Explore every episode of the podcast B2B Revenue Acceleration

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.

Ever wondered how integrating inbound and outbound strategies could revolutionize your sales approach?

In this episode of B2B Revenue Acceleration, host Catarina Hoch is joined by Alex Olley, Co-Founder and Chief Revenue Officer at Reachdesk, to explore the transformative power of moving to an Allbound motion.

Alex kicks off the discussion by defining Allbound and explaining how it stands apart from traditional demand generation tactics. From securing buy-in from leadership and team members to effectively allocating budgets and resources, Alex shares his insights on navigating the transition to an Allbound approach.

Dive into best practices for dealing with attribution, discover the essential tools and technologies for managing Allbound programs, and learn how AI can enhance your Allbound strategies. Whether you're considering an Allbound approach or looking to optimize your current strategy, this episode is packed with valuable advice from a leading industry expert.

Tune in and discover how to seamlessly integrate inbound and outbound efforts to accelerate your revenue growth.

What if the key to boosting your sales success lies not in what you say, but in how you say it?

In this episode of B2B Revenue Acceleration, host Aurelien Mottier sits down with Bitty Balducci, Assistant Professor of Marketing at Washington State University, to delve into the science behind successful sales calls.

Drawing from her recent study that analyzed 40,000 memoryBlue outbound sales calls, Bitty shares groundbreaking insights into how the nuances of voice can enhance prospecting outcomes.

Join us as Bitty reveals the critical factors that distinguish successful sales calls, such as the concept of "future focus" and the importance of pitch fluctuation. Learn how SDRs can fine-tune their vocal delivery, from adjusting speaking speed to mastering the art of listening more effectively.

Whether you're a seasoned sales professional or just starting in the field, this episode is packed with actionable strategies that can help you elevate your sales game. Listen in to discover how to harness the power of your voice and transform your sales calls into successful conversations.

Have you ever wondered what truly differentiates leadership coaching from mentorship, and which one could be more impactful for your corporate journey? In this episode of B2B Revenue Acceleration, we explore this very question with Gavin Sumner (Co-Founder & Coach at Scalewise), who shares his expertise on how effective leadership coaching can directly contribute to the success and growth of B2B organisations.

We'll dive into the unique benefits of Scalewise's expansive network of coaches and mentors and compare these to smaller-scale services. Gavin will explain how their comprehensive approach helps address common leadership challenges, especially in a year marked by market disruptions.

We'll also uncover how mentorship has evolved to support revenue leaders facing issues such as loneliness, imposter syndrome, and burnout. Gavin provides valuable insights on what criteria to consider when selecting a leadership coach and how to ensure their style aligns with your needs and company culture.

Gavin and Aurelien also discuss practical ways to translate the insights gained from coaching into actionable strategies that can drive tangible results in your role. Whether you're a seasoned leader or new to the B2B space, this episode is packed with actionable advice to elevate your leadership journey.

Tune into the episode now to discover how the right coaching and mentorship can transform your leadership approach and accelerate your organisation's growth.

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: Ben outlines what every sales message needs to succeed and discusses if there’s a universal framework applicable.
• Consistency Across Different Channels: Learn how to maintain a consistent voice and message no matter the medium.
• Importance of Personalization: Discover the impact of tailoring your sales messages and how to achieve this at scale.
• Cultural Considerations in Sales Messaging: Ben provides strategies for adapting sales approaches when entering new cultural markets.
• Common Mistakes in Sales Messaging: Hear about the typical pitfalls sales teams encounter and how to avoid them.
• Key Metrics and KPIs: Ben highlights the metrics sales professionals should monitor to measure and enhance their messaging success.

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 persona
• Learn unique best practices to shape impactful marketing and sales campaigns
• Going beyond demographics: Explore Jim's unique approach to understanding the buying decision process at a deep level
• Unveiling success factors, perceived barriers, decision criteria, and the buyer's journey – essential insights for influencing buyer behaviour effectively
• Multi-threading in the buying process: How involving various personas can shape the decision-making landscape
• Crafting messaging strategies based on holistic buyer insights
• Commonalities 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.
  
  
• Alignment with Sales Strategy: Learn why it's crucial for coaching initiatives to align with overall sales strategies and business goals.
  
