Is acquisition the end of the road, or just the beginning?

In this episode, Aurelien Mottier (CEO of Operatix & memoryBlue) interviews Chris Doggett (CRO at Acquiato) to uncover the challenges and opportunities that come with company acquisitions.

From overcoming the misconception that acquisition is the final chapter to the critical role people and culture play in success, Chris shares his experiences and key learnings gathered from years of navigating the post-acquisition process.

They dive deep into harmonizing teams, blending specialists and generalists, and reconciling the differing objectives between acquirers and sellers. Whether you're leading through acquisition or simply curious about its dynamics, this conversation is full of practical insights on how to build a cohesive, successful organization after the deal is done.

How can SaaS companies scale globally while managing risks and maintaining sustainable growth?

In this episode of B2B Revenue Acceleration, Aurelien Mottier sits down with Mike Malloy, CEO of Malloy Industries, to dive deep into the strategies that help SaaS companies scale effectively.

Mike kicks off the discussion by sharing his journey and the mission behind Malloy Industries. He then sheds light on the key methods for penetrating new markets and reaching customers across different regions. These strategies are crucial for any SaaS company expanding its footprint internationally.

But scaling isn't just about growth—it's about overcoming the challenges that come with it. Mike and Aurelien discuss common hurdles B2B SaaS companies face, from managing cash flow to aligning sales strategies with international markets. They also emphasize the importance of building and managing sales teams that can operate efficiently across multiple regions.

Innovation is at the heart of successful scaling. Mike explores how SaaS companies can tailor their value propositions to resonate with diverse customers and industries. He also delves into the critical aspect of risk management and contingency planning, offering creative approaches to mitigate risks as companies scale globally.

Whether you're a startup or an established player in the SaaS space, this episode is packed with actionable insights to help you navigate the complexities of scaling.

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.

Even if remote work was an option for your teams, chances are you weren’t 100% work from home before the COVID-19 pandemic.

Morale can be low and motivation even lower unless we purposefully stay connected with each other day by day.

In this episode, I interview Marianella Mace, CEO of Email Meter, about how she nurtures her team during the pandemic.

We talked about: the importance of individually checking in with team members for 10 minutes or so, when productivity is down, offer help, not criticism, and be agile by shifting industries or — as Marianella did — creating a new product.

Marianella also shared she has drawn on her Sandler training during the crisis

To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

We’re perpetually marketing in an era of constant change.

Nothing in marketing ever stays the same because nothing in life ever stays the same, does it?

(All of us are thinking about ramifications of the COVID-19 pandemic right now.)

On a recent episode of the B2B Revenue Acceleration podcast, I talked with Mark Johnston, VP of Product Marketing at Domo, about how to hit a marketing target that’s always moving.

Check out these resources we mentioned during the podcast: Domo’s Coronavirus Tracker Daily Pulse, Measure What Matters by John Doerr

To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast

We're all getting a little fed up with COVID-19 by now, but we need to adapt to the new realities the pandemic has imposed on us. 

No one knows when things will go back to normal, and in the marketing business we can't wait for that to happen, anyway. We have to go the extra mile now and help businesses keep pressing forward in the face of these challenges.

In this episode, I interview Robin Emiliani, one of the co-founders and partners at Catalyst Marketing Agency, about how to do B2B marketing in the midst of COVID-19. 

We talked about: how companies are adapting to the changes brought on by COVID-19, the overnight shift from in-person events to virtual events, the Harvard Business Review study that proves that you shouldn't stop marketing, how sales has changed and what marketing can do to support the sales team now, and the #1 thing you can build during this time.

To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or our website.

The coronavirus certainly makes the #1 spot on everyone’s list of challenges.

Given that, however, B2B technology marketers tend to share the same 3 non-viral challenges year-round. Those challenges, if anything, are even more formidable in 2020.

In this episode, I interview Yotam Gutman, Director of Marketing at SentinelOne, about the top 3 challenges that marketers are facing… as well as the challenge that everyone is facing now — coronavirus.

We talked about: 3 evergreen challenges for B2B marketers, tactical tips for scaling globally, entering a new territory means understanding the local culture, and coronavirus challenges and changes.

To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or our website.

It’s not just marketing that is embracing an account-based approach. It’s everything.

ABX (account-based everything) will soon cease to be a buzzword because it’s just become the norm.

In this episode, we interview Emma Acton, Vice President Global Field Marketing at TIBCO, about implementing an ABX approach.

