Revenue Optimization Radio by Altify

Thinking about running an online event and don’t know where to start? This episode of Revenue Optimization Radio has you covered. We spoke to Richard King from the Product Marketing Alliance about their seven-day online event, the tech stack needed to make it happen, and festival hangovers. About Sean's guest: Richard founded Product Marketing Alliance to disrupt existing product marketing research, education, and events organisations by pioneering a new community-driven content and learning proposition for PMMs and their teams.  The community consists of over 20,000 product marketing professionals from the world’s leading companies including Amazon, Google, Facebook, Apple, Drift, HubSpot, Salesforce, Box, Dropbox, Atlassian to name a few. As CEO, he leads the company’s vision of elevating the product marketing profession into a consistent driver of profitable and sustainable growth. The business is the first of its kind within the product marketing discipline, re-inventing the way practitioners learn - from each other.

Alliterative titles, podcast hosting envy, and redefining categories were just some of the things covered with our guest Patrick Morrissey, SVP of the Enterprise Sales & Marketing Cloud at Upland Software. He documents the journey of creating a category in 2019 and how that has evolved into something bigger since Upland Software acquired Altify. Enterprises find it extremely difficult to adapt and develop new categories, and we delve into how Patrick plans to avoid that trap. Patrick is the former host of Revenue Optimization Radio and an incredible speaker on all things Revenue, so you do not want to miss this episode. About Sean's guest: Patrick Morrissey: SVP and General Manager at Upland Software Patrick Morrissey oversees Upland’s Enterprise Sales & Marketing Cloud. He is responsible for the go-to-market for products that synchronize revenue teams from initial lead to customer advocacy. Previously he was the Chief Marketing Officer at Altify. Prior to joining Altify, he was CRO of Simpplr, where he managed the sales, marketing, and customer success organizations, delivering 100% annual growth. Patrick has also held multiple executive positions at Salesforce, running both industry marketing and building out the vertical industry ISV channel and alliance team. Earlier in his career, Patrick held executive roles at DataSift, Savvion, and Business Objects. He resides in Orinda, California with his wife and two children.     Revenue Optimization Radio is hosted by Sean Broderick of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

In this special edition of Revenue Optimization Radio, Patrick Morrissey highlights two previous interviews. In this first half, we catch up with Patrick rushing through the airport talking with Ryan Begin from Salesforce - also on the go. We love the portability of podcasts. There's a bit of signal fluctuation between airports, but you'll want to listen carefully to Ryan as he tells us the 8 steps required to hire, build and scale an OEM sales model to deliver revenue. In the second half, Patrick and Jay Shephard discuss Building a Level 3 Strategic Seller – and a strategic sales force. Most tenured salespeople think of themselves as strategic sellers, but do they really have the skills? The real judge and jury is the customer. Are you perceived as a professional seller vs. those you compete with? The harsh reality is that you are compared, whether you like it or not? This segment explores the different levels of sales expertise and what good looks like.  The full original interviews are here: Building and Scaling an OEM Sales Organization Building a Level 3 Strategic Seller – and Strategic Sales Force     Revenue Optimization Radio is hosted by Patrick Morrissey of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

"Two roads diverged in a yellow wood, And sorry I could not travel both.” The choice that faces companies today is a similar one faced by Robert Frost in ‘The Road Not Taken.’ Do they take the road most traveled and chase new customers, or should they take the less-traveled route and expand in existing accounts? 80% of companies surveyed by my guest Tim Reisterer from Corporate Visions, spend 70% of their sales & marketing budget on demand gen, content & sales enablement. That leaves only 30% for retention and expansion activities. In a remote-only world, new customer acquisition is challenging, so organizations need to focus on how they can expand in existing accounts. Tim outlines the five-step ‘why evolve’ model from his book ‘The Expansion Sale’ and the role of Customer Success as ‘Value Communicators.’ He is also giving away a free copy of ‘The Expansion Sale’ to one of our listeners. Listen in to find out how to win.   About Sean's guest: Tim Riesterer, Chief Strategy and Research Officer at Corporate Visions, is dedicated to improving the messages marketing creates for the field and the conversations salespeople have with prospects and customers. A visionary thought leader, keynote speaker, and practitioner with more than 20 years of experience in marketing and sales management, Riesterer is co-author of three books, including Customer Message Management, Conversations That Win the Complex Sale, and The Three Value Conversations.     Revenue Optimization Radio is hosted by Sean Broderick of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

  Today is a special episode focusing on sales enablement with three experts starting with our host, Patrick Morrissey. In the first half, Patrick interviews Aragon Research CEO Jim Lundy about the increasingly important topic of sales enablement.  Lundy tells us about the weaknesses and falsehoods that are unknowingly crippling a large number of B2B firms. One thought that you’ll hear again and again is, “And they don’t even know it.”  This program is filled with ways to fix what you don’t know is dragging down company revenue. Original episode is here > In the second half, Doug Landis shares his experience as a veteran of Box, Google, Salesforce, and Oracle and he talks about the misconception around sales enablement, how you get the whole company involved in selling, and why empathy is one of the most powerful tools in the arsenal to build relationships and drive results. Original episode is here > About Jim Lundy: Founder, CEO, and Lead Analyst30 years of industry experienceSilicon Valley, CA Jim Lundy is the founder and CEO of Aragon Research. Jim also serves as the lead analyst for collaboration, mobile, social, content management, and learning. He is also the practice lead for sales and marketing. Jim has over 30 years of technology and management experience as a vendor, user, and analyst. Jim spent 12 years at Gartner, where he formed and led the collaboration and social software research team and also served as a lead analyst for enterprise content management (ECM) and corporate learning. Jim has extensive experience in product strategy, development, and go-to-market plans. About Doug Landis: Over the last 13 years, Emcap has invested in some of the biggest and brightest SaaS companies on the planet. During this time the team has gathered remarkable insights into the critical steps necessary to build a multi-billion dollar business. Doug Landis is there to help capture, elevate and share this wisdom with the Emcap portfolio companies and the greater SaaS community at large. As a Growth Partner, his charter is to create a platform to create and share go to market insights and strategies that will help their portfolio companies scale, grow, and ultimately become the next billion-dollar SaaS company.     Revenue Optimization Radio is hosted by Patrick Morrissey of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

