B2B Revenue Acceleration

It’s said that preparation is key to success, and this is particularly true when you’re transitioning into a brand-new role.   Preparation comes in many different forms, but the 30/60/90-Day Plan method is becoming increasingly popular among marketing leaders.   This strategy assists in setting measurable goals, allowing you to lay the foundations for scalable, long-term growth – something that is essential when starting a new role.   In the latest episode of B2B Revenue Acceleration, host Aurelien Mottier (CEO and Co-Founder, Operatix) discusses this method with Pete Lorenco (VP of Marketing, HYCU).   During this conversation, they outline what exactly a 30/60/90-Day Plan is, the benefits of utilising this method and how to go about measuring successes.   Pete offers his best practices in creating a 30/60/90-Day Plan, outlining each step to ensure you get the most from this strategy.   Delve into the conversation now by listening to this podcast on Spotify, YouTube, Apple Podcasts or our website.

When people think of influencer marketing, their mind typically turns to social media stars promoting B2C brands on Instagram and TikTok. Yet, this modern marketing style is more common in the B2B industry than you may think, and is incredibly effective at boosting positive brand awareness. After all, people don’t just trust companies anymore – they trust people. This is exactly why the likes of referrals, word-of-mouth promotion and influencer marketing work so well. In this episode of B2B Revenue Acceleration, Catarina Hoch (VP of Global Marketing, Operatix) sits down with Justin Levy (Director of Social & Influencer Marketing, Demandbase). They discuss all things B2B influencer marketing related, including the benefits, best practices and how to create a campaign that elevates your brand. Justin Levy shares his advice in finding a natural fit for your niche, how to approach influencers for collaboration and what a B2B influencer campaign actually looks like. If you want to try B2B influencer marketing or are curious to know more, listen in to the conversation now.

Business leaders across the board have realized the benefits of putting customers first in their strategies, with customer experience (CX) becoming a focal point for many organizations.   Great customer experience is critical to your business' success. After all, a happy customer is one that will not only stay loyal but promote your business to their contacts through word-of-mouth and referrals.    If you want to boost predictable revenue and customer retention while increasing both brand advocacy and sales then customer experience should be a core part of your strategy.    But where do you start? Whether you want to start building a strategy from scratch or strengthen your current plan, the latest episode of the B2B Revenue Acceleration podcast is for you.   Our host Aurelien Mottier (CEO and Co-Founder, Operatix) sat down with Sally Nowroozi (Principal CX Evangelist, Salesforce) to explore the world of CX.   Sally gives her advice on strategising and measuring results when creating a successful CX strategy, as well as best practices and mistakes to avoid.   Delve into the conversation now, and start building your prosperous CX strategy today.

People in sales are ten times more likely to struggle with their mental health, leading to burnout and chronic stress.   For managers, this means not just recognizing mental decline when it happens to their employees, but also handling it in a constructive manner.   It's easy to overlook or misread the signs of burnout and chronic stress, yet these conditions can have detrimental effects on those suffering.   In the latest episode of the B2B Revenue Acceleration, our host Aurelien Mottier (CEO and Co-Founder, Operatix) sat down with Chris Hatfield (Founder and Coach at Sales Psyche) to talk about mental health in sales.   They discuss the differences between chronic stress and burnout, how best to approach conversations surrounding mental health and the importance of asking the right questions.   Listen to the conversation between Aurelien and Chris on today’s episode of B2B Revenue Acceleration, linked in the comments below.   To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

There is no doubt that expansion is one of the primary goals of all business owners. However,  there are many obstacles that need to be overcome before plans come to fruition.    The looming recession threatens to disrupt business expansion plans further, causing doubt as to if funding will materialize and if the market is stable enough for further growth.   Preparation is key to ensuring your business not only survives a recession, but thrives throughout it. Business leaders must adjust both their strategies and expectations, ensuring to consider all elements of their expansion meticulously.   This week on B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) sits down with Mike Jones (CEO and Founder, Emerald Technology).    They discuss how the recession can affect business expansion plans, as well as how industry leaders can foolproof their strategies to ensure they can continue growing their businesses.   To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

