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In this episode, Kelly Grafton sits down once again with Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to unpack the questions SDRs ask most often. Using fresh data from MemoryBlue calls, Bitty reveals what the numbers really say about common scenarios and sales techniques. You’ll learn: - The average success rate of cold calls at MemoryBlue and how it compares to Fortune 500 benchmarks - Why longer calls with more back-and-forth exchanges boost the odds of booking meetings - Whether there’s a “golden hour” or best day to call prospects - How prospect seniority (low, medium, high status) shapes your approach and why high-level executives respond better to informal language - What the data says about common openers like “Did I catch you at a bad time?” - How often prospects ask for an email, and why pushing back respectfully creates better outcomes The missed opportunities SDRs have to use phrases like “Since you said…” or “What I’m hearing is…” and how to add them in naturally. Packed with statistics, patterns, and practical applications, this episode gives you the facts you need to refine your calls and close more meetings.

In this episode, Kelly Grafton welcomes back Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to explore the science of politeness in sales. Drawing from tens of thousands of calls, Bitty breaks down how simple choices in language can protect a prospect’s “face,” reduce friction, and create a more productive conversation. You’ll learn: - Why politeness matters in cold calls and how it prevents hang-ups and hostility - The two components of politeness: niceties (please, thank you, respectful phrases) and deference (softening statements to recognize autonomy) - When niceties are most effective during the call and when they can backfire - How hedges like “could,” “may,” or “maybe” make next steps feel collaborative instead of forced - The difference between politeness and formality, and how to use each intentionally Packed with real call examples and practical tips, this episode gives SDRs the tools to communicate with confidence while respecting their prospects.

In this episode, Kelly Grafton sits down with Dr. Bitty Balducci, Assistant Professor of Marketing and cold call researcher, to explore how the words you choose can make or break your outreach. You’ll learn: - Why conversational language helps SDRs book more meetings - How formality versus informality shapes connection with prospects - The role of pitch in sounding both human and professional - When casual cues work best and when to add structure - Practical examples from real calls and data-driven takeaways Backed by analysis of tens of thousands of calls, this episode will help every sales rep bring more confidence and authenticity to their outreach.

In this episode, we are joined by memoryBlue Alumni and former customer Albert Tejera, now serving as the Director of Sales, North America at CheckIt. Albert shares valuable insights into his career journey, the evolution of his sales approach, and the impact of niche technology in modernizing industries that have traditionally lagged in digital adoption. Albert provides a closer look at how CheckIt is transforming manual, outdated processes such as pen and paper restaurant operations into efficient, technology-driven solutions. He discusses what it is like to sell to diverse buyers across industries, why niche technology deserves more attention, and how his own professional path pivoted in response to the pandemic. This is a must-watch conversation for anyone interested in sales, career growth, and the power of digital transformation in overlooked markets.

Welcome to the inaugural episode of In The Know with Kelly Grafton! In this series, Kelly Grafton delves into the world of tech sales and leadership, sharing insights, strategies, and stories to help you navigate and succeed in the tech industry. Whether you're an aspiring sales professional or a seasoned leader, there's something here for everyone. Ready to take your tech sales career to the next level?  https://memoryblue.com/inside-sales-careers/?utm_medium=social&utm_source=linkedin&utm_campaign=250601_direct-In_The_Know

In Episode 2 of In The Know with Kelly Grafton, Kelly sits down once again with Bitty Balducci, Assistant Professor of Marketing at Washington State University, for a deep dive into how specific vocal cues can make or break a cold call. Together, they break down three key elements — volume, speech rate, and tone — and show how small adjustments can lead to more successful conversations and better conversion rates. Featuring real-world examples and research-backed advice, this episode is a must-listen for SDRs aiming to sharpen their cold calling skills and stand out in today’s competitive sales landscape. Ready to take your tech sales career to the next level?  https://memoryblue.com/inside-sales-careers/?utm_medium=social&utm_source=linkedin&utm_campaign=250601_direct-In_The_Know Helpful Links: Explore Bitty Balducci’s Research on Google Scholar: https://scholar.google.com/citations?user=f6Sxp2kAAAAJ&hl=en&oi=ao Listen to Bitty’s First Podcast with memoryBlue: https://www.buzzsprout.com/893557/episodes/16733313