What do you get when you combine Elvis, Rocket Science, and Latin phraseology? A fascinating insight into how to manage your energy in an unprecedented crisis, that’s what. Everyone wants a seat on a rocket ship but you cannot make smart decisions when you are exhausted. My guest on the show is Sophie Devonshire is the CEO of The Caffeine Partnership and the author of the best seller ‘Superfast: Lead at Speed’. She outlines the importance of the 3 E’s: Energy, Empathy and Editing in managing your pace, how to generate cosmic velocity without hitting Max Q, and the meaning of citius et melius. About Sean's guest: Sophie Devonshire CEO, The Caffeine Partnership Sophie is an experienced business leader, entrepreneur & brand specialist. Her career includes brand management at Procter & Gamble and Coca-Cola GB, Brand Strategy for Interbrand, and Group Account Director for Leo Burnett in the Middle East. She founded, managed and sold an e-commerce business and was CEO of a luxury gifts brand where she doubled turnover; all practical experience which helps ensure a grounded business understanding with her strategic brand consultancy.  As an experienced brand specialist and entrepreneur, Sophie writes and speaks on the role brands play in successful business. She’s also a passionate advocate of flexible working as the future of effective companies (having won awards for her own business ‘sexi-flexi’ approach), and regularly discusses innovative approaches to balance business and family life.  Sophie is the author of Superfast: Lead at Speed published by John Murray Press, the #1 bestseller in Change Management books on Amazon.

1990’s WWF, triple threats, podcast inside baseball and Content-Based Networking. When you have the host of a hit B2B podcast on the show you know you are going to cover some varied ground. My guest on the show this week is Logan Lyles, Director of Partnerships at Sweetfish Media and the co-host of both the B2B Sales Show and B2B Growth podcasts. We talked about how Content-Based Networking is the triple threat where the host, the contributor and the listener all win. He outlines why podcasts should be the foundation of an organisation's content strategy spawning blogs, webinars, press articles, videos and more. About Sean's guest: Logan Lyles is the Director of Partnerships at Sweet Fish Media, a podcast agency for B2B brands. Drawing on his background as a trained journalist and more than 10 years in the B2B sales & marketing space, Logan co-hosts this top-ranked podcast according to Forbes.     Revenue Optimization Radio is hosted by Sean Broderick of Upland Altify which is a program on the Funnel Radio Channel. Upland Altify is the sponsor of Revenue Optimization Radio.

Sellers when they first approach new customers will generally sell a utopian vision of what a product can do. There will be no mention of bumps in the road, but the road to transforming an organisation through software is seldom smooth. Our guest on the show Moe Goodman, Senior Director of Sales Enablement at Centurylink, expects vendors who knock on his door, to give the honest truth of what the end to end journey will look like. He also outlines why that is a competitive differentiator and how his sellers are using radical candour in their selling motion. In the second half of the show, he redefines the carrot and stick approach to sales enablement. A show you cannot afford to miss.   Moe Goodman Bio: With over 20 years of telecom experience, Moe has an extremely rare level of diversity in his roles across his career. Moe has been an operations technician, sales engineer, SE manager, and director, and did a stint in marketing and segment strategy before becoming Sr. Director of Sales Enablement at CenturyLink. Moe’s primary role now is driving the productivity of enterprise sales teams via tools, technology, skills, methodology, and communication. Enhancing the selling motion. When Moe is not driving enterprise revenue growth for CenturyLink he spends his time with his wife Dee and his 5 children. You can also find Moe on the basketball court with a striped shirt on as he referees high school basketball in the Dallas, TX area or helping out with his church body as he is a leader in his church community.     Revenue Optimization Radio is hosted by Sean Broderick of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

One of the key barriers to consistent business growth, is an organisation's ability to successfully scale an enterprise sales team. In this chat with Richard Scheig, Global Head of Sales, Revenue Optimization BU at Upland Software we break down the keys to doing just that. Listen in to find out the 5 step process he uses to successfully onboard and empower his enterprise sellers. We also discuss why having a great product offering is key to Account Executive retention and how Upland Software is responding to the challenges of Covid-19. About Sean's guest: Richard serves as Global Head of Sales in the Revenue Optimization BU at Upland Software. He draws from over two decades of MarTech Enterprise and SaaS experience to lead the business unit sales organisation. Richard ’s laser focus on the customer experience and passion for relationship-building contributed to the success of MarketSoft, Unica, IBM, BombBomb, and more. When he’s not closing deals Richard is rafting, fishing, or skiing with his wife and two boys.       Revenue Optimization Radio is hosted by Sean Broderick of Upland Software which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

