B2B Revenue Acceleration

Have you ever wondered why some sales pitches instantly grab your attention, while others fall flat? What's the secret behind crafting compelling, persuasive sales messages that not only captivate but also convert? In today’s episode of B2B Revenue Acceleration, we dive deep into the art and science of sales messaging with host Aurelien Mottier, Co-Founder and CEO at Operatix, and Ben Hunter, Senior Sales Training Specialist at memoryBlue. This episode takes a deep dive into the world of sales communication. With Ben Hunter's extensive experience in shaping sales strategies and training sales professionals, he shares a wealth of knowledge on creating compelling, effective messages. The main topics include: Essential Elements of Sales Messaging:Consistency Across Different Channels:Importance of Personalization:Cultural Considerations in Sales Messaging:Common Mistakes in Sales Messaging:Key Metrics and KPIs: Whether you're looking to refine your sales pitch or seeking ways to ensure your message resonates across various platforms, this discussion is packed with insights you won't want to miss. Tune into this insightful conversation to transform your approach to sales messaging.

AI is quickly becoming an essential tool in any marketing professional’s kit, boosting productivity and revolutionizing the way campaigns are conceptualized, executed, and optimized. In this episode of B2B Revenue Acceleration, host Catarina Hoch, VP of Global Marketing at Operatix/memoryBlue, sits down with Austin Distel, the Senior Director of Marketing at Jasper, to delve into the impact of artificial intelligence (AI) in marketing. This discussion sheds light on how AI can enhance marketing campaigns, including their effectiveness and efficiency. From optimizing customer engagement to automating mundane tasks, Austin outlines how AI empowers marketers to achieve remarkable results. Yet, as machines become more integrated into creative processes, the question arises: How can marketers maintain a personal touch? Austin addresses this concern, highlighting strategies to blend AI with the irreplaceable human element that connects brands with their audiences. This episode contains a number of expert insights for marketing professionals eager to harness AI's power while preserving the authentic connection that brands strive to establish with their audiences. Whether you're a seasoned marketer or just starting to explore the possibilities of AI, the information in this episode will help you pave the way forward.

Organic content should be treated as an essential part of any marketing strategy, particularly for start-ups trying to build their brand. It forms the foundation upon which authentic connections with the audience are built, setting the stage for long-term engagement and loyalty. Join host Catarina Hoch (VP of Global Marketing, Operatix & memoryBlue) and Jake Hurwitz (Founder, Thursday Labs) as they unravel the nuances of organic content and brand building for start-ups in this captivating episode of B2B Revenue Acceleration. Jake delves into why start-ups face unique challenges in establishing their brand identity through organic content, as well as shedding light on the importance of prioritizing brand building from the early stages and its profound impact on long-term success. The discussion continues as they explore common blind spots that start-ups often overlook when crafting their brand message. From navigating the digital age to cost-effective strategies for building brand recognition, Jake shares valuable insights to help start-ups thrive in today's busy market. Tune in to gain expert insight into navigating the art of organic content for start-up brand building with actionable tips to propel your business forward in the competitive landscape.

It’s no secret that mental health can significantly impact every part of your life, including your career. When you're mentally well, it boosts your ability to think clearly, take risks, make decisions, and handle challenges at work. This resilience is crucial in today's fast-paced professional world. In this instalment of the B2B Revenue Acceleration podcast, host Aurelien Mottier (CEO, Operatix) engages in a thought-provoking conversation with Jonathan Smith (Performance Psychologist and Managing Director at Adaptivemind) around the critical theme of nurturing mental health for optimal sales results. The direct correlation between mental well-being and success in both professional settings and daily life is explored, with Jonathan offering valuable techniques and strategies for professionals looking to enhance their mental resilience and overall performance. The conversation extends to the balance required to maintain a competitive edge while safeguarding mental health in high-pressure environments, such as a sales floor. Jonathan provides valuable perspectives on how leaders can encourage open conversations about mental health to create a supportive and thriving work environment. This includes the key warning signs of mental health challenges in the workplace and ways in which colleagues or managers can extend meaningful support to those in need. Don't miss this enlightening conversation on the intricate interplay between mental health and sales performance. Tune in to B2B Revenue Acceleration now!