Many entrepreneurs attempt numerous strategies to accelerate their business growth - yet they often overlook undergoing expert coaching.   Coaching can help founders hone their skills and expertise while developing their entrepreneurial mindset. In fact, Forbes described coaching as a ‘secret start-up superpower’.   In the latest episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) discusses founder coaching with Richard Fifield (Founder and Director, Realise).    Listen in as they discuss the importance of coaching, how it can help common challenges in different growth stages of companies and if founders need to be coached differently due to their gender.   They also review what coaching advice Richard has given to founders that they have found the hardest to implement, and why this may be. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website , or anywhere you get podcasts.

For any leader overseeing a sales team, alignment between the SDR and AE should be a primary objective. Strong alignment encourages collaboration, driving success from the top of the funnel and pipeline to help hit revenue goals. This isn’t to mention the years of experience an AE can hand down to an SDR. By providing the right guidance and mentoring, an SDR can ramp up much faster, ensuring that they can effectively communicate messaging and target the right accounts. Alignment isn’t just for the SDRs either, as the AE will see plenty of benefits, too. After all, who wouldn’t want more pipeline and more customers to work with? In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) sits d own with Ken Koppelman (Director of Sales Development at Redica Systems).  Listen in as they discuss how to build relationships between SDRs and AEs for sales success, perfecting alignment between the two roles and the benefits of doing so. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts , Spotify , our website , or anywhere you get podcasts.

When businesses need to reduce their spending, marketing is often one of the first areas to be cut. This is, no doubt, because some business leaders doubt the importance of investing in a solid marketing strategy. They either label it as non-essential and prioritise other spending activities or simply believe their business can survive on the bare minimum. Yet this can have detrimental effects on business growth, which business leaders will prioritise as a recession looms. Rather than cutting back on marketing, there should instead be a focus on analysing and fool-proofing your strategy as the market begins to turn. In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) sat down with Nadia Milani (VP of Marketing, Proposify).  They discuss the importance of marketing during a recession, as well as best practices recommended to help accelerate growth and how marketers should adapt to overcome the challenges of an economic downturn. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

There’s only one thing that is worse for salespeople than hearing 'no', and it’s 'I need to think about it’. Customer indecision is not only frustrating to deal with, particularly when a salesperson has gone through the entire process of pitching only to end up with no certain answer.  This hurdle is all too common; in fact, research shows that 40 to 60% of sales pipeline is lost to no decision. What is less common, however, is the knowledge of how to overcome it successfully.  In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) sits down with author Matt Dixon to discus s his new co-authored book, The Jolt Effect. Packed with the latest research in customer indecision, practical guidance and myth-busting analysis, The Jolt Effect offers a new approach to tackle the dreaded ‘I need to think about it’. Aurelien and Matt discuss the concept of the book, as well as why addressing a customer’s fear of failure is so important and some of the most psychological insights that have come out of their research. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

It’s no secret that the tech sales industry is predominantly male-dominated. Statistics indicate that only 25% of the sector's salespeople are women and only 12% of these women are in sales leadership positions. In honour of Women in Sales Month, Catarina Hoch (VP of Global Marketing, Operatix) sat do wn with Hannah Allen (Operations Director, Operatix). Both women started their careers as SDRs at outsourced sales agency Operatix, climbing up the ladder with sheer determination and drive to perfect their craft. Listen in as they delve into the main misconceptions about working and succeeding in tech sales, offering advice to women who have the same entrepreneurial enthusiasm to become trailblazers in the industry. Hannah shares how she transitioned from an inexperienced SDR to a highly regarded EMEA Operations Director in just five years, as well as the obstacles she has encountered and overcome during this time. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.