Podcasts about altify

Only a few days remain for ambitious female entrepreneurs to send in their applications for the 17th cycle of Going for Growth, the award-winning business development programme. Supported by Enterprise Ireland and KPMG, Going for Growth aids female business owners as they seek to increase revenue, create employment, and export into new markets. The programme is for female entrepreneurs in any sector across the country who are serious about growing their business. There is no charge for those selected to participate. The 17th cycle will mark a major milestone for Going for Growth, with the programme set to accept its 1,000th female entrepreneur since its launch in 2008. Some 60 places are available for the new six-month cycle, which is due to begin with a one-day Launch Forum on January 14, 2025. The deadline for applications for the Going for Growth is midnight on Friday, November 15th. Application forms can be requested from the website - www.GoingforGrowth.com. The programme brings together female entrepreneurs - past participants include Aimee Connolly of Sculpted by Aimee, Shauna Delaney of Liberty HomeCare, and Margaret Rae of Konree Innovation - for monthly peer-to-peer roundtable discussions. These discussions are facilitated by successful businesswomen, known as Lead Entrepreneurs, whose participation is completely voluntary and is done in a spirit of altruism. An incredible EIGHT of this year's 11 Lead Entrepreneurs themselves are former participants of Going for Growth. They are Anne Cusack, formerly Critical Healthcare; Chupi Sweetman-Durney, Chupi; Hannah Wrixon, of Kella and formerly WrkWrk; Jeananne O'Brien, Artizan Food Co.; Leonora O'Brien, formerly Pharmapod; Marissa Carter, Carter Beauty; Oonagh O'Hagan, Meaghers Pharmacy Group; and Tara Beattie, Prepsheets.com. The other three highly successful Lead Entrepreneurs are Fidelma McGuirk, Payslip; Monica Flood, formerly Olas IT, and Susan Spence, formerly SoftCo. Going for Growth has been repeatedly recognised by the EU, OECD, and European Institute of Gender Equality as a key initiative in helping to foster greater ambition among female entrepreneurs and to support their growth aspirations. Between Going for Growth (54) and Starting Strong (28), 82 participants were involved in the 16th cycle. In total, their combined turnover increased from €95.2 million to €105.4 million over the six-month cycle. This represents an increase of €10.2 million (10.7%). They also grew their number of employees by 132 (79 full-time, 53 part-time) to 792 (566 full-time, 226 part-time) over the six months. An end of cycle survey of participants from the 16th cycle of Going for Growth, including Starting Strong, revealed that 93% said that the programme met their expectations and 91% said that they felt nearer to achieving their growth ambitions. All participants reported that they would recommend the programme to others and planned to stay in contact with others from the programme. The support provided does not end on completion of the six-month cycle, with most past participants becoming part of the Going for Growth community. Going for Growth alumni can apply to participate in the Continuing the Momentum programme, which offers Lead Entrepreneur-facilitated roundtables to those looking to continue their growth journey, with the aid of peer support, focused goals, and milestones. Lead Entrepreneurs Aine Denn, formerly Altify, and Fiona O'Carroll, The Digital Mindset, will facilitate the round tables for Continuing the Momentum. CEO of Enterprise Ireland, Leo Clancy, said: "Enterprise Ireland is committed to increasing opportunities for women entrepreneurs and supporting them at every stage of their entrepreneurial journey. We strongly believe that key to Ireland's economic success is a robust entrepreneurial ecosystem which utilises the skills, ambition, and talent of a diverse population. Our partnership with Going for Growth is an important element in fostering a supportive eco...

