safeguarding mental health in high-pressure environments, such as a sales floor. Jonathan provides valuable perspectives on how leaders can encourage open conversations about mental health to create a supportive and thriving work environment. This includes the key warning signs of mental health challenges in the workplace and ways in which colleagues or managers can extend meaningful support to those in need. Don't miss this enlightening conversation on the intricate interplay between mental health and sales performance. Tune in to B2B Revenue Acceleration now!…
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B2B Revenue Acceleration
1 168: Google and Yahoo's New Email Policies Unveiled 39:41
39:41
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39:41Amidst the recent unveiling of Google and Yahoo's perplexing email policies, business and sales leaders find themselves with more questions than answers. In this episode of B2B Revenue Acceleration, host Aurelien Mottier , CEO at Operatix, sits down with Mansour Salame , CEO at FrontSpin , to decode the intricacies of these policies and explore their impact on B2B businesses. Mansour provides a comprehensive overview, guiding sales leaders in adapting to the evolving email landscape while sticking to the new rules. The differentiated impact on B2B and B2C businesses is explored, shedding light on the key considerations each business type must bear in mind. The evolving strategies and best practices for crafting email campaigns under heightened scrutiny are also discussed, offering practical insights for sales representatives and business leaders alike. For sales representatives accustomed to relying on email campaigns, Aurelien and Mansour discuss seamless adaptation strategies in the face of this shift towards phone calls. They ponder if there potential shift towards phone calls as the primary method for targeting leads, and how it may change the sales landscape as a whole. This episode is a must-listen for professionals in the B2B sales and marketing space, offering a comprehensive understanding of the evolving email policies and their potential impact on strategies and approaches. Subscribe now on Apple Podcasts, Spotify, or your preferred platform and stay informed with B2B Revenue Acceleration!…
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B2B Revenue Acceleration
1 167: BIPSY: A New Framework for Sales Leadership 46:51
46:51
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46:51Want to refine your sales leadership strategies and elevate your team? Look no further – this episode of B2B Revenue Acceleration is a masterclass in Kevin Dorsey's BIPSY framework and a captivating exploration of the science behind sales leadership. Join Aurelien and Kevin as they explore the intricacies of BIPSY, an innovative sales leadership framework. Learn about the core components – "Behaviours," "Individual and Issue Diagnosis," "Process," and "Skills" – and how they contribute to sales success. Kevin shares practical insights on identifying the right behaviours, assessing individual states, streamlining processes, and developing essential skills for effective sales leadership. Throughout, Kevin sheds light on how BIPSY not only complements existing approaches but also stands out by specifically focusing on leadership, bridging a critical gap in the sales industry. Discover the unique aspects of BIPSY and how it addresses a crucial gap in the sales industry. Kevin's wealth of experience and the BIPSY framework provide actionable insights for leaders aiming to elevate their sales teams.…
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B2B Revenue Acceleration
1 166: Educating TOFU Buyers in the B2B Landscape 31:49
31:49
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31:49Are you navigating the ever-evolving world of B2B sales and marketing, wondering how to captivate your TOFU (Top of Funnel) audience effectively? Or perhaps you’re curious about the shifts in B2B buyer education over the past few years? This episode of the B2B Revenue Acceleration podcast covers all of this and more. Catarina Hoch (VP Global Marketing of Operatix ) sits down with Andy Binkley (Co-founder of Tourial )to delve into the evolving landscape of B2B buyer education, with a particular focus on the crucial TOFU (Top of Funnel) stage. Discover how the dynamics of B2B buyer education have shifted over the past few years and the key drivers fueling this transformation. Andy shares invaluable advice for businesses aiming to enhance their strategies and close the gap at the top of the funnel, offering his best practices to ensure success. Catarina and Andy explore the latest trends and innovations in B2B buyer education designed to bridge the knowledge gap for TOFU buyers. They cover everything from metrics and KPIs to measuring success to preparing for the future, offering a complete overview of the topic. A big thank you to Andy Binkley for sharing his expertise on B2B buyer education and TOFU. Tune in now and stay ahead in the ever-evolving world of B2B sales and marketing!…
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B2B Revenue Acceleration
1 165: Mastering Account-Based Marketing: Playbooks, Metrics, and Methodology 42:44
