PODCAST · business
B2B Revenue Acceleration
by Dan Sanchez
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: channel strategies, B2B marketing tactics, account-based selling, C-Suite engagement, lead generation, demand generation, pipeline generation, revenue growth, venture capital, market entry, local markets, capital investment, qualified sales opportunities, and more.
Episodes
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How the Recession can Affect Business Expansion Plans w/ Mike Jones
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…
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142: How to Coach Founders in Today’s World
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...
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141: SDR & AE Alignment: Building Relationships for Sales Success
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…
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140: B2B Marketing in a Recession: Strategies for Accelerating Growth
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...
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139: The JOLT Effect: Helping High Performers Overcome Customer Indecision
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...
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138: Women in Sales: Seeing Success in the Industry
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)…
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137: The Impact of the Economic Downturn on the Tech Industry
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…
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136: How to Leverage Buyer Job Movements to Win More Deals
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...
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135: Cultural Considerations as You Enter New Markets
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...
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134: Identifying, Training and Managing Sales Development Talent
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…
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133: Strategy Sprints: An Agile Framework To Support Revenue Growth
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...
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132: Why Great Salespeople Are Made, Not Born
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...
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131: Mapping the Customer Journey Towards Revenue
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…
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130: Simplifying Sales Emails: Creating Compelling Campaigns
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…
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129: The Recurring Revenue Bow Tie Model w/ Shari Johnston
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…
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128: Your Go-To Market Strategy Done Right w/ Pete Crosby
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...
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127: Using Marketing Attribution in a Complex Digital Era
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…
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126: Retaining SDRs: How to Keep Talent Onboard
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…
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125: How to Stay Relevant by Leveraging Intent Data
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...
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124: The Great 2022 Outsourced Sales Development Industry Survey
Does it ever make sense to outsource the whole SDR team? If you do, what questions should you be asking and what expectations should you set? In this special episode of B2B Revenue Acceleration, Aurelien Mottier, CEO and Co-founder at Operatix joined David Dulany, Founder and CEO at Tenbound at…
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123: 10 Years of Sales Development
Sales development has come a long way and is an increasingly vital component to any successful business. Though it’s something many businesses can’t live without, the function is often neglected by leaders, who fail to invest in it or the experience for the employees charged with making a…
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122: Email Prospecting the Right Way w/ Stephen Harlow
Prospecting email is not designed to get somebody to buy your service or product. It’s a personalized one-to-one message that does one thing: it shows how you think you can help that business. In this episode, we speak with Stephen Harlow, Chief Sales Officer at Sopro, about his winning email...
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121: The Beginner’s Guide to Sales Gamification w/ Brian Trautschold
Gamification is more than a buzzword. It’s a proven way to motivate, revitalize, and inspire your team to great results. In sales, gamified initiatives can have ripple effects that reach every corner of your company. With strategic implementation, consistency, and intentional connection, you can...
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120: How to Budget for SDR's w/ Dan Seabrook
Building a sales development team is a feat worth investing in, that much is becoming common knowledge in the business world. Understanding exactly how to budget for an SDR team is the first hurdle to creating a successful team, yet is undoubtedly one of the most important. After all, it’s not…
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119: How to Build a Personal Brand w/ Daniel Disney
It’s no longer enough to have a great product. Today, people are only going to buy from you if they feel like you care about them. If they feel like you’re likeable, personable, and easy to talk to. In other words, social selling is the name of the game. But how do you go about building a brand…
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118: Prospecting Advice from the UK’s Most Hated Sales Trainer w/ Benjamin Dennehy
With a title like “the UK’s Most Hated Sales Trainer,” you know that you’re likely going to ruffle some feathers. You’re going to make some people uncomfortable. Because you’ve likely not achieved that title by telling people what they want to hear. Which is why, on this episode of B2B Revenue...