We talked about what ABX means, the 3 elements of an ABX approach, how to measure ABX, and how the goal of ABX is keeping a customer focus.

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.

No business is succeeding in a viable way unless its sales department is achieving.

Sales is the core driver of any business. That being the case, why are sales professions viewed with negative perceptions?

I recently interviewed James Ski, Founder and CEO at Sales Confidence, about how to elevate the sales profession.

On today's episode we discussed: the source of negative perceptions of sales professionals, how to recognize the strategic function of sales, why sales compensation should be shared with support roles, and the importance of focusing on mental health for sales leaders.

(Use the discount code Operatix50 for £50 off when registering for the Sales Confidence’s SaaSGrowth 2020 conference.)

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.

It’s a confusing world for tech companies. Especially for new tech startups looking for venture capital.

How do you set yourself apart from the rest of the tech companies out there? How do you make your company stand apart so that you ensure that you get that crucial injection of venture capital? 

Thankfully it’s not quite as much of a mystery as it may seem. 

On a recent episode of the B2B Revenue Acceleration podcast, we sat down with Anoushka Vaswani, a partner at Lightspeed Venture Partners for a discussion all around:

• What her firm looks for
• How tech companies can set themselves apart
• The hot technologies that are set to disrupt the market

To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

Growth lies at the foundation of every one of our business goals.

Whether we aim to grow our employees, our customers, or our bottom lines, the focus on growth is paramount.

On a recent episode of B2B Revenue Acceleration, we got to hear from Liesbeth de Rooij, Manager Go-to-Markets & Customer Engagement at Proact, which helps customers with their IT roadmap. 

What we talked about:

• The 3 slices of the Wheel of Value pie
• Which is more important, employees or customer experience?
• What to measure when you set KPIs

To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

CISOs are bombarded with companies all making the same promise: 100% protection. How about technology companies took an honest tack for a change?

Being straightforward about your abilities — and eschewing impossible absolutes — will help you instantly cut through all the clamor.

On this episode, I interview Lewis Henderson, VP of Product Marketing at Glasswall, about standing out in a crowded market. 

What we talked about:

• Creating your own category (content disarm reconstruction)
• Identifying invasive spear phishing
• Using storytelling to promote your customers’ successes
• Transparency and humanity are more important than absolute language

Check out this resource we mentioned during the podcast:

• Lewis’s mini whitepaper about invasive spear phishing

If you’re wondering why Operatix, we’d love to tell you. Check out our lead generation team here.

To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

According to recent research, sales is the largest business sector to experience high levels of work-related stress. This can come from working long hours, pressure to perform at critical moments, dealing with setbacks (or no’s), or from taking risks

We invited Ollie Sharpe on this episode to discuss stress management in the sales team environment. He gave us his best practices from his years of senior sales management at LinkedIn, SalesLoft, and CD Recruitment.

Ollie is currently the VP of Revenue for EMEA at SalesLoft. He recently took on this new role after 10 years at LinkedIn.

What we talked about:

• When it comes to stress, prevention is the best medicine
• Be human 
• Be approachable 
• Lead by example 
• Understand your sales team, but don’t be a counselor
• • An example of hitting this ‘understanding’ balance
• A quick note on diversity and stress
• Setting expectations early on avoids stress
• Create happiness on your sales team to drive peak performance
• Are you doing the things that make you happy?
• Are you spending time with people you like to spend time with?
• Are you switching your brain off regularly?

Check out these resources we mentioned during the podcast:

• The happiness advantage by Sean Acre
• The Game Plan by Dr. Steve bull
• The Sales Acceleration Formula by Mark Roberge
• The Making of a Corporate Athlete, a Harvard Business Review article by Jim Loehr and Tony Schwartz<...

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!

If you’ve been in tech long, you know about product marketers. But here’s the question:

What do product marketers actually do? 

That’s the question we posed to Suda Srinivasan, VP of Marketing & CX at Obsidian Security.

What we talked about:

• The 101 on product marketers in B2B tech companies
• Some specifics on a product marketer’s role
• A product marketer is a quarterback
• Product marketer coordinates with the technical team
• Product marketing is a leveraged function
• Product marketers are not simply content creators
• A product marketer should be a problem-solver
• The most successful product marketers

To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

Bill started his first company when he was 18. Since then, he’s founded and/or advised 27 different companies.