Amidst the recent unveiling of Google and Yahoo's perplexing email policies, business and sales leaders find themselves with more questions than answers. In this episode of B2B Revenue Acceleration, host Aurelien Mottier, CEO at Operatix, sits down with Mansour Salame, CEO at FrontSpin, to decode the intricacies of these policies and explore their impact on B2B businesses. Mansour provides a comprehensive overview, guiding sales leaders in adapting to the evolving email landscape while sticking to the new rules. The differentiated impact on B2B and B2C businesses is explored, shedding light on the key considerations each business type must bear in mind. The evolving strategies and best practices for crafting email campaigns under heightened scrutiny are also discussed, offering practical insights for sales representatives and business leaders alike. For sales representatives accustomed to relying on email campaigns, Aurelien and Mansour discuss seamless adaptation strategies in the face of this shift towards phone calls. They ponder if there potential shift towards phone calls as the primary method for targeting leads, and how it may change the sales landscape as a whole. This episode is a must-listen for professionals in the B2B sales and marketing space, offering a comprehensive understanding of the evolving email policies and their potential impact on strategies and approaches. Subscribe now on Apple Podcasts, Spotify, or your preferred platform and stay informed with B2B Revenue Acceleration!

Want to refine your sales leadership strategies and elevate your team? Look no further – this episode of B2B Revenue Acceleration is a masterclass in Kevin Dorsey's BIPSY framework and a captivating exploration of the science behind sales leadership. Join Aurelien and Kevin as they explore the intricacies of BIPSY, an innovative sales leadership framework. Learn about the core components – "Behaviours," "Individual and Issue Diagnosis," "Process," and "Skills" – and how they contribute to sales success. Kevin shares practical insights on identifying the right behaviours, assessing individual states, streamlining processes, and developing essential skills for effective sales leadership. Throughout, Kevin sheds light on how BIPSY not only complements existing approaches but also stands out by specifically focusing on leadership, bridging a critical gap in the sales industry. Discover the unique aspects of BIPSY and how it addresses a crucial gap in the sales industry. Kevin's wealth of experience and the BIPSY framework provide actionable insights for leaders aiming to elevate their sales teams.

Are you navigating the ever-evolving world of B2B sales and marketing, wondering how to captivate your TOFU (Top of Funnel) audience effectively? Or perhaps you’re curious about the shifts in B2B buyer education over the past few years? This episode of the B2B Revenue Acceleration podcast covers all of this and more. Catarina Hoch (VP Global Marketing of Operatix) sits down with Andy Binkley (Co-founder of Tourial)to delve into the evolving landscape of B2B buyer education, with a particular focus on the crucial TOFU (Top of Funnel) stage. Discover how the dynamics of B2B buyer education have shifted over the past few years and the key drivers fueling this transformation. Andy shares invaluable advice for businesses aiming to enhance their strategies and close the gap at the top of the funnel, offering his best practices to ensure success. Catarina and Andy explore the latest trends and innovations in B2B buyer education designed to bridge the knowledge gap for TOFU buyers. They cover everything from metrics and KPIs to measuring success to preparing for the future, offering a complete overview of the topic. A big thank you to Andy Binkley for sharing his expertise on B2B buyer education and TOFU. Tune in now and stay ahead in the ever-evolving world of B2B sales and marketing!

Want to ace your account-based marketing strategy? With tips on everything from playbooks to SDR integration, look no further than this episode of B2B Revenue Acceleration. Host Aurelien Mottier (Co-Founder and CEO, Operatix) sits down with expert Daniel Englebretson (Partner at Khronos) to undergo a deep dive into the world of ABM. They explore the essential steps involved in crafting a successful ABM methodology. From understanding business personas to creating playbooks and selecting the right target accounts, this episode provides invaluable insights for anyone looking to master the art of ABM. Explore the importance of crafting effective playbooks that empower BDRs/SDRs to operate from an ABM perspective, and learn about the best practices for deploying SDRs to engage with target account lists and breathe life into an ABM program. In a world currently dominated by AI and automation, find out just how crucial the human touch is in ABM and building lasting relationships with target accounts. Daniel and Aurelien also discuss the multi-touch approach in ABM, uncovering strategies for sales teams to navigate the decision-making process beyond the initial contact. Tune in to gain valuable insights into tracking key metrics for measuring the success of ABM initiatives. Subscribe now and stay ahead of the curve with the B2B Revenue Acceleration Podcast!

