B2B Revenue Acceleration

Even if remote work was an option for your teams, chances are you weren’t 100% work from home before the COVID-19 pandemic. Morale can be low and motivation even lower unless we purposefully stay connected with each other day by day. In this episode, I interview Marianella Mace, CEO of Email Meter, about how she nurtures her team during the pandemic. We talked about: the importance of individually checking in with team members for 10 minutes or so, when productivity is down, offer help, not criticism, and be agile by shifting industries or — as Marianella did — creating a new product. Marianella also shared she has drawn on her Sandler training during the crisis   To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

We’re perpetually marketing in an era of constant change. Nothing in marketing ever stays the same because nothing in life ever stays the same, does it? (All of us are thinking about ramifications of the COVID-19 pandemic right now.) On a recent episode of the B2B Revenue Acceleration podcast, I talked with Mark Johnston, VP of Product Marketing at Domo, about how to hit a marketing target that’s always moving. Check out these resources we mentioned during the podcast: Domo’s Coronavirus Tracker Daily Pulse, Measure What Matters by John Doerr To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast

We're all getting a little fed up with COVID-19 by now, but we need to adapt to the new realities the pandemic has imposed on us.  No one knows when things will go back to normal, and in the marketing business we can't wait for that to happen, anyway. We have to go the extra mile now and help businesses keep pressing forward in the face of these challenges. In this episode, I interview Robin Emiliani, one of the co-founders and partners at Catalyst Marketing Agency, about how to do B2B marketing in the midst of COVID-19.  We talked about: how companies are adapting to the changes brought on by COVID-19, the overnight shift from in-person events to virtual events, the Harvard Business Review study that proves that you shouldn't stop marketing, how sales has changed and what marketing can do to support the sales team now, and the #1 thing you can build during this time. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or our website.

The coronavirus certainly makes the #1 spot on everyone’s list of challenges. Given that, however, B2B technology marketers tend to share the same 3 non-viral challenges year-round. Those challenges, if anything, are even more formidable in 2020. In this episode, I interview Yotam Gutman, Director of Marketing at SentinelOne, about the top 3 challenges that marketers are facing… as well as the challenge that everyone is facing now — coronavirus. We talked about: 3 evergreen challenges for B2B marketers, tactical tips for scaling globally, entering a new territory means understanding the local culture, and coronavirus challenges and changes. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or our website.

It’s not just marketing that is embracing an account-based approach. It’s everything. ABX (account-based everything) will soon cease to be a buzzword because it’s just become the norm. In this episode, we interview Emma Acton, Vice President Global Field Marketing at TIBCO, about implementing an ABX approach. We talked about what ABX means, the 3 elements of an ABX approach, how to measure ABX, and how the goal of ABX is keeping a customer focus.   To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

No business is succeeding in a viable way unless its sales department is achieving. Sales is the core driver of any business. That being the case, why are sales professions viewed with negative perceptions? I recently interviewed James Ski, Founder and CEO at Sales Confidence, about how to elevate the sales profession. On today's episode we discussed: the source of negative perceptions of sales professionals, how to recognize the strategic function of sales, why sales compensation should be shared with support roles, and the importance of focusing on mental health for sales leaders. (Use the discount code Operatix50 for £50 off when registering for the Sales Confidence’s SaaSGrowth 2020 conference.) To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

It’s a confusing world for tech companies. Especially for new tech startups looking for venture capital. How do you set yourself apart from the rest of the tech companies out there? How do you make your company stand apart so that you ensure that you get that crucial injection of venture capital?  Thankfully it’s not quite as much of a mystery as it may seem.  On a recent episode of the B2B Revenue Acceleration podcast, we sat down with Anoushka Vaswani, a partner at Lightspeed Venture Partners for a discussion all around: What her firm looks for How tech companies can set themselves apart The hot technologies that are set to disrupt the market To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

Growth lies at the foundation of every one of our business goals. Whether we aim to grow our employees, our customers, or our bottom lines, the focus on growth is paramount. On a recent episode of B2B Revenue Acceleration, we got to hear from Liesbeth de Rooij, Manager Go-to-Markets & Customer Engagement at Proact, which helps customers with their IT roadmap.  What we talked about: The 3 slices of the Wheel of Value pie Which is more important, employees or customer experience? What to measure when you set KPIs To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

CISOs are bombarded with companies all making the same promise: 100% protection. How about technology companies took an honest tack for a change? Being straightforward about your abilities — and eschewing impossible absolutes — will help you instantly cut through all the clamor. On this episode, I interview Lewis Henderson, VP of Product Marketing at Glasswall, about standing out in a crowded market.  What we talked about: Creating your own category (content disarm reconstruction) Identifying invasive spear phishing Using storytelling to promote your customers’ successes Transparency and humanity are more important than absolute language Check out this resource we mentioned during the podcast: Lewis’s mini whitepaper about invasive spear phishing If you’re wondering why Operatix, we’d love to tell you. Check out our lead generation team here. To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

According to recent research, sales is the largest business sector to experience high levels of work-related stress. This can come from working long hours, pressure to perform at critical moments, dealing with setbacks (or no’s), or from taking risks We invited Ollie Sharpe on this episode to discuss stress management in the sales team environment. He gave us his best practices from his years of senior sales management at LinkedIn, SalesLoft, and CD Recruitment. Ollie is currently the VP of Revenue for EMEA at SalesLoft. He recently took on this new role after 10 years at LinkedIn. What we talked about: When it comes to stress, prevention is the best medicine Be human  Be approachable  Lead by example  Understand your sales team, but don’t be a counselor An example of hitting this ‘understanding’ balance A quick note on diversity and stress Setting expectations early on avoids stress Create happiness on your sales team to drive peak performance Are you doing the things that make you happy? Are you spending time with people you like to spend time with? Are you switching your brain off regularly? Check out these resources we mentioned during the podcast: The happiness advantage by Sean Acre The Game Plan by Dr. Steve bull The Sales Acceleration Formula by Mark Roberge The Making of a Corporate Athlete, a Harvard Business Review article by Jim Loehr and Tony Schwartz To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.