He doesn’t need a marketer to paint lipstick on his product — his experience speaks for itself. And, he’s taken that experience into action as the CEO of boomtime, a company that specializes in word-of-mouth marketing. But Bill Bice has a message for B2B sales teams: Be consultants. Use the challenger sales methodology.

And he came on this episode to tell us how to do it.

What we talked about:

• The best sales reps are already making their own sales material
• Who can become a challenger sales rep?
• The 5 archetypes of sales reps:
• • The hard worker
  • The lone wolf 
  • The relationship builder
  • The challenger
  • The problem-solver
• Position you company as an organization of consultants
• The challenger sale is basically word-of-mouth at scale
• The challenger sale is a long term commitment for an organization
• Don’t use copywriters

Checkout these resources we mentioned during the podcast:

• Article Bill wrote on the Pillars of the Challenger Sales Rep

This is an interview with Bill Bice from boomtime.

To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

Common thought: “B2B companies need a content strategy.”

Common mistake: Starting your content strategy by asking, “How can I get more leads?” or, “How can I look like a thought leader?”

Do you notice what’s missing? The user.

On this episode, Director of Marketing at Sales Hacker, Colin Campbell, delivers his thoughts on executing an effective content strategy.

What we talked about:

• Forgetting to start with the user
• Caring about how your audience feels
• Your industry may help determine what medium to use
• Finding the content gaps within your competitors
• Asking “which piece of content drive traffic?”
• A better litmus test for content marketers: “Are we growing?”
• Testing

This is an interview with Colin Campbell from Sales Hacker.

To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

We live in an increasingly impatient society, and it's affecting the way startups perceive how fast they should be scaling.

On this episode, we discuss a 4-phase approach that startups can use to gauge their growth. It comes from Martina Lauchengco, an operating partner at Costanoa Ventures.

What we talked about:

• 4 stages of early-stage startups
• Phase 1: Founder selling -- founder is everything
• Phase 2: Product-market fit validation
• Phase 3: Go-to-market fit validation
• Phase 4: Scaling (Gas to the fire)
• Scale when you have demand + a repeatable sales process
• The real litmus test of whether you can scale 
• The most successful company isn't always the most disruptive

Check out these resources we mentioned during the podcast:

• Martina’s article on early-stage startups

This is an interview with Martina Lauchengco, an operating partner at Costanoa Ventures.

To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

Like many sales reps, Richard Smith was thrown into the deep end in his first sales role as an SDR. Along the way, he developed his skills via trial and error, receiving little feedback on his performance.

Sure, he made it.

But he thought, “Wouldn’t I have made it sooner if someone had coached me?”

That driving thought has been the engine for confounding Refract — a sales coaching company that analyzes sales conversations and helps “unlock the black box” of those conversations so sales leaders can effectively coach their sales teams.

Richard came on the B2B Revenue Acceleration podcast to share some insights into how sales leaders and managers can rethink sales coaching.

What we talked about:

• Sales leaders believe in coaching (but they still aren’t coaching)
• Time & lack of training are the 2 reasons leaders don’t coach 
• Sales leaders can utilize tech to save time & measure coaching
• Tech supplements culture, but culture comes first
• Tech saves time
• Tech enables peer-to-peer coaching
• Tech helps measure & track coaching

This is an interview with Richard Smith, Cofounder & Head of Sales at Refract.

To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

Often, messaging is focused on a product and its features — but it shouldn’t be. Messaging should be focused on a persona, and how that product (or service) impacts them at their level of an organization.

It’s all part of a strategy Sri Sundaralingam calls “persona-based marketing,” which Sri unpacks in this episode.

Sri is a CMO Advisor & Consultant for cybersecurity startups, with previous head of marketing positions at Symantec, Shape Security, and others.

What we talked about:

• What is persona-based marketing?
• How persona-based marketing enhances the effectiveness of ABM
• Example of persona-based marketing without ABM
• Example of persona-based marketing with ABM
• Why the sales team has the answers on who your personas are
• Driving persona-based marketing alignment with the sales team

This is an interview with Sri Sundaralingam, CMO Advisor & Consultant for cybersecurity startups.

To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

Your job title shouldn’t be Partner Account Management — it should be Partner Development. Giving your partners leads isn’t the reason you built the partnership in the first place.