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117: B2B Marketing Trends for 2022 w/ Matt Heinz
The years 2020 and 2021 have thrown so many curveballs at B2B marketers. While we’re all planning for 2022, Matt Heinz, President at Heinz Marketing, joined us to share his predictions for what’s coming over the next year and beyond. We discuss main trends expected in 2022, tech and tools…
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116: The Do’s & Don’ts of Video Prospecting w/ Tyler Lessard
The COVID-19 pandemic has changed many of the ways we interact with each other, and business is no exception. With many opting for video calls over in-person meetings, it’s opened the door to the bigger question: How can we use video technology to differentiate ourselves from competitors? On this...
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115: SDR Manager Effectiveness - 4 Keys for Success w/ Kyle Coleman
A lot of SDR managers become SDR managers simply because they were very good reps. They excelled at their roles as SDRs, and so by virtue of their skill, they’re promoted to be an SDR manager. Which is great for them. But often, what doesn’t get trained are simply expectations. What is expected…
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114: Modern ABM – Personalization vs. Technology w/ Declan Mulkeen
One third of companies are in a mature stage of their ABM journey, one third are only a year or so into the journey, and one third haven’t even started. ABM is still very much in its growth stage — not at all losing its momentum but rather gaining it as organizations appreciate what modern ABM…
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113: How to Tell Your B2B's Brand Story In 2022 w/ Ken Rutsky
For this episode of the B2B Revenue Acceleration Podcast, we will be airing again one of our most listened to episodes: “How to Tell Your B2B’s Brand Story”. This episode was first published in 2018 when we started our show and it’s as relevant as ever at this time of the year when Sales &...
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112: Building a Community: Know Your Purpose w/ Sam Jacobs
Don’t build a community because you just want to be in charge of something or have a captive audience to sell to. Build a community because you genuinely want to help others without asking anything in return. Over the years, this will bring so much good into your personal and professional life.…
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111: Why People Hate Cold Calls w/ Jason Bay
SDRs talk about how hard it is to be rejected when cold calling — and it is. But it’s also hard for the person on the other end of the phone to reject. Reps need to make the conversation about the person that they’re cold calling both to overcome call reluctance and to change cold calling’s bad...
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110: Ramping Up SDRs: The First 90 Days w/ Sam Nelson
It’s harder than ever to find talented Sales Development Reps (SDRs) - even hiring the finest talent doesn’t mean they will be successful if they don’t go through a well-structured onboarding and ramping process. Their first 90 days will show you who will break and who will win.In this episode…
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109: Radical Candor: A Leadership Style Every Manager Should Know w/ Wendy Harris
Something people often get wrong in leadership is prioritizing their need to be liked over what’s best for their employee. In reality, caring for the employee means showing kindness by telling the truth, even when it’s challenging to share or hear. In this episode, I interview Wendy Harris, Head…
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108: How to Deliver the Experience Your Buyer Wants w/ Josh O’Brien
Buyer experience and customer experience aren’t the same. There’s a lot of overlap, but buyer experience comes down to the answer to this question: How does the buyer want to buy? In this episode, I interview Josh O’Brien, Cofounder at RevShoppe, about best practices for creating a consistent…
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107: Revenue Operations: What It Is & Why It’s Important
Revenue operations, or RevOps, has entered the revenue conversation. Because it’s a newer role, many leaders are trying to wrap their heads around what it is and whether they need to implement the function at their company. Megan Heinz, Director of Revenue Operations at Mainsail Partners, and…
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106: DARE to Grow: Establishing Alignment Across Revenue Teams w/ Mike Simmons
Misalignment stymies the development of your business. If your sales, marketing, and customer success teams aren’t working towards the same goals, it leads to friction and inconsistency in the customer experience — and that ultimately takes a toll on growth. Mike Simmons, CRO of Cybsafe, has...
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105: Internal & Outsourced SDRs: A Hybrid Approach to Sales Development w/ Elaine Chan
In this day and age, it’s almost impossible to successfully scale and grow your business without the help of outside partnerships. That’s why a hybrid sales development team might be your best bet. Elaine Chan, former Sr. Director of Inside Sales at Illumio, joins the show to share how outsourced...