Organisations who grow to 53,000 employees and tens of billions of market capitalization rarely get there without significant mergers and acquisitions. FIS Global who acquired payments powerhouse Worldpay in 2019 is a great example of this. While expanding the product set is a boon for sellers, getting them up to speed on new offerings is a major challenge for sales leaders. In this chat with Garrett Clifford the General Manager of Worldpay Ireland, we discuss how a consistent sales methodology helps to sustain forward momentum in organisations. Listen in to hear how FIS Global has grown revenue by 21% and why the current global pandemic is likely to speed up the death of cash. About Sean's Guest: Over 20 years in payments, Garrett has worked across Europe and Scandinavia in various roles including sales, project management and managing teams of varying sizes. Garrett has been working for Worldpay since 2011 and has spent most of his time with Worldpay traveling extensively across the globe, Garrett has recently returned to his native Ireland and has taken up a new role as GM for Worldpay Ireland. Married to Michelle with 3 sons, Garrett resides in Nenagh Co. Tipperary, a mecca for all things payments as he often states when asked to describe Nenagh.

Having a team that is as diverse as your customer base pays off in the short and long term. Salespeople who share the same ethnicity with their prospective clients are 150% more likely to close a sale! In this chat with Furkan Karayel the CEO of www.diversein.com we hear about organisations who are leading the way in terms of diversity & inclusion. She also provides listeners with 4 ways for their organisations to kickstart their diversity and inclusion efforts. ___________________________________________     Revenue Optimization Radio is hosted by Sean Broderick of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

  The intersection of Business Development & Sales has always been a thorny issue for organizations. Making sure that the business development team is in lockstep with their sales counterparts is far from a given. In this chat, we talk about best practices in leading a BDR team and why they are crucial to driving long term business growth. About Sean's Guest: Kelley Orcutt is the Senior Manager of Business Development for Zuora's EMEA business, where she leads a team of top-performing individuals and two managers out of the London and Paris offices. Kelley joined Zuora in 2015, originally working in the Boston office as a Business Development Representative before relocating to London to lead the EMEA BDR team. She is passionate about building diverse, high performing teams, leading leaders, coaching individuals to reach their potential, and building strong cross-functional relationships across Marketing, Alliances, BDRs, and Sales to achieve exceptional results.  ___________________________________________     Revenue Optimization Radio is hosted by Sean Broderick of Upland Altify which is a program on the Funnel Radio Channel. Upland Altify is the sponsor of Revenue Optimization Radio.

  This episode of Revenue Optimization Radio sees Sean Broderick continue hosting duties. Sean is the Marketing Lead for Upland Software in the Revenue Optimization Business Unit. To celebrate International Women’s Day, Sean welcomes the top-performing salesperson in Upland Altify, Wendy Higley. Upland Altify research shows that win rates increase by 10% and sales cycle times are reduced by 7% when the salesperson is female. Wendy Higley is living proof of why those statistics ring true. She talks about the key 3 reasons why women make better salespeople, how to attract more women into the sales professions and her advice to aspiring female sales leaders. About Sean's guest: Wendy Higley is a Global Account Director at Upland Altify where she is passionate about helping global enterprise companies transform and optimize revenue. Wendy has 15 years of sales experience of which 10 has been in enterprise software. Wendy joined Altify (recently acquired by Upland Software) in 2017.  For the past 2 years, Wendy has achieved over 250% and 179% quota attainment and has been the company’s top performer. Wendy credits her success to being part of an amazing revenue team and leaning into the same software and methodology that she sells to her customers.    ___________________________________________     Revenue Optimization Radio is hosted by Sean Broderick of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

To effect a change means you need to change thinking and mindset, and that changes behaviors and outcomes. Think about the face you are presenting to your candidate. Look at the leadership team, the C-suite, do you see diversity, people of color in leadership roles.  She answers the question, "What should organizations do to enable the organizations, the behavior, the mindset shift that really bakes into the culture and that creates a place that a high-performing woman would want to come to work, and stay for a long time? As a company, these are the things you can do: 1. Be intentional about recruiting and interviewing. Diverse candidates AND interviewers. It's natural for us to look for people that look like us. 2. Provide opportunities to do more - more executive exposure, more projects. As a leader push your female employees and leaders to get out of their comfort box. 3. Have a career path, preferably several. Show them how to navigate through these paths. Melissa Church is currently Executive Director, NC and GA Dual Special Needs Plan, Community Plan of North Carolina for UnitedHealth Group. She is responsible for driving operational excellence for our dual-eligible Medicare/Medicaid population. Responsible for the financial, operational, quality and sales success of our DSNP plan. Previously she was Vice President of Growth Operations for UnitedHealth Group and Vice President, Sales Operations for Optum. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

