B2B Revenue Acceleration

The best sales people aren’t on your sales team. In fact, the best sales people don’t even work at your company.  Hint: They pay you. Customers are, time and again, the best sales resources your company has access to. Nothing will sell your product more (and faster) than a referral from someone who already uses it.  Melinda Marks joined us on the B2B Revenue Acceleration podcast to tell us all about building a customer referral program.  Melinda is the VP of Marketing at Armorblox, the first cybersecurity company to utilize NLU to stop cyber attacks. Melinda has an extensive background in marketing at Styra, StackRox, VMware, and others.

Are your sales development teams and your marketing teams not aligning? Want to be competitive with world-class sales development organizations? Learn the best practices and tactics for sales development success with guest Dan Gottlieb, Sales Development Analyst at TOPO.  Dan joined us on this episode to discuss TOPO’s extensive 2019 Sales Development Benchmark Report on sales development, where they’ve conducted research on what the fastest growing companies are practicing with sales and marketing. Dive in to find out your organization can copy and implement the best practices from other sales teams.

Business in Europe basically just shuts down during the summer. Not. It’s the worst-kept secret in B2B that you can actually make a ton of great connections with Europeans during summertime--if you know the right way to handle it. Today, we’re chatting with the Operatix International Team: Ada Amato, Head of International, Ikram Yousfi, Head of France, and Allen Bossman, Inside Sales. The team has all the insider tips about how to have a productive summer and keep your team from being idle in September.

In case you haven’t noticed, social media rules the world. Take a walk down the street and just watch people. Odds are, most of them are engaged in some form of social media on their phone. They’re checking the news on Twitter, or sharing pictures on Instagram. Social media is king. So how do you set your business up for success in an increasingly social world? What does it look like to go from viewing social media as an afterthought to making it a key part of your business plan?

What does the perfect go-to-market strategy look like? Well, there’s probably no such thing as a perfect go-to-market. But, by focusing on a few key elements, you can get pretty close. As a product marketer, Adam Stein, Principal at APS Marketing, has often come across both large and smaller companies that struggling with aspects of their go-to-market. So, he’s identified three key elements that you can focus on to create a great strategy. On the latest episode of the B2B Revenue Acceleration podcast Adam shared those keys. Here’s what he had to say.

CMOs are often faced with an overwhelming amount of shiny new toys when they step into their role — marketing automation platforms, ABM tools, website personalization, the list goes on. But regardless of where they place their efforts, CEOs and CFOs often look at marketing and ask: What is the bottom-line contribution? If CMO contributions are not observable in terms of ROI, the CMO may eventually vacate their position. Then, a new CMO comes on board, and the cycle starts again. Lee Hackett sees it all the time. It’s what keeps him up at night, and it’s part of the reason he started Bluprint in 2013, where they help CMOs and marketing leadership maximize their investments in marketing technologies. With 25 years in marketing, Lee has a lot to say about how marketing leaders can tie their hard work to the bottom line of the c

What are the elements that you and your company should consider when you start planning an expansion into any new territory? That’s what I talked about with Rob Wellner, Senior VP of Sales at Velocity Global, in this episode of B2B Revenue Acceleration. Rob shared his expertise on the advantages and challenges that come with global expansion, along with a few things companies commonly overlook.

On this episode of the B2B Revenue Acceleration podcast, I interviewed Adam Honig, Co-founder and CEO of Spiro.ai. Adam shared the top 8 reasons customers might not be buying from you. Understanding these issues can help you course correct if you’re struggling and increase your success in going after deals.

Are you attempting to sell a technical product to a non-technical crowd? If so, we’d love to introduce you to Joel Passen, Head of Global Sales at Beamery. His company sells HR and talent acquisition products, or what they call a “recruiting CRM and marketing software.” But not all their buyers have an extensive technical background. So, Joel’s uncovered firsthand how to sell a highly technical product to a variety of buyers, many of whom are non-technical. On this episode, he gives us 3 ways we can sell our products to non-technical buyers.

Your tech company is growing, fast. Almost too fast. Maybe it’s time to scale our sales program? First of all, remember: This is a good problem to have. (On that note, congrats.) Secondly, listen to Chris Doggett, Chief Sales Officer at Fuze. He has some amazing advice on how to scale, what KPIs to use, and how to keep your employees as you scale your sales at your B2B tech company. His advice is built on 15+ years of corporate sales, operations, and head of channels. His experience spans from COO to Director of Global Channel Sales, to VP to SVP, so he’s seen the entire sales picture. He came on the B2B Revenue Acceleration Podcast and gave us this message.