Welcome to another episode of B2B Revenue Acceleration! Aurelien Mottier, Co-Founder and CEO of Operatix, is joined by Mark Walker, Founder at GTM Works, in a deep dive into the world of annual planning frameworks for B2B leaders. In this episode, the key components of a successful business plan for 2024 are unveiled, along with fundamental elements that every B2B leader should consider. Mark sheds light on specific frameworks and methodologies businesses can leverage as a solid starting point for their 2024 Go-To-Market strategies. Common pitfalls and challenges that businesses often face when executing their plans are discussed, along with strategies to overcome them. Mark shares invaluable insights into the role of historical performance in strategic planning and forecasting, emphasising the critical data and market insights B2B organisations should factor in. Once the annual plan is in place, the real challenge begins – execution. The secrets to ensuring successful execution as sales leaders and business owners are unravelled. And, of course, the communication aspect – how can business leaders effectively convey the annual business plan and GTM strategy to key stakeholders, teams, and employees? Metrics matter! Mark walks listeners through the key metrics and KPIs that businesses should diligently track to evaluate the success of their GTM strategy and business plan. Plus, the burning question – how often should businesses review and adapt their strategies in response to changing market conditions? Tune in to this episode for a masterclass in annual planning frameworks for B2B leaders. Mark Walker shares his expertise, and by the end, listeners will be armed with the insights they need to propel their businesses forward in 2024. Subscribe now on Spotify, Apple Podcasts, YouTube and any of your other favourite streaming platforms!

Sales is an incredibly dynamic industry, which means there are endless opportunities for growth and innovation. While staying on top of the latest trends and crafting a strategy that withstands the test of time can be demanding, it also offers the chance to continually adapt and excel in an ever-evolving marketplace. Host Aurelien Mottier (Co-Founder and CEO of Operatix) and William Gilchrist (CEO of Konsyg) sit down to discuss the ever-evolving landscape of B2B sales. In this episode, Aurelien and William reflect on the shifts in the sales industry over recent years, exploring the key factors driving these changes. They shed light on customer behaviour and the profound impact changing trends have had on sales strategies and tactics. They offer their expert tips on how businesses can adapt to these dynamic shifts and ensure they remain relevant in the ever-changing B2B sales environment. Gain insight into the innovative approaches and best practices that successful sales teams are employing to stay ahead of the curve. And, of course, the episode wouldn't be complete without addressing the all-important balance between AI and the human touch in sales. Discover how sales teams can strike that delicate equilibrium, ensuring both efficiency and a genuine connection with their clients as the industry begins utilising AI tools more. For anyone looking to boost their sales strategies and keep up with this dynamic industry, this episode is a must-listen. Don't miss it!

Special guest Lars Nilsson While ongoing training is commonly acknowledged as essential for elevating sales teams, some businesses are raising the bar with the establishment of internal sales academies. Get ready for this episode of B2B Revenue Acceleration, where Aurelien Mottier (Co-Founder and CEO at Operatix) sits down with Lars Nilsson (VP Global Sales Development at Snowflake). They explore the fascinating journey of the SDR Academy at Snowflake as Lars shares the inside story of how it's revolutionizing the sales world. Lars and Aurelien explore the motivation behind creating the SDR Academy and how to aims to eliminate the challenges faced in the traditional SDR-to-AE transition. Discover the vital topics covered in the academy and the typical program duration, offering a sneak peek into how Snowflake is investing in its sales development. Lars also imparts expert advice on designing effective sales academy programs, serving as a guiding light for companies aiming to implement their own. The conversation takes a deep dive into the strategies companies can employ to keep their SDR academy programs aligned with the ever-evolving sales landscape. Discover how investing in a sales academy can elevate the success of your SDRs in this episode of the B2B Revenue Acceleration.

Special guest Chris Walker Have you ever wondered how Sales Development Representatives (SDRs) can harness the full potential of demand capture and creation in today's ever-changing sales landscape? In the latest episode of B2B Revenue Acceleration, our host, Catarina Hoch (VP of Global Marketing, Operatix) sits down with Chris Walker (CEO, Refine Labs) to discuss the crucial role of SDRs in demand capture and creation strategies. Catarina and Chris delve into the nuances of demand capture and demand creation, shedding light on their distinctions and interconnectedness. They discuss how SDRs are an integral piece of successful demand generation, turning connections into conversions by utilising outbound activities. Chris shares his expert advice on how SDRs can efficiently leverage multiple outreach channels, as well as highlighting which channels work best for demand capture versus demand creation. With an ever-evolving market landscape, this podcast episode will offer valuable guidance, strategies and actionable tips on adapting SDR-led demand generation strategies to new trends and shifts in buyer behaviour, ensuring sustained growth for businesses. Stay ahead of the curve and push the boundaries of your demand generation efforts with this podcast episode.

