B2B Revenue Acceleration

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.