Invest time in teaching them how to prospect effectively and what the ideal client profile looks like

On this episode, I interview David Davies, author and Chief Sales Transformation Officer at Sandler Training

What we talked about:

• 3+ bullet points (You can just copy/paste your blog subheadings here)

Checkout these resources we mentioned during the podcast:

• Dave’s book, Making Channel Sales Work
• B2B Revenue Acceleration Podcast

To hear this episode, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast.

If you don’t use Apple Podcasts, you can listen to every episode here.

The reality of an Amazon and Yelp world is that people are going to do informational searches before they visit your website.

If you’re only measuring whether your brand shows up when people are searching for it, you’re completing ignoring whether it’s what your searcher wants in the first place.

On this episode of B2B Revenue Acceleration, I interview Garrett Mehrguth, CEO at Directive Consulting, about why sales development is so undervalued in B2B marketing — and what we can do about it.

What we talked about:

• Why it’s time to value sales development
• 3 best practices for developing good sales development timing
• The only 4 metrics you need to be tracking
• Focusing on your brand, not your search results

To hear this episode, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast.

If you don’t use Apple Podcasts, you can listen to every episode here.

“Open source” means more than just the software. It’s more of a business model, mindset, and culture — especially when it comes to growing and maintaining upstream and downstream communities.

On this episode, I got to interview Freek Hemminga, Head of EMEA Marketing at SUSE, about the challenges of marketing an open source company.

What we talked about:

• The main goal of open source software (& how to achieve it)
• Balancing brand and services / upstream and downstream
• 5 ways to build positive communities
• Qualifying inbound leads for a +20% growth

To hear this episode, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast.

 If you don’t use Apple Podcasts, you can listen to every episode here.

Acquisitions: You don’t have to tell everyone. You shouldn’t tell everyone. But what should you do?

On this episode, I sat down with Varun Kohli, Co Founder and Chief Business Officer at MachEye, to talk about surviving acquisition.

What we talked about:

• Maintaining professionalism during transition
• Whether it’s more advantageous for startups to be absorbed or remain autonomous
• The 3 things you should do to discover the most opportunity during transition
• When to stay and when to run
• Understanding how to leverage transition from a marketing perspective

To hear this episode, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast.

If you don’t use Apple Podcasts, you can listen to every episode here.

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!

In the highly competitive landscape of cybersecurity, channel marketing should focus on facilitating conversations and building relationships--not pushing agendas. 

Raising awareness among channel partners and end users is only a challenge if your reputation isn't strong

On this episode, I talk about channel marketing with Graham Smith, UK Marketing Lead for F-Secure, a cybersecurity software company. 

What we talked about:

• 3 solutions to channel marketing challenges
• Why listening to channel partners is so important
• How to prove your value without pushing an agenda
• Scaling partner enablement and facilitating conversations

To hear this episode, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast.

 If you don’t use Apple Podcasts, you can listen to every episode here.

A good sales pitch is like good storytelling.

To perfect your beginning, middle, and end, you need to answer 6 questions road-tested by Joseph Grieves, Training and Development Manager at Operatix.

We talked about how to answer these questions:

• Who are your target persons?
• How would you summarize your company in 2-3 sentences?
• What are the biggest pains your service solves?
• What are the best business benefits to your solution?
• Who are the current clients you can mention?
• What value will you give during a meeting?

To hear this episode and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast.

 If you don’t use Apple Podcasts, you can listen to every episode here.

It's an unbelievable feeling when you build your own company, have a brand, and hear people speak about your brand.

You think: My digital marketing team was actually right!

Then you think: I should do like 50 times more digital marketing.

Well... not necessarily.

I had the chance to chat with Adam Smith, Founder and Director at Damteq, about digital marketing, how to stay agile (and aligned), and future trends in marketing.

An agile sales team is really, uh, agile. But there’s got to be more to it than that.What’s the secret sauce that allows reps to handle 400+ accounts?

I sat down with Ewing Gillaspy, Outbound Sales Enablement Leader at IBM, to talk about what an agile sales team really is.

“It has a relentless focus on the most value added activity on that given day,” Ewing explained.

The more diverse skillset you have within your team, the more likely you have the right person executing each task. Therefore, your outputs become better.

All companies say, “We have a culture,” but that’s not really true.

Some companies are just a workplace.

(Which could be why Millennials keep switching jobs--because they’re looking for an authentic culture.)

I got to interview Thibaut Ceyrolle, GVP EMEA at Snowflake, about why old leadership is broken and what it means to hire based on culture.