Special guest John Barrows "Let the AI or tech do all the heavy lifting... but right before it goes out the door, make sure you humanize it." In the latest episode of B2B Revenue Acceleration, Aurelien Mottier (CEO and Co-Founder, Operatix) and John Barrows (CEO, JB Sales) share their perspective on the question that everyone is asking - is AI the future of sales? The delicate balance between human effort and AI utilization is a critical topic. Aurelien and John explore when to let AI take the reins during the sales process and when the human touch matters most. Other key talking points include: Has AI fundamentally changed the way we sell? Has AI changed the salesperson-prospect interaction? Learn how AI can give you the superpower of time, allowing you to focus on selling and building stronger client relationships by taking away menial tasks. How AI can help elevate the customer experience while taking the heavy lifting out of the sales process Aurelien and John discuss upcoming trends and developments in AI for B2B sales. Don’t miss out on this episode of the B2B Revenue Acceleration podcast.

Looking to scale your business from series A to B? This episode of the B2B Revenue Acceleration is a must-listen. Join our host Aurelien Mottier, Co-Founder and CEO of Operatix, as he sits down with Tom Glason, CEO of Scalewise. They dive into the obstacles to avoid and best practices to help scale your start-up to the next level. Key talking points include: Uncover the secrets to scaling with precision. We cover how business leaders can craft a clear vision and set achievable goals, all while aligning their team's efforts for maximum impact Discover the financial strategies that startups must embrace during the transition from Series A to B. Explore ways to ensure stability, allocate resources efficiently, and pave the path for sustainable growth Gain insights from Tom on the common mistakes startups make when expanding into new markets, and learn strategies to handle these challenges smoothly. Scaling often means fiercer competition, particularly in the B2B tech world. Dive into best practices for not just surviving but thriving in a competitive landscape and creating an edge As growth accelerates, maintaining an innovative culture is paramount. Delve into expert advice on how startups can nurture a culture of innovation and encourage creativity throughout the scaling journey Listen to this episode of the B2B Revenue Acceleration podcast now to get valuable insights, tips and actionable strategies to ensure your scaling journey gets off to the best start possible

Ready to revolutionise the way you approach buyer personas? In our latest episode of the B2B Revenue Acceleration Podcast, host Catarina Hoch (VP of Global Marketing, Operatix) sits down with expert Jim Kraus (President at the Buyer Persona Institute) to discuss his unique methodology. Delve into the psychology of buying decisions, moving beyond demographics to truly understand what makes your buyers tick. Jim's approach centres on diving deep into recent buyers' insights through in-depth interviews, uncovering the triggers, success factors, perceived barriers, decision criteria, and the intricate buyer's journey that contribute to a holistic buyer persona. Key talking points include: Uncover the core components of a well-defined buyer personaLearn unique best practices to shape impactful marketing and sales campaignsGoing beyond demographics: Explore Jim's unique approach to understanding the buying decision process at a deep levelUnveiling success factors, perceived barriers, decision criteria, and the buyer's journey – essential insights for influencing buyer behaviour effectivelyMulti-threading in the buying process: How involving various personas can shape the decision-making landscapeCrafting messaging strategies based on holistic buyer insightsCommonalities vs. Differences: Discover why focusing on the buying decision itself often reveals more shared insights among buyer personas. Tune in to gain a fresh perspective on buyer personas and discover how to create strategies that truly resonate with your audience.

Achieving revenue growth with limited budgets is a common challenge for many businesses, regardless of if you’re a fledgling start-up or an established business struggling to align its finances with its goals. Join us on the latest episode of B2B Revenue Acceleration, where host Aurelien Mottier, Co-Founder and CEO at Operatix, sits down with Nick Buxton, Chief Revenue Officer at Ocula Technologies, to discuss how best to align budget and revenue growth goals. They explore practical strategies to prioritize revenue initiatives effectively, providing tips for sales and marketing teams to communicate the need for increased budget allocation to support their game-changing ideas. Want to measure the effectiveness of your investments? Learn about specific metrics and key performance indicators (KPIs) that organizations should track to ensure their revenue allocation is providing a great return on investment. Delve into the conversation now by listening to this episode of B2B Revenue Acceleration.