In the inaugural episode of People Behind The Pitch, memoryBlue’s Aaron "Big Country" McCann sits down with Manoj Jasra, a seasoned sales and marketing executive and memoryBlue customer, to uncover the strategies driving success in today’s tech landscape. With years of experience helping businesses scale and optimize revenue, Manoj shares his expert insights on: -The evolving role of sales and marketing alignment -Leveraging data to drive smarter decision-making -Winning strategies for tech sales teams in a competitive market -Lessons from his own journey in leadership and growth Whether you're a sales professional, entrepreneur, or executive looking to sharpen your approach, this session will leave you with actionable takeaways to accelerate your business.

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.  

AI is quickly becoming an essential tool in any marketing professional’s kit, boosting productivity and revolutionizing the way campaigns are conceptualized, executed, and optimized. In this episode of B2B Revenue Acceleration, host Catarina Hoch, VP of Global Marketing at Operatix/memoryBlue, sits down with Austin Distel, the Senior Director of Marketing at Jasper, to delve into the impact of artificial intelligence (AI) in marketing.  This discussion sheds light on how AI can enhance marketing campaigns, including their effectiveness and efficiency. From optimizing customer engagement to automating mundane tasks, Austin outlines how AI empowers marketers to achieve remarkable results. Yet, as machines become more integrated into creative processes, the question arises: How can marketers maintain a personal touch? Austin addresses this concern, highlighting strategies to blend AI with the irreplaceable human element that connects brands with their audiences. This episode contains a number of expert insights for marketing professionals eager to harness AI's power while preserving the authentic connection that brands strive to establish with their audiences. Whether you're a seasoned marketer or just starting to explore the possibilities of AI, the information in this episode will help you pave the way forward.

Amidst the recent unveiling of Google and Yahoo's perplexing email policies, business and sales leaders find themselves with more questions than answers. In this episode of B2B Revenue Acceleration, host Aurelien Mottier, CEO at Operatix, sits down with Mansour Salame, CEO at FrontSpin, to decode the intricacies of these policies and explore their impact on B2B businesses. Mansour provides a comprehensive overview, guiding sales leaders in adapting to the evolving email landscape while sticking to the new rules. The differentiated impact on B2B and B2C businesses is explored, shedding light on the key considerations each business type must bear in mind. The evolving strategies and best practices for crafting email campaigns under heightened scrutiny are also discussed, offering practical insights for sales representatives and business leaders alike.  For sales representatives accustomed to relying on email campaigns, Aurelien and Mansour discuss seamless adaptation strategies in the face of this shift towards phone calls. They ponder if there potential shift towards phone calls as the primary method for targeting leads, and how it may change the sales landscape as a whole. This episode is a must-listen for professionals in the B2B sales and marketing space, offering a comprehensive understanding of the evolving email policies and their potential impact on strategies and approaches. Subscribe now on Apple Podcasts, Spotify, or your preferred platform and stay informed with B2B Revenue Acceleration!