This episode of Revenue Optimization Radio features a new host who will be sharing duties with Patrick Morrissey. Sean Broderick is the Marketing Lead for Upland Software in the Revenue Optimization Business Unit. Sean welcomes co-authors, Toby Murdock and Zoë Randolph. This is a collaborative book about content operations. The evangelist and the writer's strengths really come through in this book. There are so many books out there that make your eyes bleed because they are so boring. This is definitely not one of those books. It allows you to let your guard down and connect with the characters in the fable about Securita. You'll hear about the wall of shame and why you need one. About the book: This is a story of overcoming the odds in an age of content chaos. In part one, find out what happens when one fictional-yet-determined marketing team decides it’s time for all the voices at their company to sing in harmony, in one cohesive voice. Follow Nancy, Rebecca, Nigel, and their colleagues as they navigate the challenges of disconnected customer touchpoints, the nightmare of sales-created collateral (shudder), the demands of consistent revenue growth, and the internal change management that will dictate their success—or failure. In part two, you’ll find a practical field guide for your journey to impactful content operations. Capitalize on the biggest opportunity facing modern marketing teams: To unite revenue teams to speak in one voice across every customer journey and accelerate revenue through content. It’s not easy, but it’s possible. This book will show you the way. About Sean's guests: Toby Murdock, General Manager, Upland SoftwareToby co-founded Kapost in 2009 and served as CEO through its 2019 acquisition byUpland Software. When he’s not sharing his vision for the future of marketing. Toby isbiking, hiking, or skiing in Boulder, CO with his wife and three daughters.__Zoë Randolph, Content Architect, Upland KapostZoë brings her love of writing and business strategy to her work leading strategicmessaging and content creation. When she’s off the clock, Zoë can be found immersedin a book, talking politics, or agonizing over the mediocrity of Cal Bears athletics.

Nicole France joins Patrick Morrissey. She's the VP of Constellation Research. Everyone wants to claim they are a customer-centric, customer-focused, customer-360 company. But we know as consumer and business people that isn't actually the case. Nicole has recently published some research about the insight-driven experience. In order to understand insight-driven design, you need to know the definition. It's the sum of everything you know about your customers, including a clear understanding enabling you to anticipate their needs as it relates to your business relationship with them. You'll want to listen to this episode to gain an edge on your competition, and better serve your customers and prospects.   ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

In this episode of Revenue Optimization Radio Patrick Morrissey is happy to share the eight steps to a great kick-off. Listen to this episode to get the details and take notes. Here are the eight steps simplified: Kick-off is not just sales – it’s the whole revenue team Edutainment – Inspire, educate, entertain It’s about the customer stupid – Feature your customer and have them on stage Turn deal reviews into customer journey discussions Make it interactive – not just talking at people Kick-off should be part of the training plan and skills building – and it should be in the app Make sure RKO objectives and training are part of monthly updates and QBRs with measurement/tracking Ask for feedback – and action it! ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

  Patrick Morrissey and Paul Roberts have a deep discussion on how customer revenue optimization changes the game for sales in 2020. Some of this episode's highlights include: It’s not just about sales > It’s the entire revenue team The rise of methodology Improved analytics in sales and account planning It’s the relationship stupid Focus on building trust & outcomes ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Upland Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

Many organizations have rounded the corner, reset territories and are wondering how they can execute more effectively in 2020. How do you make deal reviews part of your cadence? What are the best in class companies doing? What are the approaches you can take strategically to uplevel your entire organization? How do you orchestrate a deal review that will help the entire team execute more effectively? Sometimes we miss the foundational elements that bring the team together. We are talking about account and opportunity reviews. There are five component parts in terms of framing the conversation and to really think about upleveling the game for the entire team. Tune in to get your list and action plan.   ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

There's a great scene in Bill Murray's Lost in Translation. Scarlett Johanssen asks him, "Why don't you just get out of here?" "Well first, I have to finish my drink, then I have to pay my bill, then I have to get off this barstool...." How do you bring the data together to meet aggressive revenue targets? There's a lot of focus on sales, there's a lot of focus on how do we make the number. Everyone's in the data-driven business. But the big problem is we are all looking at different data, and there's no translation mechanism, there's no filter, and fundamentally, the biggest issue is we really don't understand what the customer wants.  Detangle this issue with Patrick Morrissey and Paul Roberts. Be ready to take notes. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Upland Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

High performing sales starts with the hiring process and comes to life in the on-boarding process. Every sales leader is looking for ways to improve the onboarding process and make their team more productive, more quickly. There is no 3-D printer or factory producing the best sales professionals. You need diversity training, an understanding of our pitch, presentations, products, content, and culture. The biggest challenge Craig sees is the participation by sales leaders. They seem to turn the responsibility over to a different set of folks to get the carefully hired person ready to generate revenue. There is a tension between sales leaders handing off people to be onboarded so they can work with the reps already in place. They just hope they'll get the right outcome in the end. The two need to be in alignment. In this episode, Craig Sawicki, VP of Sales Excellence at Altify, will give his insights and best practice on how to onboard, to certify and turn new hires into active performers more quickly and build for scale. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

Happy 2020 listeners. In this first part of this special highlight episode, Andrew Buckley from Traction on Demand hits on their manager training program and comes back to how they train and build the sales leaders later in the program. In the second half of this show, we hear from Doug Landis from Emergence Capital. He kicks into what successful selling looks like and what you need as well as the role of the revenue team. About our guests: Andrew Buckley is an innovative leader with a proven track-record building outstanding go-to market teams that consistently exceed corporate targets. My core belief is that the role of a leader is to drive a culture of success through accountability and the creation of an environment that gets the best out of every member of the team. Over the last 13 years, Emcap has invested in some of the biggest and brightest SaaS companies on the planet. During this time the team has gathered remarkable insights into the critical steps necessary to build a multi-billion dollar business. Doug Landis is there to help capture, elevate and share this wisdom with the Emcap portfolio companies and the greater SaaS community at large. As a Growth Partner, his charter is to create a platform to create and share go to market insights and strategies that will help their portfolio companies scale, grow and ultimately become the next billion-dollar SaaS company. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