Going for Growth is accepting applications for the 17th cycle of the award-winning business development programme for ambitious female entrepreneurs determined to grow their businesses. Supported by Enterprise Ireland and KPMG, the programme aids female business owners as they seek to increase revenue, create employment, and export into new markets. The 17th cycle will mark a major milestone for Going for Growth, with the programme set to accept its 1,000th female entrepreneur since its launch in 2008. The deadline for applications for the Going for Growth is midnight on Friday, November 15. Application forms can be requested from the website - www.GoingforGrowth.com. Some 60 places are available for the new six-month cycle, which is due to begin with a one-day Launch Forum on January 14, 2025. Female entrepreneurs from any sector who are focused on growth are encouraged to apply. There is no charge for those selected. The programme brings together female entrepreneurs - past participants include Aimee Connolly of Sculpted by Aimee, Shauna Delaney of Liberty HomeCare, and Margaret Rae of Konree Innovation - for monthly peer-to-peer roundtable discussions. These discussions are facilitated by successful businesswomen, known as Lead Entrepreneurs, whose participation is completely voluntary and is done in a spirit of altruism. An incredible EIGHT of this year's 11 Lead Entrepreneurs themselves are former participants of Going for Growth. They are Anne Cusack, formerly Critical Healthcare; Chupi Sweetman-Durney, Chupi; Hannah Wrixon, formerly WrkWrk; Jeananne O'Brien, Artisan Food Co.; Leonora O'Brien, formerly Pharmapod; Marissa Carter, Carter Beauty; Oonagh O'Hagan, Meaghers Pharmacy Group; and Tara Beattie, Prepsheets.com. The other three highly successful Lead Entrepreneurs are Fidelma McGuirk, Payslip; Monica Flood, formerly Olas IT; and Susan Spence, formerly SoftCo. Going for Growth has been repeatedly recognised by the EU, OECD, and European Institute of Gender Equality as a key initiative in helping to foster greater ambition among female entrepreneurs and to support their growth aspirations. Some 57 female entrepreneurs who took part in the 16th cycle of Going for Growth reported growing their total revenue from €91.7m to €98.2m, an increase of 7%. They also grew their number of employees by 88 - from 569, including 421 full-time and 148 part-time, to 657, including 476 full-time to 181 part-time. A survey of participants from the previous cycle of Going for Growth revealed that 94% said that the programme met their expectations and that they felt nearer to achieving their growth ambitions. All participants reported that they would recommend the programme to others and planned to stay in contact with others from the programme. The support provided does not end on completion of the six-month cycle, with most past participants becoming part of the Going for Growth community. Going for Growth alumni can apply to participate in the Continuing the Momentum programme, which offers Lead Entrepreneur-facilitated roundtables to those looking to continue their growth journey, with the aid of peer support, focused goals, and milestones. Lead Entrepreneurs Aine Denn, formerly Altify, and Fiona O'Carroll, The Digital Mindset, will facilitate the round tables for Continuing the Momentum. CEO of Enterprise Ireland, Leo Clancy, said: "Enterprise Ireland is committed to increasing opportunities for women entrepreneurs and supporting them at every stage of their entrepreneurial journey. We strongly believe that key to Ireland's economic success is a robust entrepreneurial ecosystem which utilises the skills, ambition, and talent of a diverse population. Our partnership with Going for Growth is an important element in fostering a supportive ecosystem, as this programme provides excellent support to our incredible women entrepreneurs and leaders on their business journey as they scale and grow and work to achieve their global ambition. ...

A series of Inspiring Women Entrepreneurs events will take place in the first half of 2024 to introduce women with entrepreneurial ambitions to the idea of starting their own business. The first in the series will kick off on Wednesday, January 24th. The events are part of an initiative called Inspiring Women Entrepreneurs which is now in its second year and is supported by Enterprise Ireland and KPMG. The programme aims to ignite a flame among women with entrepreneurial ambitions to start a business but who may not have yet taken steps towards making their aspiration a reality. Research tells us that almost one in five women in Ireland aspire to start their own business. The Inspiring Women Entrepreneurs initiative is focused on encouraging women to develop business ideas that are scalable, innovative and focused on export markets. The programme is designed to appeal to women from a range of backgrounds who are seeking a change of direction, including female professionals and women in senior corporate positions, or those with doctoral and postdoctoral qualifications. The first event - and the launch of Inspiring Women Entrepreneurs 2024 - will be held at KPMG's office at Stokes Place, St Stephen's Green, Dublin 2, on Wednesday, January 24th. Attendees will hear the inspiring stories of successful entrepreneurs Louella Morton, co-founder of TestReach, and Leonora O'Brien, founder and former CEO of Pharmapod. They will be available to answer any questions attendees may have about the realities of starting and growing a global business. A limited number of places are still available for this event, click here to register. Other scheduled events include one hosted by Technological University Dublin at its Grangegorman Campus on St Brigid's Day, February 1st, as well as an event hosted by PayPal at The Merrion Hotel on March 5th, during International Women's Week. To register for the Technological University Dublin event, click here and to register for the PayPal event, click here. Other events, yet to be announced, will be held through to June 2024. Key to the initiative is the panel of 11 Inspiring Women Entrepreneurs, a group of successful businesswomen whose achievements mirror the entrepreneurial ambition the programme is seeking to inspire. Panel members have all volunteered their time to the initiative and have been selected on the basis of their professional experience, their backgrounds in corporate life and academia, and their experience building innovative companies across a range of sectors. Panel members include: Áine Kerr, co-founder of Kinzen; Áine Denn, co-founder of Altify; Andrea Doolan, co-founder and CEO of Atlantia Clinical Trials; Dr Anne Cusack, co-founder of Critical Healthcare; Dr Barbara Anne Murphy,Head of Equine Science at UCD and Chief Science Officer at Equilume; Dr Emmeline Hill, Professor School of Agriculture and Food Science at UCD and founder of Equinome; Fidelma McGuirk, Founder and CEO of Payslip; Jennifer Corley, founder of EquiTrace; Leonora O'Brien, founder of Pharmapod; Louella Morton, co-founder of TestReach; and Dr Vanessa Creaven, co-founder of Spotlight Oral Care. There are three stages in the Inspiring Women Entrepreneurs initiative for those wishing to develop a scalable, export-focused business. Inspiring: Ambitious women interested in hearing directly from those who have successfully taken the step into entrepreneurship are invited to join one of a series of events hosted by partner organisations around the country, so they can judge for themselves if they are interested in starting their own business. Those interested in beginning their own entrepreneurial journey will be offered the opportunity for further support. Fostering Entrepreneurial Capacity and Peer Networks: Those who can demonstrate that they have an innovative business idea with global ambition will be invited to apply to participate in a series of facilitated round tables and a series of workshops facilitated by En...

