B2B Revenue Acceleration

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.

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.

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!

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 way customers buy things is different than it was ten years ago. Our approach to getting their attention should have evolved as well. In this episode, I talk with David Dulany, Founder and CEO of Tenbound, about the future of sales development and what he’s doing with his Sales Development Conference in San Francisco to address the future. It’s likely that companies immune to change will be left behind.

Podcasts are everywhere. It seems like you can’t step into a coffee shop, or a restaurant, or the front door of any office without hearing all about people’s favorite podcasts. They talk about them like they’re the newest hit Netflix series. People binge listen to podcasts. They go see people tape podcasts live. They buy merch from podcasts. Clearly podcasts are here to stay. So why isn’t your business doing a podcast?

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.

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.

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?

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.