Aug. 11, 2020

The Best Strategies for B2B Revenue Acceleration

B2B Revenue Acceleration is celebrating their SECOND podcast anniversary!

If you have yet to listen, B2B Revenue Acceleration 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.

On this special anniversary episode, you'll hear from five outstanding guests about their best strategies for B2B revenue acceleration.

Check out this episode and more in your favorite podcast player:

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Transcript
WEBVTT 1 00:00:06.040 --> 00:00:09.669 Hello and welcome. My name is Kelsey, course, and I'm on the 2 00:00:09.750 --> 00:00:13.949 production team with sweet fish media. Today I'm super excited to introduce to you 3 00:00:14.029 --> 00:00:19.989 an anniversary episode for be Tob Revenue Acceleration. It's their second anniversary of their 4 00:00:20.070 --> 00:00:25.420 be tob revenue acceleration podcast. This episode is dedicated to you, clients, 5 00:00:25.539 --> 00:00:28.899 partners and friends, who brings so much value to the work that they do. 6 00:00:29.660 --> 00:00:33.979 On this episode you will hear from five outstanding guests about their best strategies 7 00:00:34.060 --> 00:00:38.289 for be tob revenue acceleration. If you think you'll find the show valuable after 8 00:00:38.289 --> 00:00:42.810 you check out this quick tippit, just search be tob revenue acceleration and apple 9 00:00:42.890 --> 00:00:47.649 podcast or your favorite podcast player. Makes you subscribe and if you really like 10 00:00:47.850 --> 00:00:52.079 it, don't forget to leave a review. Enjoy the SNIPPET. So, 11 00:00:52.200 --> 00:00:56.320 if you think of like the typical be to be lead to sale process, 12 00:00:56.880 --> 00:00:59.399 you've got someone that shows up at your site and they see you a big 13 00:00:59.520 --> 00:01:00.560 like get a demo button. Now what does that mean to them? It 14 00:01:00.679 --> 00:01:04.230 means I click, that sales person's going to hound me, I'm going to 15 00:01:04.269 --> 00:01:07.030 get on a sixty minute call and they're going to push a product on my 16 00:01:07.109 --> 00:01:11.069 throat. So it's a pretty high bar to click that button. And so 17 00:01:11.430 --> 00:01:15.790 what is their actual motivation? The motivation is they've got a problem. They 18 00:01:15.829 --> 00:01:19.140 want to figure out if you're thing solves that problem. And so most companies, 19 00:01:19.180 --> 00:01:23.700 I don't know if it's many, but most companies, they'll do everything 20 00:01:23.739 --> 00:01:26.900 they can to get somebody to click that button and talk to a salesperson because 21 00:01:26.900 --> 00:01:30.379 they want to sell them something, anything, right. So it means they're 22 00:01:30.379 --> 00:01:33.730 not providing answers up front and they're hiding everything behind the form. They don't 23 00:01:33.730 --> 00:01:37.290 show the product. And so, knowing that like the behavior, that the 24 00:01:37.370 --> 00:01:41.209 prospect becomes, you know they're probably not going to do that until it's the 25 00:01:41.489 --> 00:01:45.370 the last possible resort and they're going to actually bail and go back to search 26 00:01:45.409 --> 00:01:48.319 and see if somebody else answers that forum. And so what can we do 27 00:01:48.359 --> 00:01:49.560 about that? Right, so what are the tactics that you can use to 28 00:01:49.959 --> 00:01:55.680 counter that mismatch behind the motivation behavior? So the first thing is we can 29 00:01:55.719 --> 00:02:00.599 show the product, right, so videos and dupt documentation, all of those 30 00:02:00.640 --> 00:02:04.709 things. We can let them try the product, which is blasphemy and cybersecurity. 31 00:02:04.750 --> 00:02:07.269 Right, nobody lets you try the thing in cyber security. But we 32 00:02:07.310 --> 00:02:08.949 could do that and then we could do things that are really creative and I 33 00:02:08.949 --> 00:02:13.990 like the DD said earlier. So we just tried something that we called the 34 00:02:14.110 --> 00:02:16.860 invisible webinar and the idea was, or invisible demo, whatever you want to 35 00:02:16.900 --> 00:02:20.740 call it. The idea was the bar is high to get on that sales 36 00:02:20.780 --> 00:02:23.740 call, right, so what if we did something where we showed exactly what 37 00:02:23.939 --> 00:02:25.740 you would see on a sales demo, but you have to sign up for 38 00:02:25.780 --> 00:02:29.979 anything. You can be totally anonymous, you can ask questions through chat, 39 00:02:30.610 --> 00:02:34.050 right. So the people that aren't quite ready then aren't ready to I'm going 40 00:02:34.090 --> 00:02:36.689 to give you sixty minutes to sell me something. They can see what they 41 00:02:36.729 --> 00:02:39.129 would see on a real demo. So the goal is, if we show 42 00:02:39.169 --> 00:02:42.810 enough value, then you're going to sign up and talk to US salesperson. 43 00:02:42.889 --> 00:02:46.479 So to me the idea is, like always are toward removing friction, giving 44 00:02:46.560 --> 00:02:50.319 that prospect exactly what they need to make a decision. To me, a 45 00:02:50.520 --> 00:02:54.080 know is better than just a bunch of dusty names at a database. What 46 00:02:54.280 --> 00:02:59.629 an inspiring episode. Again to hear the rest of this interview and many more 47 00:02:59.750 --> 00:03:05.469 like it. Subscribe to the BETB Revenue Acceleration podcast in Apple, spotify or 48 00:03:05.590 --> 00:03:07.990 even on their website. Thank you so much for tuning in, and happy 49 00:03:07.990 --> 00:03:16.060 second anniversary to the BB Revenue Acceleration podcast. One of the things we've learned 50 00:03:16.099 --> 00:03:21.740 about podcast audience growth is that word of mouth works. It works really, 51 00:03:21.780 --> 00:03:24.020 really well actually. So if you love this show, it would be awesome 52 00:03:24.020 --> 00:03:28.530 if you texted a friend to tell them about it, and if you send 53 00:03:28.569 --> 00:03:30.530 me a text with a screenshot of the text you sent to your friend, 54 00:03:31.009 --> 00:03:35.650 Metta, I know I'll send you a copy of my book content based networking, 55 00:03:35.849 --> 00:03:38.210 how to instantly connect with anyone. You want to know my cell phone 56 00:03:38.210 --> 00:03:43.360 numbers. Four hundred seven, four nine, hundred three and three, two 57 00:03:43.439 --> 00:03:44.719 eight. Happy texting.