  
• Adapting to Remote Work: Explore how coaching and ongoing development can be adapted to cater to the needs of virtual SDR teams in the era of remote work.
  
  
• Measuring Effectiveness: Gain insights into key metrics and indicators used to measure the effectiveness of coaching.
  
  
• Taking Ownership: Discover how SDRs can take ownership of their own development and seek opportunities to enhance their skills beyond formal coaching programs.

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

Demand generation and lead generation are often confused or thought to be one of the same but, in reality, they are distinct yet interconnected marketing concepts. Understanding their differences is crucial for leveraging these strategies successfully. 

In this episode of B2B Revenue Acceleration, join host Catarina Hoch (VP of Global Marketing, Operatix) as she delves into the world of lead generation versus demand generation with guest Justin Rowe (Founder and CMO, Impactable). 

Discover the key differences between these two powerful marketing strategies while gaining valuable insights on optimizing LinkedIn ad campaigns for maximum results.

Listen in as Catarina and Justin explore the nuances of both ad format and strategy between lead generation and demand generation campaigns on LinkedIn, delving into the common challenges that marketers may face when utilising these strategies.

Justin offers his expert best practices and advice on elevating your campaigns, as well as how best to track metrics to ensure you’re maximizing the ROI. 

Tune in to this episode of the B2B Revenue Acceleration podcast to enhance your lead generation, demand generation and LinkedIn ad campaigns. 

It’s no secret that content marketing is essential for driving traffic, brand awareness and inbound leads. After all, an amazing solution won't be of much use if no one knows about it.

So, you’ve developed a great marketing strategy and started rolling it out, but how can you determine its effectiveness? 

Using the right metrics to revamp your marketing plan can not only boost conversion rates but position your business as a thought leader in your industry. 

In this episode of B2B Revenue Acceleration, host Aurelien Mottier (Co-Founder and CEO, Operatix) sat down with Matt Laybourn (Founder, Rockee) to discuss how to measure content marketing success effectively. 

Matt shares his expertise on what metrics marketers should be looking at, going beyond keyword positions and page views to accurately attribute ROI to content. This includes exploring the benefits of using a unique scoring system on blog posts, and how this data can boost your strategy.

Discover these invaluable insights by listening to the latest episode of B2B Revenue Acceleration.

Growing your business in a crowded marketplace can be a challenge, regardless of whether it is an emerging start-up or an established enterprise.

With real-world examples and practical tips, the latest edition of Bullseye Marketing provides a practical roadmap for B2B businesses looking to develop a winning marketing strategy and value proposition that ultimately accelerates growth.

From targeting low-hanging fruit to leveraging customer feedback, the book provides actionable guidance and tools to help businesses of all sizes and industries drive success through marketing.

In this episode of B2B Revenue Acceleration, our host Aurelien Mottier dives into the principles of Bullseye Marketing with author Louis Gudema. Join the conversation as Aurelien and Louis discuss the difference between this edition and the last, as well as how the three-phase marketing plan can help you grow your B2B business faster.

They explore the importance of shifting the focus to the customer’s needs, and how doing so can help you develop campaigns that resonate with your target audience. 

Tune into the latest episode of B2B Revenue Acceleration now and start developing a winning marketing strategy that drives growth for your business today.

SEO (search engine optimisation) is the best method of driving organic traffic to your website, increasing leads and doubling down on brand awareness. 

B2B business leaders can’t afford to overlook the importance of a strong SEO strategy. After all, 68% of all online experiences begin with a search engine search, and SEO drives more than 1,000% more traffic when compared to organic social media. 

Level up your SEO strategy with the latest episode of the B2B Revenue Acceleration podcast. In this episode, our host Aurelien Mottier (CEO and Co-Founder, Operatix) discusses driving B2B revenue and growth with Ryan Darani (SEO Consultant and Owner, Ryan Darani SEO).

With advice tailored to the B2B industry, they dive into the best practices and benefits of building a robust SEO strategy. Ryan offers his expert advice on the common mistakes to avoid, tools to invest in and key tips to help drive revenue using SEO. 