Patrick has been noticing trends as he's been traveling in the US and Europe and meeting with sales teams. He says it's promising - especially in big complex B2B organizations. They are over-indexing and planning for better, faster, and more in 2020. His guest for this discussion is OC Talk Radio producer, Paul Roberts. He steps out of his announcer role to dive into this topic with Patrick. Here are the questions Patrick and Paul tackled. You'll have to listen to the episode for the in-depth answers. 1. How do I know I'm getting any value from what I'm already doing? More deals or better deals. 2. How do I improve investments in my account based market strategy? How do we expand our share? The reality of the subscription economy is that the renewal is as important, if not more important than the new sale. If you're not paying close attention, you are missing the upsell and could be jeopardizing an account through leakage from the bottom of the bucket. 3. Everybody wants to remove friction and eliminate busywork. How do I make a more sucky experience for my sales reps to get in front of our customers? Not really, it's all about getting the process and the playbooks and get the content into SalesForce. Embed the details for them so the reps don't spend their time looking for the right pieces to include. Do it for them. Let them develop the leads, nurture the relationships and close the deal. 4. How do I find bigger deals? How do I expand my revenue team? Bring executive leadership, CSM, Marketing into this plan. How do I develop my team and grow the next level of sales leaders? This leads to personal development questions:  How can I be more of an active listener and not an active talker? What is the business priority for the organization next year and how can I help? This is about active listening. This is a game-changer. 5. Beware the tyranny of short-term thinking. What's our emphasis going to be this year - not the flavor of the month? Talking about in 3-5 year timeframes. Reps and teams need to understand this is not optional.  ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

In this special episode, two of Patrick's previous guests are highlights on the same topic of  ABM – It’s a strategy, not a tool or tactic. The first half features Nipul Chokshi and after the break we'll hear from Paul Ross. We hope you enjoy this episode. Some points covered include Nipul stating that ultimately, "account-based marketing and B2B marketing are going to be synonymous at some point, because the idea behind account-based marketing is all about, number one, getting aligned with sales around what target accounts you want to go after, and then engaging those target accounts in an omnichannel way using very personalized messaging. Then third, just being able to kind of measure the impact. Not measure the impact in terms of volume of leads but in terms of pipeline generated within your target accounts." Paul Ross gave his positioning on ABM as well including, "I think a big part of this challenge is, is how much of these platforms and technologies really rely upon you having the right data, and the data at scale? Being a technology marketer, you want to get to the right people at the right time. But at the same time, we're facing equally the reality that most of these systems are really only focused on or suitable for large-scale audiences." Tune in to hear both of these highlights. The original full episodes are here: Building an ABM Strategy Using Data and ABM - Complete Bullsh*t or the Key to Sales and Marketing Alignment   ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

With Salesforce’s CRM industry conference Dreamforce just having come to a close, there’s a lot of talk about the future of CRM. To get into more of the details from Dreamforce and to get more insight on the future of CRM, we are joined this week by Nigel Cullington, VP of Marketing for Upland Altify. In this episode, Nigel gives his views on Dreamforce and the key themes and strategies for driving success with CRM in 2020. From the emergence of data integration for end-users to activating the entire revenue team, Cullington shares his insights on driving success with CRM and the emerging evolution of Customer Revenue Optimization. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

Empathy, easier in theory than in practice. How do we want to be seen, approachable, empathetic, sincere? Empathy is not just something nice for society, but it's good for business. It has a huge impact on the bottom line. Maria Ross defines empathy as being willing and able to see, understand and where appropriate, feel, another person's perspective and then act compassionately. What if the competitive advantage for your team is no in your technology or product, but already exists in your people? We’re talking about the power of empathy as the key to personal and business success. In this episode, we talk to Maria Ross about her new book, The Empathy Edge to better understand the role of empathy in personal and professional success. We get into the details about what empathy is, how it sparks innovation, customer connection and how it enables improved sales performance. We get into the details to understand the competitive advantages of empathy and what to do in order to raise your empathy game now. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

Jane Freeman of SDL is fundamentally in the business of managing experiences, content and brand. SDL is a global content management organization through localization and delivery. Its core is enablement leadership. A central process is needed to position them in the sales cycle.  In this episode, Jane and Patrick talk about the fact that deal qualification is not a one-off task. It's a continuous effort bringing continuous benefit. Things change and are constantly moving. The deal is evolving, the solutions are evolving, the customer challenges are continuously evolving. Look what's right in front of you, but also three to four steps ahead. This is opportunity management. Invest more time to investigate the customer. This is what strategic selling looks like.  Listen to this episode to hear how Jane Freeman and her SDL team get under the skin of a customer in a good way.  Jane Freeman on Linkedin  ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

Host Patrick Morrissey, fresh off of the Sales Enablement Seismic Shift Conference in San Diego, discusses in his monologue the dynamics heard at the event about content strategy creation and management. There were a large number of sales leaders at the conference trying to understand the mechanics' sales enablement and of telling a story with formal content so that salespeople are successful. Content is now being thought of as core to an integrated sales and revenue process. Pat’s thoughts cover: The intersection between sales, marketing, sales enablement, and content. How to activate the revenue team with the right information that’s going to help them tell compelling stories that drive revenue. Is there content fatigue? Are people being over-run by content? Why there is a growing need for content to move the revenue needle. How to develop content and assets to feed the sales team! More content is not better content! How content plays into the importance and discipline around process and regulation in many regulated industries. How the rise of content marketing is a department function, not a junior marketing person’s task. Why there has to be a diagnosis of who is using what content and when are they using it. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

