Episodes
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...
Published 06/27/24
Published 06/27/24
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...
Published 05/23/24
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...
Published 04/25/24
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...
Published 03/28/24
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...
Published 02/15/24
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...
Published 02/01/24
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...
Published 01/18/24
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...
Published 01/04/24
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...
Published 12/14/23
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...
Published 11/30/23
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...
Published 11/16/23
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,...
Published 11/02/23
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...
Published 10/19/23
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,...
Published 10/05/23
"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...
Published 09/21/23
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...
Published 08/31/23
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...
Published 08/17/23
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...
Published 08/03/23
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...
Published 07/20/23
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...
Published 07/06/23
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...
Published 06/22/23
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...
Published 06/08/23
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,...
Published 05/25/23
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...
Published 05/11/23