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B2B Revenue Acceleration: The Podcast for Technology Leaders is a podcast dedicated to helping software executives stay on the cutting edge of sales and marketing in their industry. Whether you’re looking to follow emerging trends in B2B technology, learn from venture capital experts about their latest strategies, hear about pipeline and revenue acceleration tactics, or simply get more mileage out of your demand generation, this is the podcast for you. Each episode features topics like: chan ...
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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…
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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 dire…
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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…
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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 Ma…
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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…
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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 Accelerat…
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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 …
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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 fr…
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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 Market…
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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 th…
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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 element…
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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-Found…
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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 Glo…
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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 …
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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 …
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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 point…
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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 de…
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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 …
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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'…
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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 rele…
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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, Aurelie…
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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 ever…
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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, Ope…
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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 marke…
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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 …
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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…
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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. Caref…
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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 …
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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 – the…
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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…
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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 con…
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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 gro…
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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…
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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 mentori…
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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 …
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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 t…
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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, Oper…
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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 loomin…
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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 mov…
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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…
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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, definin…
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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 bus…
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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 …
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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 cont…
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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…
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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 of…
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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 no…
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Marketing attribution is an essential part of any business, with long-term data helping to optimise spend while connecting the dots between strategies and growth. After all, it’s no secret that data-driven marketing plans that utilise reliable audience insights are the most successful. However, the increasing rate at which the digital world of sale…
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Anyone with a sales team knows how difficult hiring and onboarding can be - particularly as the demand for skilled, experienced SDRs grows. While you may have considered the lengthy timescale and cost of hiring a sales team, you may not have factored in one of the most frustratingly common problems sales managers face - the high rate of churn. Mayb…
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In the midst of rapid digital transformation, old school marketing and sales strategies are no longer effective. In fact, they’re probably driving your customers away. In this exciting conversation with Latané Conant, CMO at 6sense, we’ll get her unique perspective on how best to approach your business development tactics. After joining 6sense in 2…
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