60 acast.com Think Human: B2B https://shows.acast.com/radiate-b2b-think-human en Radiate B2B b2b,sales,marketing,go to market,customer success,saas,business,h2h Riaz Kanani

Hosted on Acast. See acast.com/privacy for more information.

]]>

Hosted on Acast. See acast.com/privacy for more information.

]]> false Radiate B2B info+62d5441821055c0013a306a2@mg-eu.acast.com 62d5441821055c0013a306a2 radiate-b2b-think-human episodic https://assets.pippa.io/shows/62d5441821055c0013a306a2/1658146542163-463a078e865ba8421b6f92af3e77391f.jpeg https://shows.acast.com/radiate-b2b-think-human Think Human: B2B Pipeline Success Pipeline Success Thu, 01 Jun 2023 15:00:10 GMT 1:00:01 64ad7423d104220011deca1d false https://shows.acast.com/radiate-b2b-think-human/episodes/pipeline-success 64ad7423d104220011deca1d 62d5441821055c0013a306a2 pipeline-success full 1 9 Sales and Marketing is challenging right now. The economic uncertainty has led to deals stagnating and requiring more conversations just to maintain the status quo.


This can lead to bad habits which create problems right through the pipeline, including within marketing.


Less than 20% of companies have implemented the approaches we are going to discuss, but those that do, report an average of more than 200% annual revenue growth.


Riaz Kanani, CEO/Founder of Radiate B2B sat down with Mark Osborne, MBA, author of new book "Are your leads killing your business?" and Founder of Modern Revenue Strategies.


We will cover off:


1. The changing environment that is forcing you to adapt and change.

2. Attracting the right clients

3. Accelerating Deals through the Pipeline

4. Activating clients for renewals, upsells, and referrals

Hosted on Acast. See acast.com/privacy for more information.

]]> Sales and Marketing is challenging right now. The economic uncertainty has led to deals stagnating and requiring more conversations just to maintain the status quo.


This can lead to bad habits which create problems right through the pipeline, including within marketing.


Less than 20% of companies have implemented the approaches we are going to discuss, but those that do, report an average of more than 200% annual revenue growth.


Riaz Kanani, CEO/Founder of Radiate B2B sat down with Mark Osborne, MBA, author of new book "Are your leads killing your business?" and Founder of Modern Revenue Strategies.


We will cover off:


1. The changing environment that is forcing you to adapt and change.

2. Attracting the right clients

3. Accelerating Deals through the Pipeline

4. Activating clients for renewals, upsells, and referrals

Hosted on Acast. See acast.com/privacy for more information.

]]> Lost in Sales Data Lost in Sales Data Wed, 08 Feb 2023 12:30:47 GMT 43:27 64ad68105d1e2b0011216716 false https://shows.acast.com/radiate-b2b-think-human/episodes/lost-in-sales-data 64ad68105d1e2b0011216716 62d5441821055c0013a306a2 lost-in-sales-data full 1 8 This ThinkHuman session titled "Lost in sales data - the good and the bad of sales data" is joined by two brilliant speakers.


Only a third of a salesperson's time is spent selling so the increasing demands on salespeople to make their communication relevant requires even more research time.


So where better to focus our attention than on the use of data in sales.


What is the best approach to using data in sales today?


The session, chaired by Riaz Kanani, CEO/Founder of Radiate B2B will be joined by Patrick Thorp, CRO of Ebsta and Jake McCone, Data Manager at Punch!


We will cover off:


1. Data and Sales today - the landscape and need

2. Account based vs lead based approaches and using data to succeed

3. Should data personalise, or should it be relevant?

4. Is it time for a dedicated data person inside sales?

Hosted on Acast. See acast.com/privacy for more information.

]]> This ThinkHuman session titled "Lost in sales data - the good and the bad of sales data" is joined by two brilliant speakers.


Only a third of a salesperson's time is spent selling so the increasing demands on salespeople to make their communication relevant requires even more research time.


So where better to focus our attention than on the use of data in sales.


What is the best approach to using data in sales today?


The session, chaired by Riaz Kanani, CEO/Founder of Radiate B2B will be joined by Patrick Thorp, CRO of Ebsta and Jake McCone, Data Manager at Punch!


We will cover off:


1. Data and Sales today - the landscape and need

2. Account based vs lead based approaches and using data to succeed

3. Should data personalise, or should it be relevant?

4. Is it time for a dedicated data person inside sales?

Hosted on Acast. See acast.com/privacy for more information.