“You have companies that will focus only on execution and numbers,” he said. “You have companies that now are focusing on culture. And you have companies that can combine the two without being fake.”

Paid ads often take a big chunk out of marketing budgets. Worse yet, if you don’t do them right, your sales team may not even follow up on the leads.

Amit Lavi is Co-Founder and CEO at Marketing Envy. He’s run plenty of successful digital advertising for ABM campaigns. In this episode, he shares three reasons why he focuses on specific companies in ABM ad campaigns as well as some of his best practices for using your marketing budget on digital ads.

Closing a deal isn’t as easy as it should be. 

Some research suggests that 60% of all deals you have in the contract stage end up in the “Valley of Death,” the dark where nothing happens.

The challenge, then, really has nothing to do with your competitors. Instead, it’s all about how you handle your own end of the sales process. How do you push deals all the way through to the very end?

In this episode, we interview Samir Smajic, CEO and Founder at GetAccept, about a couple of ways to close out sales and avoid the Valley where deals go to die.

Do you hear that sound?

That’s the rumbling of a long-overlooked source of growth for recurring revenue businesses.

And it’s about to erupt. 

In this episode, we ask Gainsight’s General Manager, EMEA Dan Steinman about his thoughts on the inevitable movement towards a more customer-centric approach to subscription-based business models. We chat customer success, increasing renewal rates, and more.

Cloud may be a dream for developers & vendors. But for resellers, distributors, and customers, it can often represents unwanted change.

How can vendors of cloud products and services, and their channel partners, maximize their offerings and profitability in the cloud era?

That’s what we asked Timm Hoyt, VP of Global Partner Sales & Alliances at Druva.

On this episode we discuss cloud vendors, channel partners, margin models, overcoming change resistance, end-user experience, and more.

Everyone’s talking about ABM and how to drive alignment between marketing and sales. Usually, the conversation starts and ends in marketing. Well, this episode is about ABM. And we did invite a marketer (Sudhir Bhatti) on our podcast to discuss ABM. But we talked about it from both perspectives: marketing and sales. Specifically, this episode is about 1:1 ABM programs. 

Sudhir is the Head of Marketing at CyberCube, which is a niche cyber analytics company. Specifically, they focus only on the top 100 insurance companies across North America.

Here’s what Sudhir had to say about 1:1 ABM programs (and how it affects the sales team).

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!

The best sales people aren’t on your sales team. In fact, the best sales people don’t even work at your company. 

Hint: They pay you.

Customers are, time and again, the best sales resources your company has access to. Nothing will sell your product more (and faster) than a referral from someone who already uses it. 

Melinda Marks joined us on the B2B Revenue Acceleration podcast to tell us all about building a customer referral program. 

Melinda is the VP of Marketing at Armorblox, the first cybersecurity company to utilize NLU to stop cyber attacks. Melinda has an extensive background in marketing at Styra, StackRox, VMware, and others.

Are your sales development teams and your marketing teams not aligning? Want to be competitive with world-class sales development organizations? Learn the best practices and tactics for sales development success with guest Dan Gottlieb, Sales Development Analyst at TOPO. 

Dan joined us on this episode to discuss TOPO’s extensive 2019 Sales Development Benchmark Report on sales development, where they’ve conducted research on what the fastest growing companies are practicing with sales and marketing.

Dive in to find out your organization can copy and implement the best practices from other sales teams.

Business in Europe basically just shuts down during the summer.

Not.

It’s the worst-kept secret in B2B that you can actually make a ton of great connections with Europeans during summertime--if you know the right way to handle it.

Today, we’re chatting with the Operatix International Team: Ada Amato, Head of International, Ikram Yousfi, Head of France, and Allen Bossman, Inside Sales.

The team has all the insider tips about how to have a productive summer and keep your team from being idle in September.

In case you haven’t noticed, social media rules the world.

Take a walk down the street and just watch people. Odds are, most of them are engaged in some form of social media on their phone. They’re checking the news on Twitter, or sharing pictures on Instagram.

Social media is king.

So how do you set your business up for success in an increasingly social world? What does it look like to go from viewing social media as an afterthought to making it a key part of your business plan?

What does the perfect go-to-market strategy look like?

Well, there’s probably no such thing as a perfect go-to-market.

But, by focusing on a few key elements, you can get pretty close.

As a product marketer, Adam Stein, Principal at APS Marketing, has often come across both large and smaller companies that struggling with aspects of their go-to-market.

