B2B Revenue Acceleration

Revenue operations, or RevOps, has entered the revenue conversation. Because it’s a newer role, many leaders are trying to wrap their heads around what it is and whether they need to implement the function at their company. Megan Heinz, Director of Revenue Operations at Mainsail Partners, and Mark Kelly, CEO at NewEdge Growth, join the show to define RevOps and to explain why it’s so important. We discuss how RevOps is different from sales ops, how to measure RevOps success, the challenges of implementation (including when you should do it), and finding the right people for your RevOps team. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Misalignment stymies the development of your business. If your sales, marketing, and customer success teams aren’t working towards the same goals, it leads to friction and inconsistency in the customer experience — and that ultimately takes a toll on growth. Mike Simmons, CRO of Cybsafe, has developed a methodology he calls DARE that tackles the issue of alignment and he breaks it all down in this episode. We talk about what DARE stands for, how to get teams to work together towards an overarching goal, the biggest challenges with alignment, and how to measure alignment. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

In this day and age, it’s almost impossible to successfully scale and grow your business without the help of outside partnerships. That’s why a hybrid sales development team might be your best bet. Elaine Chan, former Sr. Director of Inside Sales at Illumio, joins the show to share how outsourced SDRs infuse your inside sales program with a useful diversity of knowledge and skill. We discuss what it means to have a hybrid team, the advantages and challenges of hybrid models versus employing an internal team, and the most effective usages of a hybrid model. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Everybody is looking at data. Whether from a privacy standpoint, or a productivity standpoint, data is king. But how do you harness that data to inform good decision making? In this episode, we interview Todd Abbott, CEO at InsightSquared, about utilizing data & technology to create scalable sales processes. We talked about the key elements to consider when trying to build a scalable sales process, what data points you need to collect, and the biggest mistakes companies make when trying to scale their sales processes. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

What makes a great business development professional? And how does business development differ from sales development in the first place? In this episode, we interview Lucia Piseddu, Founder at The BD School, about the differences between sales development and business development. We talked about unlocking a BDR’s creativity, the 4 traits of a successful business development professional and “a difference in goals: sales versus opportunities' . To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

The 2021 Sales Development Report from The Bridge Group is out. We invited Matt Bertuzzi, Director of Ops at The Bridge Group, to unpack the state of sales development and share the trends expected for this year. Our conversation covers many important topics, like how to expand your SDR talent pool, comparing report data to assumptions about the effect of the pandemic, the methodology behind the report, and contributing audiences, defining quality conversation and the best medium for it, and lastly, quotas: if any experience is essential for meeting them, and other complexities. Check out the full report on this link: The 2021 Sales Development Report. Want to hear more? Find us on Apple Podcasts, Spotify, or here. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Years before the Covid-19 pandemic made remote work the norm, Jack Mardack, cofounder of global HR platform, Oyster® was building his vision of a world in which, through remote working, people could have a great career wherever they’re at in the world. But where are we headed when it comes to post-pandemic productivity and how can we hire talent remotely? Will we lean more towards remote work, in office work, or somewhere in the middle? We talked about the transformation of knowledge work, positive and negative impacts of remote work, and the pros and cons of going back to the office. OPTIONAL: Check out these resources we mentioned during the podcast: Jack Mardack, Cofounder of Oyster , and Leaning into the Future of Work. Want to hear more? Find us on Apple Podcasts, Spotify, or here. Listening on a desktop & can’t see the links? Just search for [B2B Revenue Acceleration] in your favorite podcast player.

It’s the dream of many tech companies — becoming a unicorn,meaning that the company has reached a valuation of $1 billion. On this special 100th episode, we hear stories from a panel of guests about how their companies reached or helped other companies reach that milestone, the challenges they encountered along the way, and the tips they have for others aiming to do the same. Our panel includes: Didi Dayton, Partner at Wing Venture Capital Dimitri Sirota, CEO of BigID Thomas Been, CMO at Druva Thibaut Ceyrolle, EMEA Founder at Snowflake To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Product-Led Growth is defined as a go-to-market strategy that relies on using your product as the main vehicle to acquire, activate, and retain customers But how to know if it’s the right strategy for your business? In this episode, Jimmy Fong, Chief Commercial Officer at SEON, joins the show to explain how product-led growth introduces a potent dynamic to customer engagement. We talked about ways to implement product-led growth, focusing on time-to-value, and learning from B2C marketing. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can’t see the links? Just search for The B2B Revenue Acceleration Podcast in your favorite podcast player.

There are over 58 million sales people across the globe… and most of them are without formal higher education in sales. The drive to take sales education more seriously needs to come from within the industry. Recently on B2B Revenue Acceleration, I had a chance to discuss with Paul Fifield, CEO and Co-Founder at Sales Impact Academy, why we need to take sales education to the next level. We talked about how to adopt a learning mindset, the prevailing need for sales education, not sales training, and what it means to educate with buzz. Check out these resources we mentioned during the podcast: Paul found Predictable Revenue inspiring. Learn about sales education at salesimpact.io. To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website. Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.