B2B Revenue Acceleration

There has been tremendous growth in the technology sector in recent years - but is this all going to change? Tech has always been regarded as a thriving industry; VCs were injecting money into vendors, companies were propelled into hypergrowth mode and momentous valuations were increasingly common. However, with talks of an economic downturn looming, the narrative is already starting to change. Vendors are laying off staff and companies are shrinking. But what is the real impact of the economic recession? Will it be as harmful as predicted, or are people simply responding to fear? In this episode of B2B Revenue Acceleration, Aurelien Mottier (CEO and Co-Founder, Operatix) discusses this topic with Didi Dayton (Head of Platform and Community, True Search). Listen in as they give their opinion on how the economic downturn will impact the tech industry, as well as tips on how revenue leaders can keep growing their businesses during this uncertain climate. 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 attempting to close more deals, it's common for business leaders to focus on making new connections and building brand awareness with prospective customers. While this is an important step in accelerating sales, they often forget to leverage their existing business relationships and personal contacts. After all, a previously loyal customer moving jobs is a great trigger to engage in a sales conversation. It's also all too common for companies to fail in effectively keeping track of the aforementioned contacts, or to simply forget to nurture the relationship and keep in contact consistently. Leveraging buyer job movements can drastically help to increase closing rates and boost revenue growth, so it’s well worth sustaining and strengthening network connections. To help with this, our host Aurelien Mottier (Co-Founder and CEO, Operatix ) sat down with Christian Kletzl (CEO at UserGems). They discuss best practices for leveraging both current relationships and buyer movements to win more deals, as well as interesting statistics that prove its importance. 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.

Geographical expansion opens up a host of new opportunities, allowing you to tap into a new pool of both clients and talent. It’s a logical step for many businesses looking to grow and increase sales, as well as solidify brand awareness. However, many people underestimate the impact cultural differences can have on business relations, both internal team members and external stakeholders. Not only can this have an effect on the way you do business, but it can make it more difficult to protect company culture. It is important to strike a balance between incorporating the company's culture and respecting the customs of new territories. In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO at Operatix) sat down with David Wall (Founder & CEO at Unaterra). They discuss the common mistakes companies make when setting up a business internationally, cultural differences to be aware of and how to respect them while still upholding the company culture. 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.

In an age where LinkedIn is at our fingertips, building a stellar team of sales development representatives may seem easy, but it is far more complex than it appears. There is much more to the task than simply scrolling through people’s prior experience, recruiting the most qualified candidates and leaving them to their own devices. Rather, defining and identifying key characteristics is vital - but that’s only the first step in creating a successful sales team. Your job is not only to find the right fit for the job, but also to shape and mentor them to truly reach their potential. In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO at Operatix) sits down with Dave Sherry (Senior Manager Business Development & Sales – EMEA at Gong) to discuss identifying, training and managing sales development representatives. Join the conversation as they dive into what traits make a great SDR and how to find them, as well as how to help them develop their skills. 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.

A core driving factor for most business owners is, understandably, the need to maximise revenue and accelerate business growth. Yet this is often easier said than done, with periods of stagnation and an ever-changing market causing a halt in progress. This isn’t to mention the mistakes commonly made by entrepreneurs, many of which can push your business ten steps backwards rather than forwards. To overcome this, you must adapt your strategy and look at new techniques to expedite both growth and revenue. This is where Strategy Sprints come in - a technique that creator Simon Severino (CEO and Business Strategy Advisor of Strategy Sprints) says will have drastically positive results. In the latest episode of B2B Revenue Acceleration, our host Aurelien Mottier (CEO and Co-Founder of Operatix) sat do wn with Simon to discuss the Strategy Sprints methodology. Listen into their conversation as they discuss how the method improves operations and accelerates business growth, as well as the habits successful entrepreneurs should have, business best practices and mistakes to avoid. 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.