Want to learn how to use SEO to drive B2B revenue and growth? Find this episode on YouTube, Spotify, Apple Podcasts, our website and all of your other favourite streaming services. 

Having an in-house sales development team brings a wealth of benefits - an increase in qualified leads, sales pipeline, increased revenue and better representation within the market, just to name a few.

However, building, managing and enabling sales development representatives requires a significant investment of both time, thought and money.

Careful planning and understanding of how to empower your team are essential to reap the many rewards that come with having an SDR team. 

This is exactly why the SDR Handbook was created by the team at Operatix. They have broken down each step required to build a successful SDR team from scratch, including everything from recruitment to metrics.

In the latest episode of B2B Revenue Acceleration, host Aurelien Mottier (CEO and Co-Founder, Operatix) sits down with Catarina Hoch (VP of Global Marketing, Operatix) to discuss the contents of the book.

They outline why it was created, what it contains and who would find it helpful. Delve into the conversation now, and don’t forget to download the free eBook here.

It’s said that preparation is key to success, and this is particularly true when you’re transitioning into a brand-new role.

Preparation comes in many different forms, but the 30/60/90-Day Plan method is becoming increasingly popular among marketing leaders.

This strategy assists in setting measurable goals, allowing you to lay the foundations for scalable, long-term growth – something that is essential when starting a new role.

In the latest episode of B2B Revenue Acceleration, host Aurelien Mottier (CEO and Co-Founder, Operatix) discusses this method with Pete Lorenco (VP of Marketing, HYCU).

During this conversation, they outline what exactly a 30/60/90-Day Plan is, the benefits of utilising this method and how to go about measuring successes.

Pete offers his best practices in creating a 30/60/90-Day Plan, outlining each step to ensure you get the most from this strategy.

Delve into the conversation now by listening to this podcast on Spotify, YouTube, Apple Podcasts or our website.

When people think of influencer marketing, their mind typically turns to social media stars promoting B2C brands on Instagram and TikTok.

Yet, this modern marketing style is more common in the B2B industry than you may think, and is incredibly effective at boosting positive brand awareness.

After all, people don’t just trust companies anymore – they trust people. This is exactly why the likes of referrals, word-of-mouth promotion and influencer marketing work so well.

In this episode of B2B Revenue Acceleration, Catarina Hoch (VP of Global Marketing, Operatix) sits down with Justin Levy (Director of Social & Influencer Marketing, Demandbase).

They discuss all things B2B influencer marketing related, including the benefits, best practices and how to create a campaign that elevates your brand.

Justin Levy shares his advice in finding a natural fit for your niche, how to approach influencers for collaboration and what a B2B influencer campaign actually looks like.

If you want to try B2B influencer marketing or are curious to know more, listen in to the conversation now.

Business leaders across the board have realized the benefits of putting customers first in their strategies, with customer experience (CX) becoming a focal point for many organizations.

Great customer experience is critical to your business' success. After all, a happy customer is one that will not only stay loyal but promote your business to their contacts through word-of-mouth and referrals. 

If you want to boost predictable revenue and customer retention while increasing both brand advocacy and sales then customer experience should be a core part of your strategy. 

But where do you start? Whether you want to start building a strategy from scratch or strengthen your current plan, the latest episode of the B2B Revenue Acceleration podcast is for you.

Our host Aurelien Mottier (CEO and Co-Founder, Operatix) sat down with Sally Nowroozi (Principal CX Evangelist, Salesforce) to explore the world of CX.

Sally gives her advice on strategising and measuring results when creating a successful CX strategy, as well as best practices and mistakes to avoid.

Delve into the conversation now, and start building your prosperous CX strategy today.

People in sales are ten times more likely to struggle with their mental health, leading to burnout and chronic stress.

For managers, this means not just recognizing mental decline when it happens to their employees, but also handling it in a constructive manner.

It's easy to overlook or misread the signs of burnout and chronic stress, yet these conditions can have detrimental effects on those suffering.

In the latest episode of the B2B Revenue Acceleration, our host Aurelien Mottier (CEO and Co-Founder, Operatix) sat down with Chris Hatfield (Founder and Coach at Sales Psyche) to talk about mental health in sales.