Das Wiener Krypto-Startup Coinpanion geht in Altify auf, einem Zusammenschluss des Unternehmens mit den Plattformen Revix und BitFund. Wie es dazu kam, was es für Kund:innen bedeutet und was für die Zukunft geplant ist, erläuternt Coinpanion-Mitgründer Alexander Valtingojer und der aktuelle Revix- sowie künftige Altify-CEO Sean Sanders im brutkasten-Talk.

TechCentral reported on Friday that South African cryptocurrency platforms Revix and BitFund are joining forces and, together with Austria's Coinpanion, have formed a new alternative investment platform called Altify. Revix founder and now Altify CEO Sean Sanders joins Duncan McLeod on the TechCentral Show to unpack the merger, how it came about, and what Altify hopes to do in the alternative investment space not only in South Africa but the broader Europe, Middle East and Africa region. In its new form, Altify will continue to offer the crypto investment products that Revix, Coinpanion and BitFund became known for, including a wide selection of ETF-style crypto bundles, along with other alternative finance products. He said the recent downturn in the crypto market acted as a catalyst for the merger and accelerated Altify's expansion into non-crypto investment options. According to Sanders, these market dynamics have also primed the environment for consolidation among retail investment platforms, especially in the crypto space. “Altify is leaning into these opportunities and is engaging with other investment platforms in the UAE, the UK and Europe who could join Altify over the coming months.” Don't miss the interview! TechCentral

Nigel Cullington is a marketing leader with 25 years of global experience in sales and marketing. He is the VP of Marketing at Upland Software, an enterprise software that offers project management, workflow automation, and digital engagement. Previously, Nigel worked in product marketing at Openwave Messaging and Altify before Upland's acquisition. In this episode… As businesses rapidly evolve, technology is often the dividing line for success. Having the right software, systems, and methodology can help companies rise past plateaus. Vendors in particular can become true partners with their clients, taking over crucial tasks and management responsibilities. One such vendor and SaaS company is Upland Software. Their suite of software has granted increased efficiency to many leading companies. Marketing and sales have been key components of their growth, finding unique ways to promote their brand. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Nigel Cullington, the Vice President of Product Marketing at Upland Software, to discuss the business' marketing strategies. They discuss Nigel's career across sales and product marketing, how they use account-based marketing, and how they stand out from the crowd.

Today I have a great conversation with Patrick Morrissey, whose previous and current experience gives him an insight into how empathy can lead any sales and marketing team to success. In this episode, we talk about how empathy is a success trait in marketing and sales, what role it plays in effective storytelling, and how empathy is required to adapt to your customer's changing needs, as well as how marketers can leverage empathy to more effectively support salespeople. He also shares how to flip the model of selling to one that is more customer-centric,  and what executives need to do to strengthen empathy to create more trust and help their teams outperform Key Takeaways:As marketers, we need to transition from “What's my strategy for the customer?” to “What is my customer's strategy and how can I help?”Your job in marketing is to help sales sell. To do that, you need to be in contact with your customers and sales force. Help the customer buy in the way they want to buy, not just in the way you want to sell. Empathy is the bridge to trust.  It comes from a place of understanding what a someone is going through, and even if you don't, being genuinely curious to find out. "If you're looking at upping your sales game in a difficult market, it's about looking at people, problems, and potential." —  Patrick Morrissey About Patrick Morrissey: SVP & GM, Enterprise Sales & Marketing Business Unit - Upland SoftwarePatrick Morrissey is the SVP and GM of the Revenue Optimization business at Upland Software focused on helping Global 2000 companies unlock digital sales transformation and deliver customer outcomes. Before taking on this role, Morrissey was Chief Marketing Officer at Altify, responsible for all aspects of marketing as well as channels and alliances. Previously Morrissey was CRO of Simpplr, where he managed sales, marketing, and customer success, delivering 100% annual growth. Prior to joining Simpplr, Morrissey held multiple executive positions at Salesforce.com, Business Objects, and Scient. When not fighting software crime, you can find him and his family in the mountains in Lake Tahoe.   Connect with Patrick Morrissey & Upland Software:  Website: UplandSoftware.comLinkedIn: linkedin.com/in/patrick-morrissey-40b161/Twitter: twitter.com/PatMorrisseyPodcast: revenueoptimizationradio.com Don't forget to download your free guide! Discover The 5 Business Benefits of Empathy: http://red-slice.com/business-benefits-empathy  Connect with Maria: Get the podcast and book: TheEmpathyEdge.comLearn more about Maria's brand strategy work and books: Red-Slice.comHire Maria to speak at your next event: Red-Slice.com/Speaker-Maria-RossLinkedIn: Maria RossInstagram: @redslicemariaTwitter: @redsliceFacebook: Red Slice

