Revenue Riser
23 episodes - English - Latest episode: over 1 year ago - ★★★★★ - 2 ratingsActionable insights and tips for sales leaders and CROs driving tech B2B revenue growth.
Through insightful conversations with sales leaders and other experts and practitioners, we share tips and experiences to help you to grow your tech B2B revenues. Practical and relatable, we highlight people, process, channel and technology practices that will help grow your sales.
Revenue Riser is hosted by Anna Britnor Guest, who has over 30 years’ experience in the tech B2B sector. She’s joined, each episode, by experienced leaders and specialists to share the real-world approaches, methods, models and tools they’re using to grow their revenues.
Tune in or subscribe if you’re interested in learning actionable tips that you can apply in your business.
Revenue Riser is brought to you by Alate Business Growth www.alatebusinessgrowth.com. If you have a revenue success story to tell, then please get in touch at www.revenueriser.com
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Episodes
Sales leaders: advance your coaching to empower your team
December 08, 2022 12:00 - 37 minutes - 25.9 MBThe role of a leader is to create an environment where coaching can happen, to get authority from above, and to facilitate their team to get on with the work. In this episode, Anna and her guests explore how to take sales coaching to the next level to empower collective leadership within sales teams. Guests David Clutterbuck is a leading coaching author and mentor, who combines purpose, robust research, and infectious enthusiasm. Emmet Florish is the CEO Ctrl.io, and is on a mission to h...
How to recruit a rockstar sales team
November 24, 2022 12:00 - 49 minutes - 34.1 MBAttracting talent is difficult in this current climate. Recruiters need to be clear on the candidate they want to attract, the role and job description, and the characteristics that will be a good fit for their business. It’s vital to consider what value the role has to the organisation, as well as ways that a candidate might demonstrate their own value outside of the standard interview process. Anna unpacks these and many other issues in this episode, focusing on hiring a rockstar sales te...
Channel partnerships in 2023 and beyond
November 10, 2022 12:00 - 42 minutes - 29.4 MBSuccessful channel partnerships need focus and collaboration, and in an increasingly uncertain climate, it becomes even more important that we not take existing relationships for granted. Joining Anna to continue their conversation on channel success are Steve Warburton and Matt Hathorn. Guests Steve Warburton is Managing Director of Zen Internet's partner and consumer business, and one of the most highly-regarded channel leaders in the industry. Matt Hathorn is CEO of Recur, which has b...
Lifting the lid on account-based marketing
October 27, 2022 12:00 - 42 minutes - 29.2 MBAccount-based marketing encompasses an organisation’s entire go-to-market strategy. It involves deep understanding of a few target customers or prospects – and crucially the people within them. Contrary to the name, ABM is about far more than marketing. It encompasses sales, customer success, research, and planning. And although SaaS products play an important role, it is not a tech-driven solution, but rather a collaborative insights-based approach, aided by technology. Guests Helen Brow...
Building positive, high performing teams? Here's the data to help
October 29, 2021 10:15 - 34 minutes - 31.5 MBLeveraging Squadify’s latest data around team conditions for success, we learn from co-founders Dan Hammond and Pia Lee what’s important for high functioning teams to perform in a fast-paced, post-covid world. We’ll drill into what the data is telling us around - the shifts over the last 18 months and the balance between ‘being’ and ‘doing’, - where the biggest gaps to team performance lie and why we should pay attention - what we can do to make a difference. We learn the highest a...
Sleep: the secret of success?
August 11, 2021 12:00 - 48 minutes - 44.5 MBWhy do we sleep - and could it really be a secret of success? Host, Anna Britnor Guest, and Habits Coach, Azzy Aslam, explore commonly held beliefs about sleep - and why some of them simply aren't true. Research shows that a lack of sleep (and spoiler alert #1 that definitely means less than 6 hours sleep a night - and for most people it's more than that) significantly and negatively impacts a number of important factors necessary for high performance. This episode is full of useful ins...