Navigating the role world of a first-time CMO can be rewarding but difficult, with new responsibilities and hurdles to overcome. In the latest episode of B2B Revenue Acceleration, host Catarina Hoch (VP of Global Marketing, Operatix) interviews Alice De Courcy (Group Chief Marketing Officer at Cognism) about her book 'The Diary of a First-Time CMO'. Join us as we discuss Alice's journey, uncovering the invaluable lessons she learned during her initial year as a CMO. From unexpected challenges to game-changing tips, Alice shares her experiences and provides expert insights that will ensure you’re prepared to navigate similar obstacles. Alice provides practical advice on thriving in the role and making a significant impact within their organizations. She shares strategies and recommendations for CMOs to build a culture that helps their teams thrive and deliver outstanding results under their leadership. Keeping up with industry trends and adapting marketing strategies to remain relevant is another critical aspect of a CMO's role. Catarina and Alice offer tips on staying ahead of the curve, navigating the ever-evolving industry and ensuring that marketing strategies align with current market dynamics. Listen in to this week's episode and gain exclusive insight into the diary of a CMO.

Did you know that just 23% of reps contribute to 83% of revenue? Or that 27% of sales reps consistently hit their quota? In this episode of B2B Revenue Acceleration, host Aurelien Mottier (Co-Founder and CEO at Operatix) sits down with Guy Rubin (CEO at Ebsta) to discuss the current state of sales and dive into the key findings of the recently released 2023 B2B Sales Benchmarks report. Join them as they uncover valuable insights and shed light on the challenges and opportunities sales teams face in today's competitive landscape. Aurelien and Guy delve into the factors that make the 23% of high-performing reps successful and explore how their strategies can be replicated across the sales team. Aurelien and Guy touch upon a myriad of noteworthy findings from the report. They provide sales leaders with a comprehensive view of the sales landscape and discuss emerging trends and new approaches that can be leveraged for future success. Tune in now to the B2B Revenue Acceleration podcast and gain valuable insights to accelerate your sales growth.

Ongoing sales coaching is absolutely crucial in performance, skill development and unlocking the full potential of your SDRs, yet it's often overlooked. By investing in specialist SDR coaching, businesses can drive consistent results, and maintain a competitive edge in the dynamic world of sales. In this episode of B2B Revenue Acceleration, Aurelien Mottier, CEO and Co-Founder at Operatix, welcomes Chris Ritson, Co-Founder and CEO at Flexprts, to discuss the topic of elevating SDR talent with coaching and ongoing development. Listen in as they discuss: Qualities and Skills: Discover the essential qualities and skills seen in successful SDRs and how coaching plays a vital role in their development. Proven Techniques: Explore effective coaching techniques and strategies that have shown remarkable results in shaping SDR talent. Tune in to the podcast to catch the full conversation with Chris Ritson and gain valuable insights into elevating SDR talent.

With the ability to accelerate brand awareness, connect with industry leaders and enhance marketing visibility, tradeshows are a valuable part of both sales and marketing strategies. However, to leverage their full potential, careful planning both before, during and after each event is essential to ensure you get the best results possible from every opportunity. Join us on the latest episode of B2B Revenue Acceleration, where host Catarina Hoch (VP of Global Marketing, Operatix) sits down with Jay Menashe (SVP of Sales and Marketing, EDE), to delve into the art of maximizing ROI at tradeshows. Discover cutting-edge strategies, industry trends, and best practices that will empower you to harness the full power of tradeshows. From pre-show promotion to booth design, lead capturing, and post-trade show conversion, this episode covers it all. Gain insights on: - Effective pre-show promotion and driving booth traffic - Crafting an attention-grabbing booth that communicates your brand message effectively - Standing out from competitors and creating memorable experiences - Tracking metrics to evaluate trade show success - Capturing high-quality leads and collecting vital contact information - Converting leads into long-term customers with expert sales strategies post-show Take your tradeshows to the next level and unlock the revenue potential of events with this episode of the B2B Revenue Acceleration podcast - available on most streaming platforms