Today I have a great conversation with Patrick Morrissey, whose previous and current experience gives him an insight into how empathy can lead any sales and marketing team to success. In this episode, we talk about how empathy is a success trait in marketing and sales, what role it plays in effective storytelling, and how empathy is required to adapt to your customer's changing needs, as well as how marketers can leverage empathy to more effectively support salespeople. He also shares how to flip the model of selling to one that is more customer-centric,  and what executives need to do to strengthen empathy to create more trust and help their teams outperform Key Takeaways:As marketers, we need to transition from “What's my strategy for the customer?” to “What is my customer's strategy and how can I help?”Your job in marketing is to help sales sell. To do that, you need to be in contact with your customers and sales force. Help the customer buy in the way they want to buy, not just in the way you want to sell. Empathy is the bridge to trust.  It comes from a place of understanding what a someone is going through, and even if you don't, being genuinely curious to find out. "If you're looking at upping your sales game in a difficult market, it's about looking at people, problems, and potential." —  Patrick Morrissey About Patrick Morrissey: SVP & GM, Enterprise Sales & Marketing Business Unit - Upland SoftwarePatrick Morrissey is the SVP and GM of the Revenue Optimization business at Upland Software focused on helping Global 2000 companies unlock digital sales transformation and deliver customer outcomes. Before taking on this role, Morrissey was Chief Marketing Officer at Altify, responsible for all aspects of marketing as well as channels and alliances. Previously Morrissey was CRO of Simpplr, where he managed sales, marketing, and customer success, delivering 100% annual growth. Prior to joining Simpplr, Morrissey held multiple executive positions at Salesforce.com, Business Objects, and Scient. When not fighting software crime, you can find him and his family in the mountains in Lake Tahoe.   Connect with Patrick Morrissey & Upland Software:  Website: UplandSoftware.comLinkedIn: linkedin.com/in/patrick-morrissey-40b161/Twitter: twitter.com/PatMorrisseyPodcast: revenueoptimizationradio.com Don't forget to download your free guide! Discover The 5 Business Benefits of Empathy: http://red-slice.com/business-benefits-empathy  Connect with Maria: Get the podcast and book: TheEmpathyEdge.comLearn more about Maria's brand strategy work and books: Red-Slice.comHire Maria to speak at your next event: Red-Slice.com/Speaker-Maria-RossLinkedIn: Maria RossInstagram: @redslicemariaTwitter: @redsliceFacebook: Red Slice

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.

Software-as-a-Service has been nothing short of a revolution. Since its beginnings, which admittedly left some of us scratching our heads (what is this?), the uptake has been so significant that it has paved the way for Everything-as-a-Service (XaaS).  One area that has enjoyed a positive XaaS-driven impact is sales. Joining us to tell us more is Wendy Higley, Global Account Director at Upland Altify. Wendy is the perfect person to speak sales with; since joining Altify, she has achieved over 250% and 179% quota attainment and has been the company’s top performer. In this podcast, Wendy recaps customer revenue optimisation, before sharing her thoughts on what led to a surge of XaaS offerings. Wendy also delves into the impact of CRO software and XaaS on enterprise sales. Finally, we ask Wendy the million-dollar question: what is the secret to her success in sales?

  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.

Pat Morrissey, SVP and GM at Upland Software, joins me on this episode. KEY TAKEAWAYS Pat Morrissey explains customer revenue optimization in the complex B2B selling world at Altify (Upland Software). Their value proposition is about the intersection of strategy, methodology, and technology. Upland acquired Altify to change from a sales enablement perspective to a strategic value proposition for the head of sales, with capabilities to help activate the revenue team and generate customer outcomes. Rethink your go-to-market model and your methodology. The renewal is at least as important as the first sale. Do we understand what problems the customer wants to solve? Can we articulate how we will solve them? Selling conditions are changing quickly. Instead of working out your strategy to get a customer, consider the customer’s strategy and how you will help them fulfill it. Pat shares a case study of working with Workday. Andy recalls being part of a large team selling mainframe computing. Sales methodology is headed back in the direction of team selling. Do you understand the prospect? What is your customer’s personal win? If you understand the person, you sell from a genuine place for a meaningful win. What’s in it for the customer? Selling is a business of human connections. Have the humility to know what you don’t know. Falsely assuming you know everything destroys your credibility. Act in a way that the customer perceives as persistently relevant. That’s how to become their trusted advisor. In each interaction, get the customer closer to making a decision. In a pipeline review, ask the seller what value their prospect needs next to help them make a decision. Is the seller defensive about the question? Customer revenue optimization is grounded in methodology. What outcome do we expect and what value do we deliver at each step? Do we understand the numbers? Pat shares a customer case. No matter what sales methodology you use, you have to look at the underlying behaviors that are captured and decode which behaviors go with sales results and impact. Coaching helps to develop skills over time. Everyone deserves to be coached. The top performers tend to be those who are most comfortable with the human elements of sales. Better humans are better salespeople. Communication is one of the most important sales attributes. Do your sellers receive coaching on human-to-human communication? Would counseling improve sales numbers? How long is their onboarding? Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive Sales Enablement content. ___ Formerly the Accelerate! Your Sales podcast with Andy Paul

  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.

