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...

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...

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...

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...

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...

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...

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,...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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 sales and marketing evolves can make it particularly difficult to accurately predict how best to target leads. A consumer’s path to purchase is no...

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. Maybe you’ve nailed the process of finding and hiring a talented SDR, but holding onto them is another factor entirely. Career SDRs are seemingly few...

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 2018, our guest had something of an epiphany. Why cold call and force prospects to fill out endless forms when we can leverage the vast quantity of...

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 the latest Sales Development Conference.  Here, they take a look at the Sales Development Outsourcing Survey 2022, which offers an exclusive look into the state of the industry. As well as this, they...