The VC path to growth
August 04, 2021 12:00 - 42 minutes - 38.9 MBMany tech companies take the VC path to growth but what's it actually like? What makes a successful partnership for both the investor and founders? In this episode, Eran Westman and Alfonso de la Nuez share their personal experiences with host, Anna Britnor Guest. What has worked for them and where do some of the pitfalls lie? Alfonso de la Nuez is co-CEO of UserZoom, a fast growing user experience insights SaaS company. Having taken UserZoom through several investment rounds, he frankly ...
Spread a little happiness - and grow your sales
July 28, 2021 12:00 - 38 minutes - 35.3 MBHappy employees can raise sales by an impressive 37%, according to guest Matt Phelan of The Happiness Index, but what is happiness at work and how do we reap these rewards? Learn the difference between well-being, engagement and happiness and why Matt thinks we should treat our salespeople more like sunflowers if we want them to be more successful. Pinch a few ideas from Cathy Belford, head of UserZoom's People team, as she describes their culture and some of the initiatives that have helped ...
Leading growth: a CEO perspective
July 21, 2021 12:00 - 34 minutes - 31.5 MBWhat role does the CEO play in leading growth? What does it mean to be a sales-led leader? And why should a CEO carry a ball of string if they want to take their company of a voyage of change? Join me, Anna Britnor Guest, with guests, Lorrin White & Allan Merritt, openly and candidly sharing their experiences about leading growth in their organisations. In this episode we talk about leading the pace of change and why being in a growth phase doesn't necessarily translate into immediate reve...
Take your channel success to the next level
July 14, 2021 12:15 - 37 minutes - 34.1 MBWhat does your partner or vendor of the future look like? What can you learn from experienced channel leaders to help you avoid the pitfalls, and to activate and accelerate your sales? Hear from Zen Internet's MD of Partners, Steve Warburton, and Matt Hathorn, Director and Founder at channel profitability specialists, Recur Global, in conversation with Revenue Riser host Anna Britnor Guest, herself a long time activator within the channel. We discuss how the partners of today are not necessa...
The situation has changed - have you?
July 07, 2021 12:00 - 44 minutes - 40.7 MBIs your team successful but drained? Can you keep up this pace forever? What do today's revenue leaders and their teams need to do to be successful for the long-term? Following a year of uncertainty, business pivots and everyone digging deeper, how do we deliver ever-more demanding targets without hitting burn out and exhaustion? Join Pia Lee, CEO of Squadify, Greg Wade aka The Defender and host, Anna Britnor Guest, as they explore how the world of 2021 and beyond requires fresh thinking a...
Season 2 trailer
June 28, 2021 14:30 - 2 minutes - 2.25 MBTech B2B revenue leaders - Get the lowdown on what's coming up in season 2. We have an amazing lineup of guests sharing their real-world experiences to help your grow your revenues and your people: Ep 1: Pia Lee, CEO, Squadify & Greg 'The Defender' Wade Ep 2: Steve Warburton, MD Partners, Zen & Matt Hathorn, CEO Recur Global Ep 3: Lorrin White, CEO, Bamboo Tech & Allan Merritt, CEO, Arnlea Systems Ep 4: Matt Phelan, CEO, The Happiness Index & Cathy Belford, VP People, UserZoom Ep 5: Era...
Season 1 review: Adapting to change
April 13, 2021 14:30 - 10 minutes - 9.26 MBChange has been all around us as we've globally navigated 2020 through 2021. Anna Britnor Guest and Ed Sant'Anna consider some of the ways our season 1 guests have pivoted, adapted and embraced change in its many forms.
Season 1 review: Being data-driven
April 13, 2021 14:30 - 6 minutes - 6.35 MBAnna Britnor Guest and co-host Ed Sant'Anna continue their review of season 1 themes. In this mini episode they reflect on the the diverse ways in which companies and sales organisations can become more data-driven.
