B2B Revenue Acceleration

In this insightful discussion, Kevin Dorsey, SVP of Sales and Partnerships at Bench Accounting and a sales leadership coach, introduces his innovative BIPSY framework. This methodology emphasizes key elements like Behaviors, Individual Needs, Process, and Skills, crucial for sales success. Kevin highlights the importance of emotional intelligence in leadership and the need for tailored support for team members. He also discusses aligning sales and HR for effective talent recruitment, showcasing how empowerment and individual strengths can elevate team performance.

Are 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!

Want 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!

Welcome 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!

Sales 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!

Special guest Lars Nilsson   While ongoing training is commonly acknowledged as essential for elevating sales teams, some businesses are raising the bar with the establishment of internal sales academies.   Get ready for this episode of B2B Revenue Acceleration, where Aurelien Mottier (Co-Founder and CEO at Operatix) sits down with Lars Nilsson (VP Global Sales Development at Snowflake). They explore the fascinating journey of the SDR Academy at Snowflake as Lars shares the inside story of how it's revolutionizing the sales world.   Lars and Aurelien explore the motivation behind creating the SDR Academy and how to aims to eliminate the challenges faced in the traditional SDR-to-AE transition. Discover the vital topics covered in the academy and the typical program duration, offering a sneak peek into how Snowflake is investing in its sales development.   Lars also imparts expert advice on designing effective sales academy programs, serving as a guiding light for companies aiming to implement their own. The conversation takes a deep dive into the strategies companies can employ to keep their SDR academy programs aligned with the ever-evolving sales landscape.   Discover how investing in a sales academy can elevate the success of your SDRs in this episode of the B2B Revenue Acceleration. 

Special guest Chris Walker   Have you ever wondered how Sales Development Representatives (SDRs) can harness the full potential of demand capture and creation in today's ever-changing sales landscape?   In the latest episode of B2B Revenue Acceleration, our host, Catarina Hoch (VP of Global Marketing, Operatix) sits down with Chris Walker (CEO, Refine Labs) to discuss the crucial role of SDRs in demand capture and creation strategies.   Catarina and Chris delve into the nuances of demand capture and demand creation, shedding light on their distinctions and interconnectedness. They discuss how SDRs are an integral piece of successful demand generation, turning connections into conversions by utilising outbound activities.   Chris shares his expert advice on how SDRs can efficiently leverage multiple outreach channels, as well as highlighting which channels work best for demand capture versus demand creation.    With an ever-evolving market landscape, this podcast episode will offer valuable guidance, strategies and actionable tips on adapting SDR-led demand generation strategies to new trends and shifts in buyer behaviour, ensuring sustained growth for businesses.   Stay ahead of the curve and push the boundaries of your demand generation efforts with this podcast episode.

Special guest John Barrows   "Let the AI or tech do all the heavy lifting... but right before it goes out the door, make sure you humanize it."   In the latest episode of B2B Revenue Acceleration, Aurelien Mottier (CEO and Co-Founder, Operatix) and John Barrows (CEO, JB Sales) share their perspective on the question that everyone is asking - is AI the future of sales?   The delicate balance between human effort and AI utilization is a critical topic. Aurelien and John explore when to let AI take the reins during the sales process and when the human touch matters most.   Other key talking points include:    Has AI fundamentally changed the way we sell? Has AI changed the salesperson-prospect interaction?   Learn how AI can give you the superpower of time, allowing you to focus on selling and building stronger client relationships by taking away menial tasks.   How AI can help elevate the customer experience while taking the heavy lifting out of the sales process   Aurelien and John discuss upcoming trends and developments in AI for B2B sales.   Don’t miss out on this episode of the B2B Revenue Acceleration podcast. 

Looking to scale your business from series A to B? This episode of the B2B Revenue Acceleration is a must-listen. Join our host Aurelien Mottier, Co-Founder and CEO of Operatix, as he sits down with Tom Glason, CEO of Scalewise. They dive into the obstacles to avoid and best practices to help scale your start-up to the next level.   Key talking points include:   Uncover the secrets to scaling with precision. We cover how business leaders can craft a clear vision and set achievable goals, all while aligning their team's efforts for maximum impact   Discover the financial strategies that startups must embrace during the transition from Series A to B. Explore ways to ensure stability, allocate resources efficiently, and pave the path for sustainable growth   Gain insights from Tom on the common mistakes startups make when expanding into new markets, and learn strategies to handle these challenges smoothly.   Scaling often means fiercer competition, particularly in the B2B tech world. Dive into best practices for not just surviving but thriving in a competitive landscape and creating an edge   As growth accelerates, maintaining an innovative culture is paramount. Delve into expert advice on how startups can nurture a culture of innovation and encourage creativity throughout the scaling journey   Listen to this episode of the B2B Revenue Acceleration podcast now to get valuable insights, tips and actionable strategies to ensure your scaling journey gets off to the best start possible 

Ready to revolutionise the way you approach buyer personas?    In our latest episode of the B2B Revenue Acceleration Podcast, host Catarina Hoch (VP of Global Marketing, Operatix) sits down with expert Jim Kraus (President at the Buyer Persona Institute) to discuss his unique methodology.   Delve into the psychology of buying decisions, moving beyond demographics to truly understand what makes your buyers tick.   Jim's approach centres on diving deep into recent buyers' insights through in-depth interviews, uncovering the triggers, success factors, perceived barriers, decision criteria, and the intricate buyer's journey that contribute to a holistic buyer persona.   Key talking points include: Uncover the core components of a well-defined buyer persona Learn unique best practices to shape impactful marketing and sales campaigns Going beyond demographics: Explore Jim's unique approach to understanding the buying decision process at a deep level Unveiling success factors, perceived barriers, decision criteria, and the buyer's journey – essential insights for influencing buyer behaviour effectively Multi-threading in the buying process: How involving various personas can shape the decision-making landscape Crafting messaging strategies based on holistic buyer insights Commonalities vs. Differences: Discover why focusing on the buying decision itself often reveals more shared insights among buyer personas.   Tune in to gain a fresh perspective on buyer personas and discover how to create strategies that truly resonate with your audience.