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104: Scaling Sales Processes with Data & Technology w/ Todd Abbott
Everybody is looking at data. Whether from a privacy standpoint, or a productivity standpoint, data is king. But how do you harness that data to inform good decision making? In this episode, we interview Todd Abbott, CEO at InsightSquared, about utilizing data & technology to create scalable…
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103: What Business Development Really Means w/ Lucia Piseddu
What makes a great business development professional? And how does business development differ from sales development in the first place? In this episode, we interview Lucia Piseddu, Founder at The BD School, about the differences between sales development and business development. We talked…
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102: Insights From The 2021 Sales Development Report w/ Matt Bertuzzi
The 2021 Sales Development Report from The Bridge Group is out. We invited Matt Bertuzzi, Director of Ops at The Bridge Group, to unpack the state of sales development and share the trends expected for this year. Our conversation covers many important topics, like how to expand your SDR talent...
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101: The Pros & Cons of Remote Work Post Pandemic with Jack Mardack
Years before the Covid-19 pandemic made remote work the norm, Jack Mardack, cofounder of global HR platform, Oyster® was building his vision of a world in which, through remote working, people could have a great career wherever they’re at in the world. But where are we headed when it comes to...
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100: Becoming a Unicorn: A Journey of Rapid Growth & Scale
It’s the dream of many tech companies — becoming a unicorn,meaning that the company has reached a valuation of $1 billion. On this special 100th episode, we hear stories from a panel of guests about how their companies reached or helped other companies reach that milestone, the challenges they...
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99: A Guide to Product-led Growth w/ Jimmy Fong
Product-Led Growth is defined as a go-to-market strategy that relies on using your product as the main vehicle to acquire, activate, and retain customers But how to know if it’s the right strategy for your business? In this episode, Jimmy Fong, Chief Commercial Officer at SEON, joins the show to...
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98: Why We Need to Take Sales Education Seriously w/Paul Fifield
There are over 58 million sales people across the globe… and most of them are without formal higher education in sales. The drive to take sales education more seriously needs to come from within the industry. Recently on B2B Revenue Acceleration, I had a chance to discuss with Paul Fifield, CEO…
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97: Marketing as a Revenue Driver
Sales is often perceived as the revenue driver in organizations, but behind every successful sales team, lies an effective marketing function. In this episode, we interview Florence Broderick, VP of Marketing at CARTO, to talk about marketing as a revenue driver. What we talked about: A viewpoint...
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96: Getting Your Lead Research Right w/ Mark Colgan
Just because a prospect matches your buyer persona, it doesn’t mean they want to buy your product. You’ve got to find triggers or signals to get in front of accounts more likely to be in the market for a solution like yours. In this episode, we interview Mark Colgan, Co-Founder and CRO at Speak…
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95: What to Expect from the B2B Sales World in 2021
When you can’t meet with buyers face-to-face anymore, where do you meet them? You must go to their preferred channel and create a sales experience there. In a recent episode of B2B Revenue Acceleration, we welcomed Jake Dunlap, CEO at Skaled Consulting, to talk about what to expect in the B2B…
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94: A Playbook for Cloud Enterprise Sales Professionals w/ Paul Melchiorre
What does it take to be successful in Cloud Enterprise Sales? How will the enterprise cloud sales market look like the next 5 to 10 years? Recently on B2B Revenue Acceleration, we spoke with Paul Melchiorre, Operating Partner at Stripes, about the qualities of cloud sales professionals and the...
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ABOUT THIS SHOW
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: channel strategies, B2B marketing tactics, account-based selling, C-Suite engagement, lead generation, demand generation, pipeline generation, revenue growth, venture capital, market entry, local markets, capital investment, qualified sales opportunities, and more.
HOSTED BY
Dan Sanchez
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Frequently Asked Questions
How many episodes does B2B Revenue Acceleration have?
B2B Revenue Acceleration currently has 144 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is B2B Revenue Acceleration about?
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...
How often does B2B Revenue Acceleration release new episodes?
B2B Revenue Acceleration publishes regularly with 144 episodes available. Check the episode list for the typical release schedule.
Where can I listen to B2B Revenue Acceleration?
You can listen to B2B Revenue Acceleration on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts B2B Revenue Acceleration?
B2B Revenue Acceleration is created and hosted by Dan Sanchez.
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