So, he’s identified three key elements that you can focus on to create a great strategy. On the latest episode of the B2B Revenue Acceleration podcast Adam shared those keys.

Here’s what he had to say.

CMOs are often faced with an overwhelming amount of shiny new toys when they step into their role — marketing automation platforms, ABM tools, website personalization, the list goes on. But regardless of where they place their efforts, CEOs and CFOs often look at marketing and ask: What is the bottom-line contribution?

If CMO contributions are not observable in terms of ROI, the CMO may eventually vacate their position. Then, a new CMO comes on board, and the cycle starts again.

Lee Hackett sees it all the time. It’s what keeps him up at night, and it’s part of the reason he started Bluprint in 2013, where they help CMOs and marketing leadership maximize their investments in marketing technologies.

With 25 years in marketing, Lee has a lot to say about how marketing leaders can tie their hard work to the bottom line of the c

What are the elements that you and your company should consider when you start planning an expansion into any new territory?

That’s what I talked about with Rob Wellner, Senior VP of Sales at Velocity Global, in this episode of B2B Revenue Acceleration. Rob shared his expertise on the advantages and challenges that come with global expansion, along with a few things companies commonly overlook.

On this episode of the B2B Revenue Acceleration podcast, I interviewed Adam Honig, Co-founder and CEO of Spiro.ai. Adam shared the top 8 reasons customers might not be buying from you. Understanding these issues can help you course correct if you’re struggling and increase your success in going after deals.

Are you attempting to sell a technical product to a non-technical crowd? If so, we’d love to introduce you to Joel Passen, Head of Global Sales at Beamery.

His company sells HR and talent acquisition products, or what they call a “recruiting CRM and marketing software.” But not all their buyers have an extensive technical background.

So, Joel’s uncovered firsthand how to sell a highly technical product to a variety of buyers, many of whom are non-technical.

On this episode, he gives us 3 ways we can sell our products to non-technical buyers.

Your tech company is growing, fast. Almost too fast. Maybe it’s time to scale our sales program?

First of all, remember: This is a good problem to have. (On that note, congrats.)

Secondly, listen to Chris Doggett, Chief Sales Officer at Fuze. He has some amazing advice on how to scale, what KPIs to use, and how to keep your employees as you scale your sales at your B2B tech company.

His advice is built on 15+ years of corporate sales, operations, and head of channels. His experience spans from COO to Director of Global Channel Sales, to VP to SVP, so he’s seen the entire sales picture.

He came on the B2B Revenue Acceleration Podcast and gave us this message.

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!

There’s only one letter between losing and closing a deal. It’s also the first letter in competition. And guess what?

You should know your competition.

Assuming your sales team knows your product, your services, and your value, the next step is to equip them with knowledge about their competitors. This enables them to address questions the customer may not even be asking yet, but they’re certainly considering. “Well, the other company does xyz....”

On this episode of the B2B Revenue Acceleration podcast, Chris Geisert delivers powerful tactics on battle cards, when to review your competitors, and when to focus on your own product or service.

Chris is the CMO at Lockpath, where they help customers from SMB to enterprise manage risk (a.k.a., GRC or integrated risk management). Chris’s expertise rests on his 25 years in marketing, in everything from the regional theme park industry, to the agency side to AOL, B2B, and B2C. His breadth of experience has given him a wide-eyed view of marketing and sales, and competitive analysis.

ABM continues to attract attention globally. What began as a B2B marketing phenomenon in the US, has penetrated European markets.

If you google “account-based marketing,” you’ll find just over half a billion results. Breathe easy. We brought in an expert, Joel Harrison, Editor-in-Chief at B2B Marketing.

B2B Marketing is an organization dedicated to serving B2B marketing professionals. As they continue to research the state of ABM around the globe, they’ve developed the ABM Competency Model. Joel broke down the entire model for us on B2B Revenue Acceleration.

And, he did it in sales terminology.

Time to scale your marketing operations? That’s a good place to be — it likely means your business or industry is growing. Still, scaling marketing operations can be challenging.

On this episode of B2B Revenue Acceleration, we asked Brendan Kavaney to join us for this discussion. We plugged him with questions about martech, data, internal expertise, and service marketing, and he did not disappoint.

Brendan is the Global Head of Field Marketing and Demand Generation at Mindtree, an IT services company with 20k employees and $1B run rate.