Why would you fade into the background? Be intentional and be bold. There are contemplative leaders and those who are bolder. BOTH can have a positive impact. In the past, men were more likely to take a bold leadership stance, but women are now coming forward in greater numbers to assert strong leadership and enable their teams to perform more effectively. Melissa Church challenges you to cast a positive leadership shadow and to lead with purpose. She shares her insights on the evolving role of leaders and leadership, the importance of culture in developing leaders and she shares some great examples of leadership in action. Church is currently Executive Director, NC and GA Dual Special Needs Plan, Community Plan of North Carolina for UnitedHealth Group. She is responsible for driving operational excellence for our dual-eligible Medicare/Medicaid population. Responsible for the financial, operational, quality and sales success of our DSNP plan. Previously she was Vice President of Growth Operations for UnitedHealth Group and Vice President, Sales Operations for Optum. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

Patrick Morrissey, General Manager of Altify, and host of Revenue Optimization Radio tackles why and how B2B companies need an account planning program.  Morrissey quotes a McKinsey & Company five-year study that looked at annual growth rates and total return to shareholders for those that take a digital approach to account planning.  They found that growth and return are double than those firms that don’t do it.  It is a full 100 increase in shareholder return when a company does account planning.  In this podcast Morrissey talks about: What does “good look like” in customer relationships? How to create an actionable account management program What does an organization DO about account planning? Why is account planning a little like having a gym membership? Answer: You know you want to exercise, but you never seem to get around to it as much as you’d like. Why is it that account planning is disconnected from what sales reps or revenue teams are doing on a day to day basis? Why isn’t account planning attached to specific metrics and measurements? Why is there no cadence in an organization to drive customer satisfaction? How account planning delivers increased customer satisfaction If account planning is something you are avoiding but want to do, listen to Patrick Morrissey as he lights a fire under your conscience.  ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

The rise of the empowered customer and expectation of great buyer experiences has changed the way that leading B2B companies go to market. And it’s driven an explosion of content. The challenge for many organizations is how to craft a content strategy and make it operational in a way that scales and delights their customers. Toby Murdock, GM of Upland Software and the former founder and CEO of Kapost, joins this episode of Revenue Optimization Radio to talk about how to develop and execute on a content strategy that improves the customer experience and aligns internal audience. Toby shares his insights on why building a content operation is critical to B2B success, how to create and execute on content strategy, and how to measure the impact of content in your sales organization. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

Lance Walter, CMO of Neo4J, walks us through the difference between hearing and listening, as well as how sales and marketing can actually integrate with a lot of success in an organization. The code is right in front of you. Get ready to shake up how you've been doing it somewhat successfully to taking it much further. About our guest: Lance Walter, CMO Neo4J Lance Walter has two decades of Enterprise Product Management and Marketing experience. Lance started his career in technical roles at Oracle Corporation supporting enterprise relational database deployments. Since then, Lance has worked at industry leaders like Siebel Systems and Business Objects, as well as successful startups including Onlink (acquired by Siebel Systems), Pentaho (acquired by Hitachi Data Systems), Aria Systems, Capriza. Lance’s first experience with alternative database platforms was at Arbor Software, the pioneer of the multi-dimensional database / OLAP market. Twitter: @lancewalter ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

How to build market share and dominate a market? One of the critical components to building a differentiated long term value proposition and brand is to create and own your own category – and own it. In this episode, we speak with Positive CEO and category creator and advisor Paul Maher to discover what it means to create a category and why it’s important to help your salespeople sell and position value. Paul's insights and experience come from having held senior marketing and communications roles at category leaders including Scient, Mercury Interactive, HP and VMWare before starting his own consulting firm. Paul gets into the details of why owning a category is key to sustained success and why the foundation of category creation is knowing the problem your company solves and being able to articulate it in a new or unique way. Paul outlines a playbook for category success and shares his insights on why the category is the difference between good selling and great sales interactions. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

As more and more sales leaders are looking to build their next-generation of B2B sales leaders vs. recruit outside high priced talent, it raises the question of what’s required to build and grow a sustainable sales education program. To get the inside scoop we reached out to Andy Paul, executive sales coach, speaker, author and host of one of the top sales podcasts, Accelerate with Andy Paul, to get his insights. Having interviewed more than 700 guests and built his career in sales and sales leadership, Andy shares why he thinks building connection and relationships are critical to sales success, why speed is the enemy in getting reps up to speed and why talking small steps to enable on-going sales education must be the focus to drive result and build a high performing revenue team. Andy also shares his go-to qualification criteria for when he works with a client and gives simple and practice advice for sales leaders to help their teams improve. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

What if the competitive advantage for your team is no in your technology or product, but already exists in your people? We’re talking about the power of empathy as the key to personal and business success. In this episode, we talk to Maria Ross about her new book, The Empathy Edge to better understand the role of empathy in personal and professional success. We get into the details about what empathy is, how it sparks innovation, customer connection and how it enables improved sales performance. We get into the details to understand the competitive advantages of empathy and what to do in order to raise your empathy game now. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

One of the most sought after skills for sales leaders is strong communication, yet most sales leaders and salespeople have never been trained on how to communicate effectively. In part 2 of this interview with communications expert and coach Bronwyn Saglimbeni, we talk about where communication breaks down, and how to prepare for a sales presentation and why doing a rehash of your corporate presentation is a recipe for disaster.  Catch the first part in this two-part interview here > About Communications Coach Bronwyn Saglimbeni  Bronwyn has coached more than 150 speakers to deliver TED, TEDx and TEDglobal talks as well as worked with business executives and celebrities to prepare for everything from investor relations meetings to appearances on Oprah. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