They discuss the differences between chronic stress and burnout, how best to approach conversations surrounding mental health and the importance of asking the right questions.

Listen to the conversation between Aurelien and Chris on today’s episode of B2B Revenue Acceleration, linked in the comments below.

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

There is no doubt that expansion is one of the primary goals of all business owners. However,  there are many obstacles that need to be overcome before plans come to fruition. 

The looming recession threatens to disrupt business expansion plans further, causing doubt as to if funding will materialize and if the market is stable enough for further growth.

Preparation is key to ensuring your business not only survives a recession, but thrives throughout it. Business leaders must adjust both their strategies and expectations, ensuring to consider all elements of their expansion meticulously.

This week on B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) sits down with Mike Jones (CEO and Founder, Emerald Technology). 

They discuss how the recession can affect business expansion plans, as well as how industry leaders can foolproof their strategies to ensure they can continue growing their businesses.

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

Many entrepreneurs attempt numerous strategies to accelerate their business growth - yet they often overlook undergoing expert coaching.  

Coaching can help founders hone their skills and expertise while developing their entrepreneurial mindset. In fact, Forbes described coaching as a ‘secret start-up superpower’.  

In the latest episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) discusses founder coaching with Richard Fifield (Founder and Director, Realise).   

Listen in as they discuss the importance of coaching, how it can help common challenges in different growth stages of companies and if founders need to be coached differently due to their gender.  

They also review what coaching advice Richard has given to founders that they have found the hardest to implement, and why this may be.

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

For any leader overseeing a sales team, alignment between the SDR and AE should be a primary objective.

Strong alignment encourages collaboration, driving success from the top of the funnel and pipeline to help hit revenue goals.

This isn’t to mention the years of experience an AE can hand down to an SDR. By providing the right guidance and mentoring, an SDR can ramp up much faster, ensuring that they can effectively communicate messaging and target the right accounts.

Alignment isn’t just for the SDRs either, as the AE will see plenty of benefits, too. After all, who wouldn’t want more pipeline and more customers to work with?

In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) sits d own with Ken Koppelman (Director of Sales Development at Redica Systems). 

Listen in as they discuss how to build relationships between SDRs and AEs for sales success, perfecting alignment between the two roles and the benefits of doing so.

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

When businesses need to reduce their spending, marketing is often one of the first areas to be cut.

This is, no doubt, because some business leaders doubt the importance of investing in a solid marketing strategy. They either label it as non-essential and prioritise other spending activities or simply believe their business can survive on the bare minimum.

Yet this can have detrimental effects on business growth, which business leaders will prioritise as a recession looms.

Rather than cutting back on marketing, there should instead be a focus on analysing and fool-proofing your strategy as the market begins to turn.

In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) sat down with Nadia Milani (VP of Marketing, Proposify). 

They discuss the importance of marketing during a recession, as well as best practices recommended to help accelerate growth and how marketers should adapt to overcome the challenges of an economic downturn.

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

There’s only one thing that is worse for salespeople than hearing 'no', and it’s 'I need to think about it’.

Customer indecision is not only frustrating to deal with, particularly when a salesperson has gone through the entire process of pitching only to end up with no certain answer. 

This hurdle is all too common; in fact, research shows that 40 to 60% of sales pipeline is lost to no decision. What is less common, however, is the knowledge of how to overcome it successfully. 

In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO, Operatix) sits down with author Matt Dixon to discus s his new co-authored book, The Jolt Effect.

Packed with the latest research in customer indecision, practical guidance and myth-busting analysis, The Jolt Effect offers a new approach to tackle the dreaded ‘I need to think about it’.

Aurelien and Matt discuss the concept of the book, as well as why addressing a customer’s fear of failure is so important and some of the most psychological insights that have come out of their research.

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

It’s no secret that the tech sales industry is predominantly male-dominated. Statistics indicate that only 25% of the sector's salespeople are women and only 12% of these women are in sales leadership positions.

In honour of Women in Sales Month, Catarina Hoch (VP of Global Marketing, Operatix) sat do wn with Hannah Allen (Operations Director, Operatix). Both women started their careers as SDRs at outsourced sales agency Operatix, climbing up the ladder with sheer determination and drive to perfect their craft.