Season 1 review: Developing maturity
April 13, 2021 14:30 - 13 minutes - 12.4 MBJoin Anna Britnor Guest and her season review co-host, Ed Sant'Anna, as they pull together themes and key messages season 1's six episodes. In this mini-episode they discuss some of the points made by guests on how to mature as a sales organisation and business.
Season 1 review: The power of people
April 13, 2021 14:30 - 5 minutes - 4.67 MBConcluding our season 1 theme review and it's all about people. Anna Britnor Guest and Ed Sant'Anna pull together some of the key messages our guests shared around recruiting, developing and supporting your people.
Virtual Sales Kicks Offs that deliver results
December 13, 2020 18:49 - 59 minutes - 54.6 MBYou've had to shift your SKO to virtual. No flying off to an exciting location, no fancy food or late night in the bar. Also no Death by PowerPoint? How do you make a virtual SKO come alive and achieve more than you could have imagined? How do you create powerful learning environments that make a difference through the year? Join Anna Britnor Guest and guests, Edward Boon of Promote International, Jasmine Jackson-Irwin, Senior Enablement Leader at CircleCI, and Nick Salas of MindTickle who s...
CRM: actionable insight that drives sales
October 22, 2020 16:30 - 24 minutes - 22.8 MBDo you use your CRM to look back or look forward? Is it a repository or an optimisation tool? Does it help you to predict trends and accelerate sales processes or is it a tick box exercise your sales team prefers to avoid? In this episode, Anna's joined by two sales and marketing data specialists, Travis Davis of PointnTime and Melanie Foster of Harness, to highlight ways to put your CRM at the heart of your sales growth.
Scale the sales organisation for growth
October 15, 2020 15:03 - 40 minutes - 37.5 MBHow do you scale your organisation and grow your revenue? How do we define scale versus growth? How do we adapt in an unpredictable, choppy world? Joining Anna are Paul Szemerenyi, Global Head of Sales at Bizzabo, the fastest growing Event Technology company and Bob Horn, CRO at Illusive Networks, a fast-growing Cybersecurity startup. With many years of sales leadership experience between them, Bob and Paul share how they’ve built successful sales teams at scale and we explore what’s importa...
Deliver true business value in a changing world
October 08, 2020 18:50 - 31 minutes - 29.3 MBWhy would customers buy from you today? How do you create and align clear business value for your customers in times of change? Anna is joined by Gary Schwartz, VP of Marketing at TransfrVR and Jude Mott, now Cloud Product Manager at Virtual1 to take a cross-functional view of how we align and deliver value to truly meet customer's needs.
Training our brains to embrace virtual selling
October 01, 2020 13:20 - 35 minutes - 32.3 MBJoining Anna are Ed Sant'Anna of Remarkable Focus and Azzy Aslam of Comentra to talk about how to adapt our brains and our habits to embrace virtual selling. Our conversation blends what neuroscience tells us about how our brains work with many years’ practical experience of selling remotely. Amongst other topics we're re-thinking how to define and build rapport and how to reshape client meetings cadence to better support the buying journey.
Leading growth in a volatile world
September 24, 2020 12:00 - 38 minutes - 35.1 MBHow do you drive revenue growth, regardless of the economy? Join Jamie Mellalieu, CRO of UserZoom, Lorrin White, CEO of Bamboo Technology, and host, Anna Britnor Guest. We’re discussing the tricky stuff from forming the right leadership structures and mindsets through to the people, process and pricing ingredients needed in the sales organisation to grow sales at scale. Listen in to our open and frank conversation for insights and examples to help you lead revenue growth.
Revenue Riser trailer
September 16, 2020 15:45 - 1 minute - 1.13 MBRevenue Riser is for sales leaders in tech B2B. Providing actionable insights from sales leaders and experts. Find out more and subscribe at revenueriser.com Review us on Podchaser 71bDacB6wWhg9XtBAibz