Want to know the inside scoop on how to create a TED Talk. It turns out, one of the secrets for TED speakers is to try NOT to give a TED talk, and instead, create a moment. To find out the secret on how to give a great presentation – whether it be at a conference event, or just a really great sales presentation, we sat down with communications coach Bronwyn Saglimbeni. Bronwyn has coached more than 150 speakers to deliver TED, TEDx and TEDglobal talks as well as worked with business executives and celebrities to prepare for everything from investor relations meetings to appearances on Oprah. In this episode, part one of a two-part conversation, Bronwyn shares her insights to help everyone delight, inspire and engage an audience and shares her framework to construct a presentation that connects with the audience. She shares her advice on how to capture stories, get in the mind of the audience and how to deal deliver moments of change in order to create a truly memorable presentation.   Follow Bronwyn on LinkedIn and Twitter. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel. Altify is the sponsor of Revenue Optimization Radio.

What makes a great leader?  How can you develop and accelerate leadership for women across the revenue team in sales ops, sales, marketing and more? This week we interview Melissa Church, Executive Director at UnitedHealth Group to dig to better understand what leadership looks like and how to catalyze and accelerate team and culture. Melissa Church is currently Executive Director, NC and GA Dual Special Needs Plan, Community Plan of North Carolina for UnitedHealth Group. She is responsible for driving operational excellence for our dual-eligible Medicare/Medicaid population. Responsible for the financial, operational, quality and sales success of our DSNP plan. Previously she was Vice President of Growth Operations for UnitedHealth Group and Vice President, Sales Operations for Optum. ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

How do the best companies in B2B scale and empower their teams to have the right discussions and what does good look like in enterprise B2B sales? To get the answers we turn to this week’s guest, Doug Landis, growth partner at Emergence Capital. Doug is a veteran of Box, Google, Salesforce, and Oracle and he talks about the misconception around sales enablement, how you get the whole company involved in selling, and why empathy is one of the most powerful tools in the arsenal to build relationships and drive results. About Patrick's guest, Doug Landis: Over the last 13 years, Emcap has invested in some of the biggest and brightest SaaS companies on the planet. During this time the team has gathered remarkable insights into the critical steps necessary to build a multi-billion dollar business. Doug Landis is there to help capture, elevate and share this wisdom with the Emcap portfolio companies and the greater SaaS community at large. As a Growth Partner, his charter is to create a platform to create and share go to market insights and strategies that will help their portfolio companies scale, grow and ultimately become the next billion-dollar SaaS company.

Customer Revenue Optimization is about delivering value for customers, which presents opportunities to upsell and cross-sell, but most companies miss the mark on upselling. According to new research from Gartner, 72% of organizations fail to execute account planning initiatives. In this episode, Helen Harwood of Harwood Partners LLC, shares her insights on strategies to bring effective account planning to any organization and avoid the failure that dogs other companies.  About Harwood Partners, LLC Harwood Partners supports sales organizations to maximize revenue capture through the right combination of technology, skills, and focus. The company collaborates with sales leaders to manage their most important accounts and close their most important deals. Sales performance results include more qualified opportunities in the pipeline, higher win rates and revenue growth in major accounts. Partnered with Altify (formerly the TAS Group) we are able to offer a powerful combination of sales best practices leveraged by the innovative Altify sales platform native in SFDC. Clients are enabled to consistently accelerate revenue growth as their sales teams adopt a more professional level of selling.Capabilities include: Account Management, Opportunity Management, Sales Performance Automation, CRM, Sales Process Improvement, Sales Training and Business Strategy.  ______________________________________ Revenue Optimization Radio Podcasts is a weekly program hosted by Pat Morrissey on the Funnel Radio Channel. The program is produced by Altify.  

In a world where insight about prospects and customers is key to optimizing revenue, putting your data to work as part of your ABM strategy is critical to success. We’re welcoming back a return guest Nipul Chokski to discuss how to utilize data as part of your marketing strategy, and how to build a plan for success. Nipul Chokshi,  VP, Marketing Nipul Chokshi runs marketing at Lattice and is responsible for product positioning and sales enablement.  Prior to Lattice, Nipul built and ran the solutions marketing and sales enablement functions at Yammer (acquired by Microsoft in 2012). Before Yammer, he led product management/marketing at Marketo and Merced Systems (acquired by NICE Systems). Nipul lives in San Francisco, enjoys great wine and food, and is an avid runner. He earned a Bachelor's Degree in Electrical Engineering from Cornell University, and an MBA from the University of California, Berkeley, Haas School of Business.

This is the second half of an interview with Stacy Crinks, CEO of The Content Bureau. In the world of highly educated buyers, content that surprises delights and educates the audience is key. And the audience is not just your customer or prospect, it’s your sales and revenue team. This episode shares insights on building a content program to help you sell. Stacy's company, The Content Bureau, ranked #3 best content development agency out of more than 9,000 agencies ranked on Clutch. Tune in to find out how to build content to capture your audience’s attention, and how to build playbooks to make your sales team successful. Here's the first part of this interview >

  In the world of highly educated buyers, content that surprises delights and educates the audience is key. And the audience is not just your customer or prospect, it’s your sales and revenue team. This episode shares insights on building a content program to help you sell with Stacy Crinks, CEO of The Content Bureau, ranked #3 best content development agency out of more than 9,000 agencies ranked on Clutch. Tune in to find out how to build content to capture your audience’s attention, and how to build playbooks to make your sales team successful. This is part one of a two-part interview.