Listen in as they delve into the main misconceptions about working and succeeding in tech sales, offering advice to women who have the same entrepreneurial enthusiasm to become trailblazers in the industry.

Hannah shares how she transitioned from an inexperienced SDR to a highly regarded EMEA Operations Director in just five years, as well as the obstacles she has encountered and overcome during this time.

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

There has been tremendous growth in the technology sector in recent years - but is this all going to change?

Tech has always been regarded as a thriving industry; VCs were injecting money into vendors, companies were propelled into hypergrowth mode and momentous valuations were increasingly common.

However, with talks of an economic downturn looming, the narrative is already starting to change. Vendors are laying off staff and companies are shrinking. But what is the real impact of the economic recession? Will it be as harmful as predicted, or are people simply responding to fear?

In this episode of B2B Revenue Acceleration, Aurelien Mottier (CEO and Co-Founder, Operatix) discusses this topic with Didi Dayton (Head of Platform and Community, True Search).

Listen in as they give their opinion on how the economic downturn will impact the tech industry, as well as tips on how revenue leaders can keep growing their businesses during this uncertain climate.

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

When attempting to close more deals, it's common for business leaders to focus on making new connections and building brand awareness with prospective customers.

While this is an important step in accelerating sales, they often forget to leverage their existing business relationships and personal contacts. After all, a previously loyal customer moving jobs is a great trigger to engage in a sales conversation.

It's also all too common for companies to fail in effectively keeping track of the aforementioned contacts, or to simply forget to nurture the relationship and keep in contact consistently.

Leveraging buyer job movements can drastically help to increase closing rates and boost revenue growth, so it’s well worth sustaining and strengthening network connections.

To help with this, our host Aurelien Mottier (Co-Founder and CEO, Operatix ) sat down with Christian Kletzl (CEO at UserGems). They discuss best practices for leveraging both current relationships and buyer movements to win more deals, as well as interesting statistics that prove its importance.

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

Geographical expansion opens up a host of new opportunities, allowing you to tap into a new pool of both clients and talent. It’s a logical step for many businesses looking to grow and increase sales, as well as solidify brand awareness.

However, many people underestimate the impact cultural differences can have on business relations, both internal team members and external stakeholders.

Not only can this have an effect on the way you do business, but it can make it more difficult to protect company culture. It is important to strike a balance between incorporating the company's culture and respecting the customs of new territories.

In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO at Operatix) sat down with David Wall (Founder & CEO at Unaterra).

They discuss the common mistakes companies make when setting up a business internationally, cultural differences to be aware of and how to respect them while still upholding the company culture.

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

In an age where LinkedIn is at our fingertips, building a stellar team of sales development representatives may seem easy, but it is far more complex than it appears. There is much more to the task than simply scrolling through people’s prior experience, recruiting the most qualified candidates and leaving them to their own devices.

Rather, defining and identifying key characteristics is vital - but that’s only the first step in creating a successful sales team. Your job is not only to find the right fit for the job, but also to shape and mentor them to truly reach their potential.

In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO at Operatix) sits down with Dave Sherry (Senior Manager Business Development & Sales – EMEA at Gong) to discuss identifying, training and managing sales development representatives.

Join the conversation as they dive into what traits make a great SDR and how to find them, as well as how to help them develop their skills.

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

A core driving factor for most business owners is, understandably, the need to maximise revenue and accelerate business growth.

Yet this is often easier said than done, with periods of stagnation and an ever-changing market causing a halt in progress. This isn’t to mention the mistakes commonly made by entrepreneurs, many of which can push your business ten steps backwards rather than forwards.

To overcome this, you must adapt your strategy and look at new techniques to expedite both growth and revenue. This is where Strategy Sprints come in - a technique that creator Simon Severino (CEO and Business Strategy Advisor of Strategy Sprints) says will have drastically positive results.

In the latest episode of B2B Revenue Acceleration, our host Aurelien Mottier (CEO and Co-Founder of Operatix) sat do wn with Simon to discuss the Strategy Sprints methodology.

Listen into their conversation as they discuss how the method improves operations and accelerates business growth, as well as the habits successful entrepreneurs should have, business best practices and mistakes to avoid.

