B2B Revenue Acceleration

The years 2020 and 2021 have thrown so many curveballs at B2B marketers. While we’re all planning for 2022, Matt Heinz, President at Heinz Marketing, joined us to share his predictions for what’s coming over the next year and beyond. We discuss main trends expected in 2022, tech and tools marketers should explore, supporting the buyer journey and overcoming resistance, business events, and where to channel your budget. 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.

The COVID-19 pandemic has changed many of the ways we interact with each other, and business is no exception. With many opting for video calls over in-person meetings, it’s opened the door to the bigger question: How can we use video technology to differentiate ourselves from competitors? On this episode of B2B Revenue Acceleration, we talk with Tyler Lessard. Tyler is the VP Marketing and Chief Video Strategist at Vidyard, and was kind enough to come on the podcast to discuss all the “Do’s & Don’ts” of Video Prospecting. This episode includes the following topics: the biggest opportunities with video in sales, how to craft a strong, tailored message to prospects, video prospecting mistakes to be mindful of, the mass adoption of video technology, and its use as a prospecting channel. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website.

A lot of SDR managers become SDR managers simply because they were very good reps. They excelled at their roles as SDRs, and so by virtue of their skill, they’re promoted to be an SDR manager. Which is great for them. But often, what doesn’t get trained are simply expectations. What is expected of an SDR manager is very different from what is expected of an SDR. It requires a different mindset. A different focus. How can SDR managers set their teams up for success? On this episode of B2B Revenue Acceleration, we talk with Kyle Coleman. Kyle is the VP of Revenue Growth at Clari and was kind enough to come on the podcast to talk about some great topics this episode. Some of the topics included the 4 key things SDR leaders need to be doing to build successful teams, the soft skills that SDR leaders need to have in order to succeed, why we see SDRs more often progress into AE roles than SDR manager roles, and how to identify if an SDR is a good candidate to progress to an SDR manager. 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.

One third of companies are in a mature stage of their ABM journey, one third are only a year or so into the journey, and one third haven’t even started. ABM is still very much in its growth stage — not at all losing its momentum but rather gaining it as organizations appreciate what modern ABM can really do. In this episode, we interview Declan Mulkeen, CMO at strategicabm, about how personalization and technology (and partnership with sales) define modern ABM. We discussed how ABM has rebounded after the pandemic, automating ABM with vendors, the definition of modern ABM, the power of storytelling, and why ABM doesn’t work without sales teams. 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.

For this episode of the B2B Revenue Acceleration Podcast, we will be airing again one of our most listened to episodes: “How to Tell Your B2B’s Brand Story”. This episode was first published in 2018 when we started our show and it’s as relevant as ever at this time of the year when Sales & Marketing leaders prepare their Go-to-Market plans for 2022. … Breaking through the noise in a loud and crowded market is tough. How do you make sure your messaging is being heard in a sea of competition? Ken Rutsky, the author of Launching to Leading: How B2B Market Leaders Create Flashmobs, Marshal Parades and Ignite Movements has created an 8-layer cake for B2B messaging that helps brands tell their story and stand out. He spent many years in product marketing in Silicon Valley, and he specialized in security, infrastructure, and business applications in the sales & marketing automation space. Now he helps companies define their message clearly. Ken shows businesses how they can build their brand through storytelling to accelerate revenue.

Don’t build a community because you just want to be in charge of something or have a captive audience to sell to. Build a community because you genuinely want to help others without asking anything in return. Over the years, this will bring so much good into your personal and professional life. In this episode, we interview Sam Jacobs , Founder and CEO at Pavilion , about how he grew a small group of New Yorkers into a community of over 6,000 global leaders. We discussed the evolution from Dinner Club to Revenue Collective to Pavilion, having long-term goals in a short-term environment, some of Pavilion’s successful initiatives, the launch of Pavilion University, and supporting each other as a way of doing business. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website.

SDRs talk about how hard it is to be rejected when cold calling — and it is. But it’s also hard for the person on the other end of the phone to reject. Reps need to make the conversation about the person that they’re cold calling both to overcome call reluctance and to change cold calling’s bad reputation. In this episode, we interview Jason Bay , Chief Prospecting Officer at Blissful Prospecting , about why people hate cold calls so much and what SDRs can do about it. We discussed why starting a conversation is the whole point of cold calling, the success of permission-based openers, avoiding prospecting narcissism with customer-centricity, and what sales leaders (and SDRs) can do to combat call reluctance. Check out this related episode: Episode 110 w/ Sam Nelson, “Ramping Up SDRs: The First 90 Days” To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website.

It’s harder than ever to find talented Sales Development Reps (SDRs) - even hiring the finest talent doesn’t mean they will be successful if they don’t go through a well-structured onboarding and ramping process. Their first 90 days will show you who will break and who will win.In this episode, we interview Sam Nelson, SDR Leader at Outreach, about his unique and effective onboarding process for SDRs. Join us as we discuss the advantages of grouping all your new SDRs together (known as the Agoge Tribe at Outreach), indicators of successful SDRs, what effects COVID has had on remote onboarding, and what to watch at one week, one month, and the first 90 days. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website.

Something people often get wrong in leadership is prioritizing their need to be liked over what’s best for their employee. In reality, caring for the employee means showing kindness by telling the truth, even when it’s challenging to share or hear. In this episode, I interview Wendy Harris, Head of EMEA at Gong, about how applying the principles of radical candor has changed her leadership style. In this episode we discuss: -Her new role as Head of EMEA at Gong -An overview of Radical Candor (the book and the practice) -Dos and don’ts for newer leaders -Building a culture of giving and receiving feedback Check out these resources we mentioned during the podcast: -Radical Candor by Kim Scott Wendy Harris can be found on LinkedIn here: https://www.linkedin.com/in/wendyharrisirl/ 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.

Buyer experience and customer experience aren’t the same. There’s a lot of overlap, but buyer experience comes down to the answer to this question: How does the buyer want to buy? In this episode, I interview Josh O’Brien, Cofounder at RevShoppe, about best practices for creating a consistent buyer experience across the funnel. Josh and I discuss how buyer experience relates to channel, brand, and persona, how to create a sensitive and personalized buyer experience, the importance of the psychological profile, and technologies that contribute to best buyer experience practice. 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.