Have you ever wondered why some sales pitches instantly grab your attention, while others fall flat? What's the secret behind crafting compelling, persuasive sales messages that not only captivate but also convert? In today’s episode of B2B Revenue Acceleration, we dive deep into the art and science of sales messaging with host Aurelien Mottier, Co-Founder and CEO at Operatix, and Ben Hunter, Senior Sales Training Specialist at memoryBlue. This episode takes a deep dive into the world of sales communication. With Ben Hunter's extensive experience in shaping sales strategies and training sales professionals, he shares a wealth of knowledge on creating compelling, effective messages. The main topics include: Essential Elements of Sales Messaging: Ben outlines what every sales message needs to succeed and discusses if there’s a universal framework applicable.Consistency Across Different Channels: Learn how to maintain a consistent voice and message no matter the medium.Importance of Personalization: Discover the impact of tailoring your sales messages and how to achieve this at scale.Cultural Considerations in Sales Messaging: Ben provides strategies for adapting sales approaches when entering new cultural markets.Common Mistakes in Sales Messaging: Hear about the typical pitfalls sales teams encounter and how to avoid them.Key Metrics and KPIs: Ben highlights the metrics sales professionals should monitor to measure and enhance their messaging success.Whether you're looking to refine your sales pitch or seeking ways to ensure your message resonates across various platforms, this discussion is packed with insights you won't want to miss. Tune into this insightful conversation to transform your approach to sales messaging.

It’s no secret that mental health can significantly impact every part of your life, including your career. When you're mentally well, it boosts your ability to think clearly, take risks, make decisions, and handle challenges at work. This resilience is crucial in today's fast-paced professional world. In this installment of the B2B Revenue Acceleration podcast, host Aurelien Mottier (CEO, Operatix) engages in a thought-provoking conversation with Jonathan Smith (Performance Psychologist and Managing Director at Adaptivemind) around the critical theme of nurturing mental health for optimal sales results. The direct correlation between mental well-being and success in both professional settings and daily life is explored, with Jonathan offering valuable techniques and strategies for professionals looking to enhance their mental resilience and overall performance. The conversation extends to the balance required to maintain a competitive edge while safeguarding mental health in high-pressure environments, such as a sales floor. Jonathan provides valuable perspectives on how leaders can encourage open conversations about mental health to create a supportive and thriving work environment. This includes the key warning signs of mental health challenges in the workplace and ways in which colleagues or managers can extend meaningful support to those in need. Don't miss this enlightening conversation on the intricate interplay between mental health and sales performance. Tune in to B2B Revenue Acceleration now!

Organic content should be treated as an essential part of any marketing strategy, particularly for start-ups trying to build their brand. It forms the foundation upon which authentic connections with the audience are built, setting the stage for long-term engagement and loyalty. Join host Catarina Hoch (VP of Global Marketing, Operatix & memoryBlue) and Jake Hurwitz (Founder, Thursday Labs) as they unravel the nuances of organic content and brand building for start-ups in this captivating episode of B2B Revenue Acceleration. Jake delves into why start-ups face unique challenges in establishing their brand identity through organic content, as well as shedding light on the importance of prioritizing brand building from the early stages and its profound impact on long-term success. The discussion continues as they explore common blind spots that start-ups often overlook when crafting their brand message. From navigating the digital age to cost-effective strategies for building brand recognition, Jake shares valuable insights to help start-ups thrive in today's busy market. Tune in to gain expert insight into navigating the art of organic content for start-up brand building with actionable tips to propel your business forward in the competitive landscape.

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.

How can SaaS companies scale globally while managing risks and maintaining sustainable growth? In this episode of B2B Revenue Acceleration, Aurelien Mottier sits down with Mike Malloy, CEO of Malloy Industries, to dive deep into the strategies that help SaaS companies scale effectively. Mike kicks off the discussion by sharing his journey and the mission behind Malloy Industries. He then sheds light on the key methods for penetrating new markets and reaching customers across different regions. These strategies are crucial for any SaaS company expanding its footprint internationally. But scaling isn't just about growth—it's about overcoming the challenges that come with it. Mike and Aurelien discuss common hurdles B2B SaaS companies face, from managing cash flow to aligning sales strategies with international markets. They also emphasize the importance of building and managing sales teams that can operate efficiently across multiple regions. Innovation is at the heart of successful scaling. Mike explores how SaaS companies can tailor their value propositions to resonate with diverse customers and industries. He also delves into the critical aspect of risk management and contingency planning, offering creative approaches to mitigate risks as companies scale globally. Whether you're a startup or an established player in the SaaS space, this episode is packed with actionable insights to help you navigate the complexities of scaling.