]]> What is the dark funnel? What is the dark funnel? Mon, 09 Jan 2023 10:15:18 GMT 22:22 63bbe9345aeb9100118c2d71 false https://shows.acast.com/radiate-b2b-think-human/episodes/what-is-the-dark-funnel 63bbe9345aeb9100118c2d71 62d5441821055c0013a306a2 what-is-the-dark-funnel full 1 7 Guest episode with Jerrel Arkes from the Inbound4cast.


In this episode Riaz Kanani talks with Jerrel Arkes about the dark funnel.


- What is the dark funnel?

- What is dark social?

- What can and can't you measure?

- What does this mean for B2B attribution?

- What is intent data and how can you use it?


#demandgeneration #darkfunnel #darksocial #intentdata #b2b #b2bmarketing


Watch more episodes of the Inbound4cast here: https://inbound4cast.com

Hosted on Acast. See acast.com/privacy for more information.

]]> Guest episode with Jerrel Arkes from the Inbound4cast.


In this episode Riaz Kanani talks with Jerrel Arkes about the dark funnel.


- What is the dark funnel?

- What is dark social?

- What can and can't you measure?

- What does this mean for B2B attribution?

- What is intent data and how can you use it?


#demandgeneration #darkfunnel #darksocial #intentdata #b2b #b2bmarketing


Watch more episodes of the Inbound4cast here: https://inbound4cast.com

Hosted on Acast. See acast.com/privacy for more information.

]]> Intent Data and Social Selling: a look behind the scenes at accelerating meeting generation. Intent Data and Social Selling: a look behind the scenes at accelerating meeting generation. Mon, 12 Dec 2022 09:52:21 GMT 33:25 63bbe3d3071f8e00108cf169 false https://shows.acast.com/radiate-b2b-think-human/episodes/intent-data-and-social-selling 63bbe3d3071f8e00108cf169 62d5441821055c0013a306a2 intent-data-and-social-selling full 1 6 Our next LinkedIn Live focuses on using Intent Data with sales teams. This is the session that Alex Abbott unfortunately missed last month due to illness.


With sellers spending less time with buyers than ever before (just 17% across all buyers - Gartner), and 67% of those buyers only engaging after they have already made a purchase decision.


Getting in front of buyers earlier is critical.


Chaired by Riaz Kanani, CEO/Founder at Radiate B2B, he will be joined by Alex Abbott (F.ISP), Founder at Supero.


This session looks at:

  1. The new buyer landscape and the rise of the dark funnel
  2. What is intent data and how does it work
  3. Social Selling Best Practices
  4. Combining social selling with intent data to drive meeting generation
  5. Aligning messaging with intent data

Hosted on Acast. See acast.com/privacy for more information.

]]> Our next LinkedIn Live focuses on using Intent Data with sales teams. This is the session that Alex Abbott unfortunately missed last month due to illness.


With sellers spending less time with buyers than ever before (just 17% across all buyers - Gartner), and 67% of those buyers only engaging after they have already made a purchase decision.


Getting in front of buyers earlier is critical.


Chaired by Riaz Kanani, CEO/Founder at Radiate B2B, he will be joined by Alex Abbott (F.ISP), Founder at Supero.


This session looks at:

  1. The new buyer landscape and the rise of the dark funnel
  2. What is intent data and how does it work
  3. Social Selling Best Practices
  4. Combining social selling with intent data to drive meeting generation
  5. Aligning messaging with intent data

Hosted on Acast. See acast.com/privacy for more information.

]]> Creating an Unfair Advantage with Intent Data Creating an Unfair Advantage with Intent Data Thu, 27 Oct 2022 11:30:47 GMT 23:10 6364e3c972228e00111a8f80 false https://shows.acast.com/radiate-b2b-think-human/episodes/creating-an-unfair-advantage-with-intent-data 6364e3c972228e00111a8f80 62d5441821055c0013a306a2 creating-an-unfair-advantage-with-intent-data full 1 5 Which opportunities are hiding in plain sight in your CRM platform?


Our next LinkedIn Live is on Intent Data and looks at how you can uncover buyer interest earlier - whether that is inside your CRM or outside your bubble and in the wider market.


With sellers spending less time with buyers than ever before (just 17% across all buyers - Gartner), and 67% of those buyers only engaging after they have already made a purchase decision.


Getting in front of buyers earlier is critical.


Chaired by Riaz Kanani, CEO/Founder at Radiate B2B, he will be joined by Karla Rivershaw, Head of Global Campaigns and EMEA Marketing at Infogrid.


This session looks at:

1. The new buyer landscape and the rise of the dark funnel

2. What is intent data and how does it work

3. Combining advertising with intent data

4. Aligning messaging with intent data

5. Combining intent data with sales to drive pipeline


#b2bmarketing #intentdata #marketing #sdr #sales #b2b #saas

Hosted on Acast. See acast.com/privacy for more information.