I used to believe that conflicts between sales and marketing were so much trash talk between competing team mates.  When confronted with the question of which blade of the scissors is most effective it is obvious that one can’t do the job without the other.  Leadership has its responsibilities to minimize conflict within the company for the benefit of the investors and the bottom line.  That the issue between sales and marketing has been allowed to fester can only be laid at the doorstep of the company president.    If the presidents didn’t get a grounding in sales or marketing early in their careers, they are forever avoiding the nonsense that their sales and marketing managers perpetuate as they point fingers at each other because of failed revenue attainment. In this interview with Patrick Morrissey, General Manager of Overland Altify, we discuss how Patrick has solved this issue to get sales, marketing, and customer service to work together.   His approach may surprise you. About Patrick Morrissey Patrick Morrissey is the General Manager at Upland Altify, responsible for all operating aspects of the company.  Prior to becoming the GM Patrick was the CMO for Altify.  Morrissey is also the host of Revenue Optimization Radio sponsored by Overland Altify. Prior to joining Altify, he was CRO of Simpplr, and has held multiple executive positions in sales and marketing at Salesforce, DataSift, Savvion and Business Objects.  You May Also Like: How Did the Revenue Team Get Lost in Translation? 5 Questions to Prioritize Your Sales Enablement Budget for 2020 Cracking the Content Code - Morrissey Reports From the Seismic Shift Sales Enablement Conference  ___________________________________________ SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA Radio    

I used to believe that conflicts between sales and marketing were so much trash talk between competing team mates.  When confronted with the question of which blade of the scissors is most effective it is obvious that one can’t do the job without the other.  Leadership has its responsibilities to minimize conflict within the company for the benefit of the investors and the bottom line.  That the issue between sales and marketing has been allowed to fester can only be laid at the doorstep of the company president.    If the presidents didn’t get a grounding in sales or marketing early in their careers, they are forever avoiding the nonsense that their sales and marketing managers perpetuate as they point fingers at each other because of failed revenue attainment. In this interview with Patrick Morrissey, General Manager of Overland Altify, we discuss how Patrick has solved this issue to get sales, marketing, and customer service to work together.   His approach may surprise you. About Patrick Morrissey Patrick Morrissey is the General Manager at Overland Altify, responsible for all operating aspects of the company.  Prior to becoming the GM Patrick was the CMO for Altify.  Morrissey is also the host of Revenue Optimization Radio sponsored by Overland Altify. Prior to joining Altify, he was CRO of Simpplr, and has held multiple executive positions in sales and marketing at Salesforce, DataSift, Savvion and Business Objects.  You May Also Like: How Did the Revenue Team Gets Lost in Translation? 5 Questions to Prioritize Your Sales Enablement Budget for 2020 Cracking the Content Code - Morrissey Reports From the Seismic Shift Sales Enablement Conference  ___________________________________________ SLMA Radio is hosted by James Obermayer of Funnel Media Group which is a program on the Funnel Radio Channel.  Funnel Media Group is the sponsor of SLMA 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.

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.  

  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.

Ronan talks to Aine Denn the Co-founder of Altify and Nigel Cullington the Senior Director of Product Marketing at Altify. Aine and Nigel talk about their backgrounds, what Altify does, and the Salesforce platform that they are built on. They also talk about how Customer Revenue Optimisation which is also known as CRO works, the recent report by Aragon Research that mentions Altify, and what's next for Altify.

Altify Research Stated, "If the salesperson is a Woman you will see a 10% Greater Win Rate" which led the host Patrick Morrissey to discuss how to recruit and hire top women in sales. Morrissey smiled when he read Altify’s recent research, The Customer Revenue Optimization Benchmark Study 2019, which found that all things being equal, you can generate a 10% greater win rate if the salesperson is a woman.  And research is coming in from many directions with the same message. To discuss this topic, host Patrick Morrissey interviews Tracy Eiler from Inside View about what it takes to attract and retain women in revenue. Top players that increase revenue are in demand. Recruiting top revenue creators is taking on a new urgency as companies realize there is competition for talent and those that know how to recruit win over those that don’t know it is a skill. Patrick, therefore, suggests that companies should be hiring women if they want an increase in sales. Specifically, many companies have found that women in revenue creation and management often are judged to be especially prized as a recent report from CSO Insights - 2018-2019 SALES PERFORMANCE STUDY specifically points out. This is an annual survey of nearly 900 B2B companies that says women in revenue are especially sought and valued. Visit Women In Revenue's site. About Tracy Eiler Currently an Executive at Inside View, Tracy Eilier is a revenue-driven SaaS marketing executive with “core DNA” in demand generation and awareness. Co-author of “Aligned to Achieve: How to Unite Your Sales & Marketing Teams into a Single Force for Growth” (Wiley, 2016). Eiler has driven marketing strategy for companies with a variety of revenue models including freemium, high velocity/small business, midmarket, enterprise, and OEM. Start-up, a public company, and M&A experience. She marketed to line-of-business executives, end users, IT, and C-suite. Metrics-driven across all initiatives. She has a roll-up-the-sleeves attitude with a strategic and creative outlook. Her professional recognition includes: named a B2B Demand Marketing Game Changer, Top 20 Women to Watch in Sales Lead Management, Most Influential Women in B2B Marketing Technology, and Top 35 #WomenInSales  

