B2B Revenue Acceleration

Sales is often perceived as the revenue driver in organizations, but behind every successful sales team, lies an effective marketing function. In this episode, we interview Florence Broderick, VP of Marketing at CARTO, to talk about marketing as a revenue driver. What we talked about: A viewpoint shift about marketing, 2 reasons sales matters so much to marketing, Companies value marketers with sales experience. 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.

Just because a prospect matches your buyer persona, it doesn’t mean they want to buy your product. You’ve got to find triggers or signals to get in front of accounts more likely to be in the market for a solution like yours. In this episode, we interview Mark Colgan, Co-Founder and CRO at Speak On Podcasts and Outbound Prospecting Coach at Sales Impact Academy, about how to get your lead research right. What we talked about: Only 3% of your market are actively buying How to leverage relevant research What happens when you reach people who want to buy Check out these resources we mentioned during the podcast: Mark’s 20-minute webinar about the playbooks The Ultimate Sales Machine by Chet Holmes 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.

When you can’t meet with buyers face-to-face anymore, where do you meet them? You must go to their preferred channel and create a sales experience there. In a recent episode of B2B Revenue Acceleration, we welcomed Jake Dunlap, CEO at Skaled Consulting, to talk about what to expect in the B2B sales world in 2021. What we talked about: Predictions for B2B sales in 2021 2020 trends that will stick The main focus areas for B2B sales 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.

What does it take to be successful in Cloud Enterprise Sales? How will the enterprise cloud sales market look like the next 5 to 10 years? Recently on B2B Revenue Acceleration, we spoke with Paul Melchiorre, Operating Partner at Stripes, about the qualities of cloud sales professionals and the future of the market. What we talked about: Becoming a first-time author 4 essential traits of a cloud enterprise sales professional The enterprise cloud sales market in the next 5 years OPTIONAL: Check out these resources we mentioned during the podcast: Paul’s book is Selling the Cloud 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.

Scaling your business in Europe is no easy thing. Local knowledge, dozens of languages, tiny budgets, and brand awareness are just a few of the difficulties you’ll have to overcome. In this episode, I interview Henrique Moniz de Aragão, VP and GM, EMEA at G2, about the challenges of breaking into the European tech market. We talked about overcoming stereotypes about the European buyer, 3 essentials for scaling in Europe and, Pros & cons of scaling at startup or enterprise. 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.

Deciding whether to focus on revenue generation or on brand building can feel like the two halves of the brain being at war. The truth is that organizations need to nurture both building their brand and generating revenue at the same time. But how? In this episode, we interview Efrat Fenigson, VP Marketing at Mindspace and Co-founder at G-CMO, about revenue generation versus brand building. We talked about the left side & right side of the brain, actionable strategies for sales & marketing alignment, and the case for building brand. Check out this resource we mentioned during the podcast the G-CMO podcast is Marketers In Capes and G-CMO has even more podcast resources. 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.

Pre-pandemic, the average connect rate for a cold call is about 4%. That has actually increased by about 1% — which doesn’t sound like much, but which has huge implications for your outbound sales cadences and how to get them right. In this episode, I interview Michael Hanson, Founder and Sales Consultant at Growth Genie, about mastering outbound sales cadences. We talked about how to be targeted & personalized, but at scale, shifts in outbound marketing, and why you need 30 touches. 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.

During the lockdown, it has been a challenge for most of us to build relationships with employees, clients, suppliers, and teams in our new virtual world. That’s because most of us have yet to grasp that virtual presence is important — and trainable. Recently on B2B Revenue Acceleration, we interviewed Dieirdre McGinn, Executive Coach and Founder at StepUpStepIn, about building relationships in a virtual world. We talked about the 2 foundations of virtual presence, Deirdre’s virtual presence framework (See, Hear, & Feel), and how to deepen virtual relationships with trust. 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.

When it comes to international expansion,outbound sales is the quickest way to generate pipeline and revenue. In this episode of B2B Revenue Acceleration, our host Aurelien Mottier interviews Alfie Marsh, Head of US Sales at Spendesk, about  the importance of outbound sales when a company is expanding internationally. We talked about the SDR role in building pipeline as well as their importance in assessing product-market fit when a company is expanding into new territories.   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.

Companies are choosing to outsource services much more than they were 6 months ago.  Particularly for sales development services, but in many other functions, too. Recently on B2B Revenue Acceleration, we featured Dan Seabrook, VP of Sales at Operatix, on why outsourcing sales development is on the rise again. We talked about 3 reasons people are seeking outsourcing more than 6 months ago, changing client expectations, outsourcing: Cost vs. Flexibility, and the build and  transfer model of outsourcing 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.