B2B Revenue Acceleration

Marketing attribution is an essential part of any business, with long-term data helping to optimise spend while connecting the dots between strategies and growth. After all, it’s no secret that data-driven marketing plans that utilise reliable audience insights are the most successful.  However, the increasing rate at which the digital world of sales and marketing evolves can make it particularly difficult to accurately predict how best to target leads. A consumer’s path to purchase is no longer as linear as it used to be, making tangible marketing attribution software a key investment.  In this episode of B2B Revenue Acceleration, our host CEO of Operatix Aurelien Mottier sat down with the CEO of Proof Analytics Mark Stouse to discuss using marketing attribution in the increasingly complex digital world. From understanding exactly what this term means to common misconceptions, discover expert insights into marketing attribution in today's episode.  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.

Anyone with a sales team knows how difficult hiring and onboarding can be - particularly as the demand for skilled, experienced SDRs grows. While you may have considered the lengthy timescale and cost of hiring a sales team, you may not have factored in one of the most frustratingly common problems sales managers face - the high rate of churn. Maybe you’ve nailed the process of finding and hiring a talented SDR, but holding onto them is another factor entirely. Career SDRs are seemingly few and far between, with employees often using the role as a stepping stone to becoming an Account Executive or Marketer. In this Episode of B2B Revenue Acceleration, Founder and CEO of Growth Genie Michael Hanson chats with CEO of Operatix Aurelien Mottier and COO of Operatix Robert Westell. They discuss how Operatix implemented an internal career path to help keep their top talent on board, motivated and consistently developing, as well as the importance 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.

In the midst of rapid digital transformation, old school marketing and sales strategies are no longer effective. In fact, they’re probably driving your customers away. In this exciting conversation with Latané Conant, CMO at 6sense, we’ll get her unique perspective on how best to approach your business development tactics. After joining 6sense in 2018, our guest had something of an epiphany. Why cold call and force prospects to fill out endless forms when we can leverage the vast quantity of data we already have? She decided to test her methodology, and it’s an experiment that’s paid off with a valuation of over $5 billion and consistent, sustainable growth. Check out the full episode to learn how you can use intent data to reach new heights of revenue. More information about Latané and her groundbreaking work: LinkedIn profile: https://www.linkedin.com/in/latane-conant/ Company website: https://6sense.com/ No Forms. No Spam. No Cold Calls: The Next Generation of Account-Based Sales and Marketing, by Latané Conant       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.

Does it ever make sense to outsource the whole SDR team? If you do, what questions should you be asking and what expectations should you set?  In this special episode of B2B Revenue Acceleration, Aurelien Mottier, CEO and Co-founder at Operatix joined David Dulany, Founder and CEO at Tenbound at the latest Sales Development Conference.  Here, they take a look at the Sales Development Outsourcing Survey 2022, which offers an exclusive look into the state of the industry. As well as this, they discuss: How much to outsource Need for speed, especially for startups A mindset of inclusivity for outsourced team members       More information about today's guests: Aurelien's LinkedIn Profile: https://www.linkedin.com/in/aurelienmottier/   David's LinkedIn Profile: https://www.linkedin.com/in/davidkdulany/ Operatix Company Website: https://www.operatix.net/    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 development has come a long way and is an increasingly vital component to any successful business. Though it’s something many businesses can’t live without, the function is often neglected by leaders, who fail to invest in it or the experience for the employees charged with making a success. That’s why I invited David Dulany, Founder and CEO of Tenbound, onto the show. He brings a wealth of experience in sales development and knows first-hand how to get the most out of your sales development. In this episode, we discuss how sales development has changed drastically in the last decade, why AI won’t be taking over the SDR position any time soon, and why companies need to invest more into the role and improving the experience for their hires. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Prospecting email is not designed to get somebody to buy your service or product. It’s a personalized one-to-one message that does one thing: it shows how you think you can help that business. In this episode, we speak with Stephen Harlow, Chief Sales Officer at Sopro, about his winning email marketing strategy with a 15% response rate. Join us as we discuss about email marketing’s goal to start conversations, how to write a short email without fluff but with personalization, the relationship between email and LinkedIn, and optimizing email timing and frequency Check out these resources we mentioned during the podcast: The State of Prospecting by Sopro To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Gamification is more than a buzzword. It’s a proven way to motivate, revitalize, and inspire your team to great results. In sales, gamified initiatives can have ripple effects that reach every corner of your company. With strategic implementation, consistency, and intentional connection, you can build a system that recognizes accomplishments and rewards through personalized incentives. To paint a more detailed picture of gamification, we had Brian Trautschold, Co-founder & COO at Ambition, on the show to discuss the approach of making work fun without losing productivity. We covered the benefits of gamification, ways to track team accomplishments, personalizing incentives, and more. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Building a sales development team is a feat worth investing in, that much is becoming common knowledge in the business world. Understanding exactly how to budget for an SDR team is the first hurdle to creating a successful team, yet is undoubtedly one of the most important. After all, it’s not just the salary that needs to be considered. SDRs not only have to be hired but onboarded, managed and provided with a tech stack to ensure success. While necessary, these elements can take a significant chunk out of your budget, so it’s essential to account for this when allocating finances to creating a team of SDRs. To shed some light on the deliberation process, we sat down with Dan Seabrook, Vice President of Sales at Operatix, to discuss how to budget for SDRs. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

It’s no longer enough to have a great product. Today, people are only going to buy from you if they feel like you care about them. If they feel like you’re likeable, personable, and easy to talk to. In other words, social selling is the name of the game. But how do you go about building a brand for yourself? How do you establish a reputation as a social seller without coming across as fake or plastic? It takes a lot of work, to be sure. Thankfully, we had Daniel Disney, Founder & Owner of The Daily Sales, on the show to talk to us all about social selling. We covered the biggest mistakes people make around social selling, best practices on how to get the most out of social selling, the most underutilized tool on LinkedIn for social selling, tips for building your personal brand on LinkedIn, and more. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

With a title like “the UK’s Most Hated Sales Trainer,” you know that you’re likely going to ruffle some feathers. You’re going to make some people uncomfortable. Because you’ve likely not achieved that title by telling people what they want to hear. Which is why, on this episode of B2B Revenue Acceleration, we sat down with Benjamin Dennehy for a conversation all about his career journey and how he came to be known as the UK’s Most Hated Sales Trainer. We talked about Benjamin’s sales and prospecting best practices, why anybody can have a career in sales, why you shouldn’t automatically hire someone with sales experience for your sales role, the pros and cons of LinkedIn Prospecting, and the right ways to use CRMs as an SDR. To hear this interview and many more like it, subscribe to the B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.