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts The leaders of every organization want to maximize sales effectiveness and productivity. But the ever-changing digital sales landscape can make it hard to keep up. That’s why I wanted to bring Mat Singer, Senior Director of Sales Effectiveness for CenturyLink on as my guest on this episode of #SellingWithSocial. Mat manages a team of 100 people and his focus is on improving the productivity of the global sales organization within the company. Can you think of a better person to speak to this topic? In this conversation, Mat and I dig into the role good fundamental sales skills play in enhancing sales effectiveness, how technology is impacting the way sales training and implementation happen, and why social selling is not going away any time soon - and what sales leaders should be doing about that fact. Join us for this great conversation. Mat knows how to speak on a level that sales managers and sales team members alike can grasp. You won’t regret listening. This episode is brought to you by Zubtitle. Automatically add captions to any video in minutes. Don’t let your videos get passed over on social media. Visit https://zubtitle.com/vengreso to get started. Why True Sales Effectiveness Is Not A Mythical Unicorn As you know from listening to this show and from being out there in the trenches, the impact digital has had on the sales world is nothing short of revolutionary. Existing sales toolsets are changing all the time and new products are introduced almost daily. The tech we have at our disposal is important to sales effectiveness because it solves many problems, but many of the things that keep a sales team from being effective can’t be fixed by new tools. I wasn’t at all surprised to hear Mat say that as important as the tools are, many more sales opportunities come from practicing sales fundamentals well. Prospecting - Qualifying - Developing relationships - How managers coach their teams - Account planning - Call planning - these are the basics that amplify sales effectiveness regardless of the tools you use. When you and your team focus on doing these basics well, THEN and only then you can move on to address the other problems that can be solved by technology and tools. Do You Know How To Integrate Your Sales Technique With Your Sales Technology? Once you have made the effort to ensure your entire sales team is applying the same level of diligence to their fundamental sales skills, you need to integrate those efforts into your tech stack effectively. This used to be a daunting task because of all the “paper artifacts” and data entry required to make it happen. But Mat explains how his team uses Salesforce and another tool - Altify - to makes it super simple for sales data to be gathered and reported. Here’s the beautiful part - It’s integrated into their CRM, so the data is readily available for use as part of their sales fundamentals. It's an example of sales technique working with sales technology to maximize sales effectiveness. An added benefit is that this process creates transparency. That is KEY for enabling sales managers to coach their teams effectively because they are able to know the exact metrics for each sales rep and work on the specific areas that need improvement. In Mat’s case, his teams are dealing with bigger, global customers. The integration we’re describing enables them to collaborate among their worldwide team to support the customer on multiple levels and with multiple team members. That alone increases sales effectiveness tremendously. Sales Productivity Is Magnified When Managers Have The Right Data And Tools It’s not uncommon for sales managers to set appointments with team members to go over their most significant accounts together. But it’s not always been easy to do effectively because of the way the pertinent data was stored and managed. Managers and reps are able to go deeper and be more effective in their reviews when they have the right data and tools. In order to ensure that data is available, Mat says sales managers need to have what he calls a “religious” level of belief when it comes to applying standards to everyone. It’s vital for sales reps to be held accountable to their calling plans and other best practices if they are going to contribute to the entire company’s sales goals. You may also have a tendency to think that your superstar sales leaders can be let off the hook in these areas, but don’t give in to that temptation. Those high volume sellers are often unconsciously competent. That means they are talented enough to quickly integrate best practices into everything they do and your standards will be quickly assimilated if you stick to your guns. Social Media Is Not Going Away. Sales Leaders Must Learn To Use It Well When I asked Mat to describe how he’s training his team to use social for selling he pointed out that his company (CenturyLink) is known by many as a telephone company. But these days they are providing services and products that go way beyond landline telephone service. For that reason, one of their primary objectives on social is to share content that presents the company as the innovative technology company they have become. This is a move to create brand awareness but also to put their alternate services on the radar of existing and new customers alike. Every sales organization can use social to the same end. We also have to admit, social media is a permanent part of the lives of younger generations and they are the people who are the consumers of today and tomorrow. Organizations who learn to utilize social to engage with them are the organizations that will win. Finally, when it comes to the sales effectiveness of social, the data doesn’t lie. There is an unmistakable ROI when social selling tools like LinkedIn Sales Navigator are used by sales organizations. It’s so effective because it enables you to monitor prospective buyers all the way down to the individual interactions they have with your team. Once you develop a way to train your sales team how to pick up on the cues you see in the data, they will know better what to do with it to engage clients in their buying journey. If you listen to this conversation you’ll gain tremendous insight into how the world-class team at CenturyLink is building a system of sales effectiveness for the modern age. This episode is brought to you by Zubtitle. Automatically add captions to any video in minutes. Don’t let your videos get passed over on social media. Visit https://zubtitle.com/vengreso to get started. Outline of This Episode [1:51] Mat’s history and experience with sales effectiveness [7:45] The trends in sales enablement and sales productivity [14:33] What Mat is doing for his team to help improve their basics skills [20:53] A.I. can now map customer data to provide account insights and action steps [26:53] Overcoming the challenges from a sales productivity standpoint [35:40] Mat’s philosophy behind social selling for modern sellers Resources Mentioned Mat on LinkedIn Mat’s book: Blend But Don’t Break Mat’s favorite movie: 300 Shari Levitin Salesforce Altify Miller Heiman Group’s Scout Miller Heiman Group LinkedIn Sales Navigator Modern Marketing Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