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

Traditional sales professionals are often under the impression that you’re either naturally talented at the art of selling or you just don’t have what it takes to be successful.

Yet some of the best sales representatives are those that are nurtured and thoroughly trained, starting with just a passion to become the best they can be.

While there may be some traits and a level of confidence preferred when recruiting and mentoring sales professionals, great salespeople are made, not born.

Aurelien Mottier (Co-Founder and CEO of Operatix) sat do wn with Matt Milligan (Co-Founder or Uhubs) to discuss this concept.

Join the conversation as they explore how technology can help mentor people into great salespeople, soft skills that can be developed into first-class sales skills and why managers are an integral part of building a successful team or SDRs.

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

Understanding the ideal customer’s journey is paramount when building and launching a marketing plan, allowing you to influence their decision with various touch points along the way.

It should go without saying that data and marketing go hand-in-hand, particularly when creating a strategy that not only engages, but converts.

Creating targeted content aimed at your business’s ideal customer profile (ICP) is not as simple as it may seem. First, you must understand who is of value to your business, and then map out their journey before understanding how your marketing tactics can positively impact the steps towards revenue.

In the latest episode of B2B Revenue Acceleration, our host Aurelien Mottier (Co-Founder and CEO of Operatix) sat do wn with Steffen Hedebrandt (Co-founder at Dreamdata.io) to discuss how to go about mapping the customer journey toward revenue.

Listen in to their conversation, with critical points including what data should be used to define a marketing strategy, the importance of creating a detailed ICP and why you should turn away customers that don’t align with it. 

Interested in this topic? You can find out more about customer journeys here. 

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

Sales emails do not have to be complex, nor do they have to be particularly lengthy - in fact, the most successful campaigns tend to be those that cut to the chase. They’re quick, concise and tailored to the recipient.

After all, the key decision-makers that salespeople target are unlikely to have the time to read a detailed, novel-like email. This rings particularly true if the content isn’t relevant to their specific needs and pain points. You must grab their attention and pique their interest in just a few short sentences, a skill that is much easier said than done.

Sales emails have long been part of every salesperson’s toolbox, but it's a skill that can take time to be developed. Creating compelling email campaigns may be the goal, but they can simply be taken as spam if not created correctly.

In this episode of the B2B Revenue Acceleration podcast, our host Aurelien Mottier (Co-Founder and CEO of Operatix) is joined by Ollie Whitfield (Growth Marketer at VanillaSoft). They discuss how best to go about creating compelling sales emails, including best practices for structure, language and eye-catching subject lines.

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

Many business leaders have their goals focused largely on customer acquisition - yet this is only the tip of the iceberg when it comes to staying profitable. 

When it comes to the SaaS industry, revenue really lies beyond the acquisition stage in customer retention and expansion. Neglecting customer success and recurring impact means forgoing the often easiest opportunities for business growth and profitability. 

After all, it’s often less expensive and time-consuming to expand the relationship with a current customer than it is to acquire a new one. 

In this episode of B2B Revenue Acceleration, our host Aurelien Mottier (CEO and Co-Fou nder, Operatix) sits down with Shari Johnston (Partner & Bo ard Member at Winning by Design). 

They discuss the Recurring Revenue Bow-Tie Model, detailing what this strategy entails, the benefits of introducing it and the importance of aligning your business around recurring revenue. 

To hear this interview and many more like it, subscribe to B2B Revenue Acceleration onApple Podcasts, Spotify, our website, or anywhere you get podcasts.

Developing a go-to-market strategy is essential in not only defining who your customer base should be but also how to go about targeting them effectively.

After all, there’s little point in having a product or service if there’s no visibility to your ideal customer, no matter how outstanding you believe it may be. Your product cannot sell itself nor build its own brand and define itself in the market - this is where a well-developed go-to-market strategy is essential. 

Our host, CEO of Operatix Aurelien Mottier, sat down with Pete Crosby (Executive Coach and Founder at Pete Crosby Revenue) to hear his expert insight into how businesses can get the very best results out of their go-to market strategy. 

Dive into the episode below to understand how to get your fundamentals right, as well as common mistakes to avoid and frameworks that’ll help you understand where your current strategy may need development. 

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