  High performing sales starts with the hiring process and comes to life in the on-boarding process. Every sales leader is looking for ways to improve the onboarding process and make their team more productive, more quickly. In this episode, Craig Sawicki, VP of Sales Excellence at Altify, will give his insights and best practice on how to onboard, to certify and turn new hires into active performers more quickly and build for scale.

 In this interview with Scott Barker, Evangelist and Head of Partnerships at OutReach.IO and Sales Hacker, host Patrick Morrissey dives into what makes fast growing companies grow, without destroying the ship in the process. They cover: What are companies on a growth trajectory really struggling with? How a company’s messaging has to grow up as the company grows! How the alignment of the revenue teams of sales, marketing and operations need to have the same north star; the same APIs. Why the best companies today are attempting true immersion and not just alignment How diversity and inclusion are “top of mind” in growing successful companies Why diversity and inclusion are not only the right thing to do but the smart thing to do About Scott Barker As a top performer in sales, business development, marketing and team building at B2B SAAS companies, Scott is passionate about building and strengthening authentic relationships with his team and partners. Scott is currently living his dream, as the Head of Partnership at Sales Hacker, the company that aims to help the next generation of B2B sales professionals embrace innovative strategies, technology, hacks, and tactics from the world’s leading organizations. With Sales Hacker’s recent acquisition by Outreach.io, Barker has joined the rocket ship as they continue their mission to make modern revenue teams as efficient as humanly possible!  Scott also heads up the Vancouver chapter of Enterprise Sales Forum and sit on the board of a great non-profit called Interfit. Insta: @scottybarks Twitter: @scottbsales www.saleshacker.com 

In this interview, Glenn Davis Sr., Vice President of Growth Execution and Client Retention at Optum, part of UnitedHealthcare, discusses with host Patrick Morrissey the state of sales professionalism today. He points out sales reps spend only 22% of their time with the prospect/customer and what to do about it. He questions and answers why the level of sales professionalism seems to be dropping with both sales reps and managers. In addition, they discuss: How technology is affecting selling How to engage with the prospects Why there seems to be so little sales training Why there seems to be a loss in the art and discipline of selling What’s happened to questioning skills? How to stay on top of the changing nature of sales About Glen Davis Glenn Davis is a Senior Executive with extensive and successful experience in all areas of growth and growth leadership. He has an impressive track record leading and developing growth teams with extensive experience in sales, large client development, and growth operations. His teams have been transformative forces driving profound results using client focus and high accountability as key drivers of achievement.

Building an OEM sales team is one of the hardest sales models to build and monetize. In this episode of Revenue Optimization Radio, we talk to Ryan Begin from Salesforce on what’s required to hire, build and scale an OEM sales model to deliver revenue. About Patrick's guest, Ryan Begin: He's an experienced Sales Director with a demonstrated history of working in the internet industry. Skilled in Sales, EnterpriseSoftware, Customer Relationship Management (CRM), Sales Operations, and Strategy. Strong sales professional with a BA focused in Psychology from the University of California, Berkeley. 

Today the answer to all issues big and small across sales and marketing is more account-based marketing – ABM. In this episode, I sit down with Paul Ross to explore the myth and the reality of ABM and what role account-based marketing and selling play in building scale…and getting sales and marketing on the same page. About our guest, Paul Ross: Paul brings 20 years of making things happen for organizations through marketing. He has helped scale the performance of businesses large and small, including Microsoft’s data center management portfolio, Alteryx’s data blending and analytics, and Business Objects business intelligence. He has a passion for disrupting established business models. Currently, he is SVP Marketing at Sentieo, the leading financial research platform.

Traction on Demand is one of the fastest growing consulting companies in the world and the largest independent Salesforce consulting partner. In this episode, Andrew Buckley discusses Traction’s unique “build vs. buy” approach to hiring and scaling their sales organization. About our guest: Andrew Buckley is an innovative leader with a proven track-record building outstanding go-to market teams that consistently exceed corporate targets. My core belief is that the role of a leader is to drive a culture of success through accountability and the creation of an environment that gets the best out of every member of the team.

  The two biggest buzzwords in sales and marketing are ABM and AI. In this interview, Nipul Chokshi, VP of Marketing and Lattice Engines cuts through the jargon to talk about how account-based marketing and AI improve sales and marketing, and increase revenue. Nipul Chokshi,  VP, Marketing Nipul Chokshi runs marketing at Lattice and is responsible for product positioning and sales enablement. Prior to Lattice, Nipul built and ran the solutions marketing and sales enablement functions at Yammer (acquired by Microsoft in 2012). Before Yammer, he led product management/marketing at Marketo and Merced Systems (acquired by NICE Systems). Nipul lives in San Francisco, enjoys great wine and food, and is an avid runner.He earned a Bachelor's Degree in Electrical Engineering from Cornell University, and an MBA from the University of California, Berkeley, Haas School of Business.

Selling to the top 100 companies in the world requires not just strong qualification and a strategic approach to opportunity management, it requires changing the mindset from “what can we sell the customer,” to “what problem are we solving.” Jane shares her insights on how to activate the entire revenue team, what a great deal review looks like and shares her thoughts on how to focus on customer outcomes. About our guest, in her own words: I have been involved in the translation world for a long time now in various capacities - covering project management through to global sales and account management roles. I am a successful sales person and am constantly looking for a solution that best fits with my customers' needs and solves their problems, now and in the future.