The two biggest buzzwords in sales and marketing are ABM and AI. In this interview, Nipul Chokski, 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. ______________________________________ Predictable Revenue Radio is sponsored by Altify and hosted by Altify CMO Patrick Morrissey.

Host Patrick Morrissey interviews Altify’s Sr. Director of Product Marketing, Nigel Cullington about the results of Altify’s Customer Optimization Benchmark Study. Pat and Nigel discuss  the report results which show  dramatic shifts underway for companies attempting to drive top-line results. Customer Optimization appears to be the secret sauce for these companies as they look at sales and marketing leadership and execution. Revenue Growth is the top Priority (Optimizing for growth starts with people) Digital Transformation and the rise of AI continue to disrupt the landscape (Trust is in a precipitous decline) Companies are focusing on sales effectiveness to drive revenue (with some limited results) Sales Teams require more investment Win rate is directly tied to deal qualification and forecast accuracy The 29 page report, loaded with graphics and charts is discussed at length.    Down load the report here:  2019 RESULTS Customer Revenue Optimization Benchmark Study The research report is reviewed on the Sales Lead Management Today blog and has earned a Recommended Read badge. _______________________________ Predictable Revenue Radio is hosted by Patrick Morrissey and is sponsored by Altify. Altify's CRO applications helps thousands of salespeople, sales leaders and executives achieve sustained customer revenue optimization and sales success.

In the intersection of sales and marketing in a growing company there are always lessons learned the hard way, but once learned they can stay with you.  Live from Dublin, Ireland and San Jose, CA: How do you go from innovative new technology to building and owning a category? That’s the question will dig into with John Kreisa, VP Marketing at Hortonworks – one of the fastest growing tech companies in history. We’re going to talk about the ins and out, challenges and difficulties of creating and scaling a category. Finding repeatable processes Hiring entrepreneurial spirited people New ventures put sales and marketing close in the same foxhole and from that both learn Why marketing and sales has to be a partnership About our guest, John Kreisa: John brings over 20 years of experience in technology marketing leadership to Hortonworks and is responsible for the strategy and execution of all of its marketing activities. Most recently, John led the Data Storage marketing activity at Red Hat via the acquisition of Gluster Inc. Prior to Gluster, John held various marketing roles at Cloudera, MarkLogic, Business Objects John holds a BS in Computer Science from The University of Texas in Austin. _____________________________________________ Predicable Revenue is hosted by Patrick Morrissey and sponsored by Altify the sales transformation software company.

Everyone talks about customer success, but what is it? How to do you measure it and what’s part does Customer Success Play on the revenue team. Fundamentally, customers success is about ensuring customer value and revenue protection. Patrick's guest for this episode is Bob Slaby, Chief Customer Officer, Altify. 

In this episode, Predictable Revenue host Patrick Morrissey 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. 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. Prior to founding Aragon Research, Jim was the VP/general manager of the collaboration business unit at Saba Software. Jim also spent 15 years at Xerox in a variety of software and hardware sales and marketing positions. Jim has a B.S. in finance from Penn State University. About the Show: Predictable Revenue Radio by Altify The only way to unlock sustained growth is to deliver predictable revenue, and that’s the focus on Predictable Revenue Radio. Delivering insights, thought leadership, and best practices on how to improve sales velocity, Predicable Revenue Radio talks to the top B2B sales leaders, sales ops, enablement and marketing execs to help you crack the code to high performance selling. Predictable Revenue Radio brought to you by Altify, the Sales Transformation company. The host is Patrick Morrissey Visit Altify.com today to see how they help accelerate sales performance for some the world’s best sales teams including Autodesk, Comcast, GE, Honeywell, Salesforce, Tableau, and UnitedHealthcare.

