B2B Revenue Acceleration

There is no doubt that businesses all around the world have been impacted by COVID-19. But how has it impacted the ISV community? And how have vendors reacted to support their partners to thrive?  To find out the answers to these questions, we invited Michelle Auchinachie, Head of ISVs - UK at Sage, as well as two of Sage’s ISVs: Steve Jemmott, Sales Manager at Sicon, and Michael Ford, Founder & CEO at Castaway Forecasting. You’ll hear from Michelle about the vendor side of supporting their strategic partners. Steve provides an ISV perspective on how he felt supported to continue growing and operating successfully, while Michael talks to us about how other vendors have handled the situation.  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.

People in distinct regions tend to respond differently to prospecting efforts. Digging deeper into the differences between sales prospecting in Europe and the U.S. are Operatix’s Sales Operations Lead, Stephen Chase (Texas), and Head of Training & Development, Joe Grieves (UK). We chat about the intricacies of prospecting in Europe and the U.S., 3 unique prospecting methods to try out, and changes in sales prospecting due to the pandemic. Connect w/ Stephen on LinkedIn or email thesalesweasel@gmail.com. Connect w/ Joe on LinkedIn. 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.

Whose fault is it when sales & marketing aren’t aligned? Not sales… not marketing… 100% of the time, it’s leadership. In this episode, we interview Andy Culligan, CMO at Leadfeeder, about how to align sales and marketing. We talked about: Sales & marketing don’t talk because their leaders don’t talk, the role of the CEO, CMO, CRO, and CFO in creating alignment, and 4 steps to creating the alignment you desperately need. 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.

The IT channel landscape is never going to look the same again. There are 4 stages to responding to disruption. Which one are you in? In this episode, we interview Barrie Desmond, Head of Global Marketing and Business Development at Exclusive Networks, about thriving during disruption in the IT channel. We talked about four main ideas. First, accepting the next normal & not looking back, second, the 4 phases to responding to disruption: react, recover, reflect, reimagine, third, why you need evergreen enterprise, and lastly, 2 spaces where the IT channel should reimagine Check out this resource we mentioned during the podcast: Barrie’s LinkedIn post about the next normal 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.

About 75% of B2B buyers are Millennials now. Millennials hate buying from companies. They want to buy from people — as frictionlessly as possible. It’s time to humanize ABM. In this episode, we interview Alex Olley, Co-Founder and Head of Revenue & Marketing at Reachdesk, about 3 steps to humanizing ABM. We talked about, the wrong way to go about ABM, 3 steps to humanizing ABM (hint: focus on the SDRs), and ABM isn’t just a marketing thing, it’s for everyone 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 the 2nd anniversary of the B2B Revenue Acceleration podcast! Our anniversary episode is dedicated to you — our clients, partners, and friends — who bring so much value to the work we do. We are privileged today to hear from 5 outstanding guests,  Didi Dayton, Partner at Wing Venture Capital, Nathan Burke, CMO at Axonius,Bob Kruse, CRO at Obsidian Security, Timm Hoyt, Global VP, Partner Sales & Alliances at Druva, and Patrick Conte, VP of Business Development at Fortanix, about their best strategies for B2B revenue acceleration.   What we talked about: - The best sales, marketing, & channel tactics for the global pandemic - What is & isn’t essential right now - Focusing on quality rather than quantity - Positioning yourself for B2B revenue acceleration in uncertain times   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.

You don’t have to be an executive to be a sales thought leader. Actually, if you position yourself as a consultant for purchasing decisions, you’ll begin to see people who trust your transparency coming to you for sales. In this episode, we interview Jeremy Brown, Content Marketing Manager at Crunchbase and Founder at Startups Give Back, about sales thought leadership goals and tips. We talked about: transparency in sales thought leadership, building the “lead generation engine," and five actionable tips for establishing your personal brand.   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.

CEOs are getting 250+ emails a day, mostly automated. What if you knew how to leverage all of our existing technologies to create omni-channel blends? Upping your TQ — that’s technology quotient — is the future of sales engagement. In this episode, I interview Justin Michael, Regional VP of Sales at YouAppi, about the technology quotient missing from most reps’ skillset. Justin Michael’s book is forthcoming in 2021, but you can actually read it now.

As marketers, our why should be the foundation of everything we do. But we all too often lose sight of our why behind promoting our products and services. In this episode, I interview Rob Hughes, VP and Head of Marketing for EU at Automation Anywhere, about the reasons marketers should hold on to their why more tightly than ever. What we talked about: Keeping your why at the forefront, using your why to shape messaging for prospects & customers, Vision is more fulfilling than product, Linking your work to societal change will reignite your passion   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.

Attribution and measuring ROI are incredibly important elements of marketing.  But are we being victims of measuring marketing excessively and compromising on creativity? In this episode, I interview Matt Fleming, Director of Marketing at Loadsmart, about measuring marketing. We talk about: 3 flaws of over-measurement, how to measure brand awareness, the worst consequence of over measuring is loss of creativity, 20% of your budget should be brand affinity.   To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or our website.