42:44
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42:44Want to ace your account-based marketing strategy? With tips on everything from playbooks to SDR integration, look no further than this episode of B2B Revenue Acceleration. Host Aurelien Mottier (Co-Founder and CEO, Operatix ) sits down with expert Daniel Englebretson (Partner at Khronos) to undergo a deep dive into the world of ABM. They explore the essential steps involved in crafting a successful ABM methodology. From understanding business personas to creating playbooks and selecting the right target accounts, this episode provides invaluable insights for anyone looking to master the art of ABM. Explore the importance of crafting effective playbooks that empower BDRs/SDRs to operate from an ABM perspective, and learn about the best practices for deploying SDRs to engage with target account lists and breathe life into an ABM program. In a world currently dominated by AI and automation, find out just how crucial the human touch is in ABM and building lasting relationships with target accounts. Daniel and Aurelien also discuss the multi-touch approach in ABM, uncovering strategies for sales teams to navigate the decision-making process beyond the initial contact. Tune in to gain valuable insights into tracking key metrics for measuring the success of ABM initiatives. Subscribe now and stay ahead of the curve with the B2B Revenue Acceleration Podcast !…
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B2B Revenue Acceleration
1 164: Mastering Annual Planning: Frameworks for B2B Leaders 38:41
38:41
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38:41Welcome to another episode of B2B Revenue Acceleration! Aurelien Mottier , Co-Founder and CEO of Operatix, is joined by Mark Walker , Founder at GTM Works , in a deep dive into the world of annual planning frameworks for B2B leaders. In this episode, the key components of a successful business plan for 2024 are unveiled, along with fundamental elements that every B2B leader should consider. Mark sheds light on specific frameworks and methodologies businesses can leverage as a solid starting point for their 2024 Go-To-Market strategies. Common pitfalls and challenges that businesses often face when executing their plans are discussed, along with strategies to overcome them. Mark shares invaluable insights into the role of historical performance in strategic planning and forecasting, emphasising the critical data and market insights B2B organisations should factor in. Once the annual plan is in place, the real challenge begins – execution. The secrets to ensuring successful execution as sales leaders and business owners are unravelled. And, of course, the communication aspect – how can business leaders effectively convey the annual business plan and GTM strategy to key stakeholders, teams, and employees? Metrics matter! Mark walks listeners through the key metrics and KPIs that businesses should diligently track to evaluate the success of their GTM strategy and business plan. Plus, the burning question – how often should businesses review and adapt their strategies in response to changing market conditions? Tune in to this episode for a masterclass in annual planning frameworks for B2B leaders. Mark Walker shares his expertise, and by the end, listeners will be armed with the insights they need to propel their businesses forward in 2024. Subscribe now on Spotify, Apple Podcasts, YouTube and any of your other favourite streaming platforms!…
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B2B Revenue Acceleration
1 163: Exploring the Evolving Landscape of B2B Sales 46:51
46:51
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46:51Sales is an incredibly dynamic industry, which means there are endless opportunities for growth and innovation. While staying on top of the latest trends and crafting a strategy that withstands the test of time can be demanding, it also offers the chance to continually adapt and excel in an ever-evolving marketplace. Host Aurelien Mottier (Co-Founder and CEO of Operatix ) and William Gilchrist (CEO of Konsyg ) sit down to discuss the ever-evolving landscape of B2B sales. In this episode, Aurelien and William reflect on the shifts in the sales industry over recent years, exploring the key factors driving these changes. They shed light on customer behaviour and the profound impact changing trends have had on sales strategies and tactics. They offer their expert tips on how businesses can adapt to these dynamic shifts and ensure they remain relevant in the ever-changing B2B sales environment. Gain insight into the innovative approaches and best practices that successful sales teams are employing to stay ahead of the curve. And, of course, the episode wouldn't be complete without addressing the all-important balance between AI and the human touch in sales. Discover how sales teams can strike that delicate equilibrium, ensuring both efficiency and a genuine connection with their clients as the industry begins utilising AI tools more. For anyone looking to boost their sales strategies and keep up with this dynamic industry, this episode is a must-listen. Don't miss it!…
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