]]> Which opportunities are hiding in plain sight in your CRM platform?


Our next LinkedIn Live is on Intent Data and looks at how you can uncover buyer interest earlier - whether that is inside your CRM or outside your bubble and in the wider market.


With sellers spending less time with buyers than ever before (just 17% across all buyers - Gartner), and 67% of those buyers only engaging after they have already made a purchase decision.


Getting in front of buyers earlier is critical.


Chaired by Riaz Kanani, CEO/Founder at Radiate B2B, he will be joined by Karla Rivershaw, Head of Global Campaigns and EMEA Marketing at Infogrid.


This session looks at:

1. The new buyer landscape and the rise of the dark funnel

2. What is intent data and how does it work

3. Combining advertising with intent data

4. Aligning messaging with intent data

5. Combining intent data with sales to drive pipeline


#b2bmarketing #intentdata #marketing #sdr #sales #b2b #saas

Hosted on Acast. See acast.com/privacy for more information.

]]> Creating Next Generation SDR Teams Creating Next Generation SDR Teams Tue, 06 Sep 2022 11:30:37 GMT 58:01 6364f06591c0c500131e4789 false https://shows.acast.com/radiate-b2b-think-human/episodes/creating-next-generation-sdr-teams 6364f06591c0c500131e4789 62d5441821055c0013a306a2 creating-next-generation-sdr-teams full 1 4 The typical SDR stays in their role just 15.5 months. Ramp time is usually 3 months leaving just a year at full productivity (Gartner).


What should you be doing to build a successful sales development team?


Chaired by Riaz Kanani, Founder/CEO at Radiate B2B, he will be joined by Jamie Bonici, Global SDR Manager at Winningtemp and Becky Davies, Senior Sales Development Manager at Punch! Sales.


We will be covering:


- Getting recruitment right.

- How to use data to maximise productivity

- What tools should you be using today?

- How are you getting SDRs up to speed with messaging?


#sdr #sales #b2b #b2bmarketing #saas

Hosted on Acast. See acast.com/privacy for more information.

]]> The typical SDR stays in their role just 15.5 months. Ramp time is usually 3 months leaving just a year at full productivity (Gartner).


What should you be doing to build a successful sales development team?


Chaired by Riaz Kanani, Founder/CEO at Radiate B2B, he will be joined by Jamie Bonici, Global SDR Manager at Winningtemp and Becky Davies, Senior Sales Development Manager at Punch! Sales.


We will be covering:


- Getting recruitment right.

- How to use data to maximise productivity

- What tools should you be using today?

- How are you getting SDRs up to speed with messaging?


#sdr #sales #b2b #b2bmarketing #saas

Hosted on Acast. See acast.com/privacy for more information.

]]> Optimising sales development teams in uncertain times Optimising sales development teams in uncertain times Mon, 18 Jul 2022 13:58:58 GMT 59:57 62d567229c7af30012e08ffa false https://shows.acast.com/radiate-b2b-think-human/episodes/optimising-sales-development-teams-in-uncertain-times 62d567229c7af30012e08ffa 62d5441821055c0013a306a2 optimising-sales-development-teams-in-uncertain-times full 1 3 Companies with a dedicated sales development team create 8x more conversations. And when optimised, companies converted these leads/accounts at 40%


But in uncertain times, but how do you ensure those teams are continuing to working optimally?


Hosted by Riaz Kanani, Founder/CEO at Radiate B2B, the other panelists are:


  • Lily Bridgwood, Head of Business Development at Paddle
  • Tom Castley, Interim CRO at Hook and former VP EMEA at Outreach


We will be focusing on:


- The changing environment and its impact

- The importance of a qualified account/lead definition

- Organising your sales development team

- How do you measure and reward success?

- What to think about in uncertain times?

Hosted on Acast. See acast.com/privacy for more information.

]]> Companies with a dedicated sales development team create 8x more conversations. And when optimised, companies converted these leads/accounts at 40%


But in uncertain times, but how do you ensure those teams are continuing to working optimally?


Hosted by Riaz Kanani, Founder/CEO at Radiate B2B, the other panelists are:


  • Lily Bridgwood, Head of Business Development at Paddle
  • Tom Castley, Interim CRO at Hook and former VP EMEA at Outreach


We will be focusing on:


- The changing environment and its impact

- The importance of a qualified account/lead definition

- Organising your sales development team

- How do you measure and reward success?

- What to think about in uncertain times?

Hosted on Acast. See acast.com/privacy for more information.

