B2B Revenue Acceleration

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 sales success.

Kevin shares practical insights on identifying the right behaviours, assessing individual states, streamlining processes, and developing essential skills for effective sales leadership. Throughout, Kevin sheds light on how BIPSY not only complements existing approaches but also stands out by specifically focusing on leadership, bridging a critical gap in the sales industry.

Discover the unique aspects of BIPSY and how it addresses a crucial gap in the sales industry. Kevin's wealth of experience and the BIPSY framework provide actionable insights for leaders aiming to elevate their sales teams.

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 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, shedding light on their distinctions and interconnectedness. They discuss how SDRs are an integral piece of successful demand generation, turning connections into conversions by utilising outbound activities.

Chris shares his expert advice on how SDRs can efficiently leverage multiple outreach channels, as well as highlighting which channels work best for demand capture versus demand creation.

With an ever-evolving market landscape, this podcast episode will offer valuable guidance, strategies and actionable tips on adapting SDR-led demand generation strategies to new trends and shifts in buyer behaviour, ensuring sustained growth for businesses.

Stay ahead of the curve and push the boundaries of your demand generation efforts with this podcast episode.

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 while aligning their team's efforts for maximum impact
• Discover the financial strategies that startups must embrace during the transition from Series A to B. Explore ways to ensure stability, allocate resources efficiently, and pave the path for sustainable growth
• Gain insights from Tom on the common mistakes startups make when expanding into new markets, and learn strategies to handle these challenges smoothly.
• Scaling often means fiercer competition, particularly in the B2B tech world. Dive into best practices for not just surviving but thriving in a competitive landscape and creating an edge
• As growth accelerates, maintaining an innovative culture is paramount. Delve into expert advice on how startups can nurture a culture of innovation and encourage creativity throughout the scaling journey

Listen to this episode of the B2B Revenue Acceleration podcast now to get valuable insights, tips and actionable strategies to ensure your scaling journey gets off to the best start possible

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 just the salary that needs to be considered. SDRs not only have to be hired but onboarded, managed and provided with a tech stack to ensure success.

While necessary, these elements can take a significant chunk out of your budget, so it’s essential to account for this when allocating finances to creating a team of SDRs.

To shed some light on the deliberation process, we sat down with Dan Seabrook, Vice President of Sales at Operatix, to discuss how to budget for SDRs.

To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website.

Listening on a desktop & can’t see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Is acquisition the end of the road, or just the beginning?

In this episode, Aurelien Mottier (CEO of Operatix & memoryBlue) interviews Chris Doggett (CRO at Acquiato) to uncover the challenges and opportunities that come with company acquisitions.

From overcoming the misconception that acquisition is the final chapter to the critical role people and culture play in success, Chris shares his experiences and key learnings gathered from years of navigating the post-acquisition process.

They dive deep into harmonizing teams, blending specialists and generalists, and reconciling the differing objectives between acquirers and sellers. Whether you're leading through acquisition or simply curious about its dynamics, this conversation is full of practical insights on how to build a cohesive, successful organization after the deal is done.