Traditional sales professionals are often under the impression that you’re either naturally talented at the art of selling or you just don’t have what it takes to be successful. Yet some of the best sales representatives are those that are nurtured and thoroughly trained, starting with just a passion to become the best they can be. While there may be some traits and a level of confidence preferred when recruiting and mentoring sales professionals, great salespeople are made, not born. Aurelien Mottier (Co-Founder and CEO of Operatix) sat do wn with Matt Milligan (Co-Founder or Uhubs) to discuss this concept. Join the conversation as they explore how technology can help mentor people into great salespeople, soft skills that can be developed into first-class sales skills and why managers are an integral part of building a successful team or SDRs. 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.

Understanding the ideal customer’s journey is paramount when building and launching a marketing plan, allowing you to influence their decision with various touch points along the way. It should go without saying that data and marketing go hand-in-hand, particularly when creating a strategy that not only engages, but converts. Creating targeted content aimed at your business’s ideal customer profile (ICP) is not as simple as it may seem. First, you must understand who is of value to your business, and then map out their journey before understanding how your marketing tactics can positively impact the steps towards revenue. In the latest episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO of Operatix) sat do wn with Steffen Hedebrandt (Co-founder at Dreamdata.io) to discuss how to go about mapping the customer journey toward revenue. Listen in to their conversation, with critical points including what data should be used to define a marketing strategy, the importance of creating a detailed ICP and why you should turn away customers that don’t align with it.  Interested in this topic? You can find out more about customer journeys here.  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.

Sales emails do not have to be complex, nor do they have to be particularly lengthy - in fact, the most successful campaigns tend to be those that cut to the chase. They’re quick, concise and tailored to the recipient. After all, the key decision-makers that salespeople target are unlikely to have the time to read a detailed, novel-like email. This rings particularly true if the content isn’t relevant to their specific needs and pain points. You must grab their attention and pique their interest in just a few short sentences, a skill that is much easier said than done. Sales emails have long been part of every salesperson’s toolbox, but it's a skill that can take time to be developed. Creating compelling email campaigns may be the goal, but they can simply be taken as spam if not created correctly. In this episode of the B2B Revenue Acceleration podcast, our host Aurelien Mottier (Co-Founder and CEO of Operatix) is joined by Ollie Whitfield (Growth Marketer at VanillaSoft). They discuss how best to go about creating compelling sales emails, including best practices for structure, language and eye-catching subject lines. 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 business leaders have their goals focused largely on customer acquisition - yet this is only the tip of the iceberg when it comes to staying profitable.  When it comes to the SaaS industry, revenue really lies beyond the acquisition stage in customer retention and expansion. Neglecting customer success and recurring impact means forgoing the often easiest opportunities for business growth and profitability.  After all, it’s often less expensive and time-consuming to expand the relationship with a current customer than it is to acquire a new one.  In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (CEO and Co-Fou nder, Operatix) sits down with Shari Johnston (Partner & Bo ard Member at Winning by Design).  They discuss the Recurring Revenue Bow-Tie Model, detailing what this strategy entails, the benefits of introducing it and the importance of aligning your business around recurring revenue.  To hear this interview and many more like it, subscribe to B2B Revenue Acceleration onApple Podcasts, Spotify, our website, or anywhere you get podcasts.

Developing a go-to-market strategy is essential in not only defining who your customer base should be but also how to go about targeting them effectively. After all, there’s little point in having a product or service if there’s no visibility to your ideal customer, no matter how outstanding you believe it may be. Your product cannot sell itself nor build its own brand and define itself in the market - this is where a well-developed go-to-market strategy is essential.  Our host, CEO of Operatix Aurelien Mottier, sat down with Pete Crosby (Executive Coach and Founder at Pete Crosby Revenue) to hear his expert insight into how businesses can get the very best results out of their go-to market strategy.  Dive into the episode below to understand how to get your fundamentals right, as well as common mistakes to avoid and frameworks that’ll help you understand where your current strategy may need development.  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.