]]> The evolution of the outbound animal The evolution of the outbound animal Thu, 30 Jun 2022 13:35:44 GMT 1:00:57 62d561b8c5899000121329ed false https://shows.acast.com/radiate-b2b-think-human/episodes/the-evolution-of-the-outbound-animal 62d561b8c5899000121329ed 62d5441821055c0013a306a2 the-evolution-of-the-outbound-animal full 1 2 When the world changes, you need to evolve. In B2B sales today, evolution is now a necessity.


With only 17% of buyers' time spent across all suppliers and almost half the time spent independently researching (Gartner), sales teams need to change.


Worse, increasingly the new generation of buyers prefer a rep-free buying experience. Today 54% of millennials prefer it vs 29% of Baby Boomers. It is only the complexity of the purchase that is keeping those communications alive (Gartner).


The place where sales interactions occur is changing as well. Gartner has predicted that by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels.


How then to evolve?


Hosted by Riaz Kanani, Founder/CEO at Radiate B2B, he will be joined by:


  • Adam Gray, Co-founder DLA Ignite
  • Alex Abbott, Founder at Supero
  • Nadja Komnenic, Head of Business Development at Lemlist


This session will cover:

1. The changing buyer. What has changed and what does it mean?

2. Balancing automation vs manual

3. The rise of the dark funnel

4. Online vs offline - what has changed?

5. Personal branding and sales

Hosted on Acast. See acast.com/privacy for more information.

]]> When the world changes, you need to evolve. In B2B sales today, evolution is now a necessity.


With only 17% of buyers' time spent across all suppliers and almost half the time spent independently researching (Gartner), sales teams need to change.


Worse, increasingly the new generation of buyers prefer a rep-free buying experience. Today 54% of millennials prefer it vs 29% of Baby Boomers. It is only the complexity of the purchase that is keeping those communications alive (Gartner).


The place where sales interactions occur is changing as well. Gartner has predicted that by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels.


How then to evolve?


Hosted by Riaz Kanani, Founder/CEO at Radiate B2B, he will be joined by:


  • Adam Gray, Co-founder DLA Ignite
  • Alex Abbott, Founder at Supero
  • Nadja Komnenic, Head of Business Development at Lemlist


This session will cover:

1. The changing buyer. What has changed and what does it mean?

2. Balancing automation vs manual

3. The rise of the dark funnel

4. Online vs offline - what has changed?

5. Personal branding and sales

Hosted on Acast. See acast.com/privacy for more information.

]]> The End of Sales and Marketing Alignment The End of Sales and Marketing Alignment Tue, 31 May 2022 11:57:05 GMT 1:02:15 62d54a9159902c0011c2a515 false https://shows.acast.com/radiate-b2b-think-human/episodes/the-end-of-sales-and-marketing-alignment 62d54a9159902c0011c2a515 62d5441821055c0013a306a2 the-end-of-sales-and-marketing-alignment full 1 1 The sales environment looks very different today to even three or four years ago. Research from Gartner showed that “Enterprise buyers are 57% of the way through the buying cycle before contacting a vendor” and even then only 19% of their time gets spent with all vendors combined.


The need for sales and marketing alignment has been a hot topic as a result - requiring joined up buying experiences that deliver in advance of first contact and right through to renewal. Failure to do so results in greater pipeline churn and longer sales cycles.


This combined with more stakeholders to nurture across more channels means change is a must.


Hosted by Riaz Kanani, CEO at Radiate B2B. Riaz will be joined by Andy Champion, GM EMEA at Highspot and Andrew Davies, CMO at Paddle.


This session will look at:

- How close a collaboration is needed?

- The case for bringing marketing inside sales?

- Or building sales development inside marketing?

- How the best go to market teams are adapting?

- How to nurture these teams over time to retain your best talent?

Hosted on Acast. See acast.com/privacy for more information.

]]> The sales environment looks very different today to even three or four years ago. Research from Gartner showed that “Enterprise buyers are 57% of the way through the buying cycle before contacting a vendor” and even then only 19% of their time gets spent with all vendors combined.


The need for sales and marketing alignment has been a hot topic as a result - requiring joined up buying experiences that deliver in advance of first contact and right through to renewal. Failure to do so results in greater pipeline churn and longer sales cycles.


This combined with more stakeholders to nurture across more channels means change is a must.


Hosted by Riaz Kanani, CEO at Radiate B2B. Riaz will be joined by Andy Champion, GM EMEA at Highspot and Andrew Davies, CMO at Paddle.


This session will look at:

- How close a collaboration is needed?

- The case for bringing marketing inside sales?

- Or building sales development inside marketing?

- How the best go to market teams are adapting?

- How to nurture these teams over time to retain your best talent?

Hosted on Acast. See acast.com/privacy for more information.

]]>