Let’s face it, everyone that’s anyone wants to partner with Salesforce. And while Salesforce ties to make to make it easy, there are secrets to make it successful. Our three guests today can help us with the tips and tricks to partnering with the largest CRM company in the world. Salesforce counts 150,000 companies as its customers in 100 countries. The guests are: This episode of Predictable Revenue Radio features a panel of experts including:  Alexandra Douglas, Partner Account Director, Salesforce. Kevin Murray, Director of Alliances, Traction on Demand.  Helen Joo, VP Alliances, Altify.   

For those with a long workout or miles to go before you sleep hike, listen to six programs on the Funnel Radio Channel.  Click to hear all programs sequentially.  Or click on the program links below to listen to individual 25 minute podcast replays of the live program.   These are the Funnel Radio Channel Programs for November 29th, 2018.  They are offered sequentially as broadcast.     Quite a broadcast day for our 5th Thursday of the month.  Patrick Morrissey and Mat Singer kick it off on Predictable Revenue Radio with the topic - Making Sales Enablement Work for 2,000 salespeople. Mari Anne Vanella welcomes Dan Sixsmith on Outstanding Outbound tackling What Sales Leadership is in Denial About. Insights from Leading SMB & CRM Pundit Gene Marks on CRM Radio with host, Paul Petersen. Matt's guest is Gillian Muessig, CEO & Co-Founder Outlines Venture Group  @SEOmom Topic: B2B Start-up Sales Lessons, Mistakes & Best Practices. Kyla and John talk about Five Factors Creating Elite Sales Mindsets on Asher Sales Sense. WVU MarComm today closes out with host, Cyndi Greenglass and her guest, Larry Stultz talking about Ideation Techniques, Concept Development and Integrated Marketing Communications (IMC). Join us and listen live or catch replays from any of our shows. 9:00 am Pacific: Predictable Revenue Radio by @Altify with host, Patrick Morrissey @PatMorrissey Guest: Mat SingerTopic: Making Sales Enablement Work for 2,000 Salespeople https://goo.gl/ozSFsP 10:30 am Pacific: Outstanding Outbound by The Vanella Group with host, Mari Anne Vanella @vanellagroup Guest: Dan SixsmithTopic: What sales leadership is in denial about https://goo.gl/fSiqWv 11:00 am Pacific: CRM Radio by GoldMine with host, Paul Petersen @goldminecrm Guest: Gene Marks @genemarks Topic: Insights from Leading SMB & CRM Pundit Gene Marks https://goo.gl/LMDTDh 11:30 am Pacific: Sales Pipeline Radio by @heinzmarketing with host, Matt Heinz Guest: Gillian Muessig, CEO & Co-Founder Outlines Venture Group  @SEOmomTopic: B2B Start-up Sales Lessons, Mistakes & Best Practices https://goo.gl/NSRAcg 12:00 pm Pacific: Asher Sales Sense by Asher Sales Strategies with host, John Asher @asherstrategies Guest: Kyla O'ConnellTopic: Five Factors Creating Elite Sales Mindsets https://goo.gl/8EHc4f 12:30 pm Pacific: WVU Marketing Communications Today with host, Cyndi Greenglass @directchick @larrystultz Larry StultzIdeation Techniques, Concept Development and Integrated Marketing Communications (IMC) https://goo.gl/Muf8i2

I asked Patrick Morrissey, "What are some of the keys you find to building really high performance marketing teams that can deliver results?"  He said... "It's an interesting question because I think everybody comes to the notion of team a little bit differently. But I would say, particularly in marketing that, marketing is fundamentally a team sport. And not just on your team, but the extension of marketing into sales. So, there's a few different things I would call out in terms of focus on teams that I have found to be successful over time."  ----more---- "One is as a general rule when you're trying to put together a team, I would have a strong bias for athletes versus experts. Because, the pace of change across every business and across every market is so quick now, that there are a lot of people who may be an expert in a particular sub-discipline, who can't transfer those skills and can't help other members of the team. So one, I'd look for athletes not experts and people who can really work to solve the problem."  "The second thing, when you're thinking about marketing is really having an understanding and a focus on learning to try to understand the customer in the market. And a lot of that comes out of my heritage in product marketing, but also I think there's a lot of bias that people, particularly on the sales sides of this discussion have, that marketing does a lot of hand waving, doesn't really actually understand what's going on. And so you need people across the entirety of the team to really be focused on, not just the mission of the company and trying to produce a result, but really understanding the customer in the market." "And then the third thing I would say... specifically that helps inform teams, is look for people who have sales DNA. Because more often than not, the ... Having lived the life of somebody in sales and you had a great example, Elissa Fink was on with you a couple weeks ago from Tableau. She is a great example that proves the pieces in my mind, which is people who started early in their career or who have had experience in selling, have a lot more empathy for the realities of what it takes to generate an opportunity to get a deal done. But, also what results look like as measured by revenue, and I think all those things are important." Listen in to hear more! More from Patrick:   I am a growth-driven marketing, sales and business development executive in high technology focused on building high performing teams, building lasting relationships and delivering results. I am also an advisor to innovative start up companies. I run marketing, alliances and channels at Altify. We focus on making the lives of sales people better by delivering great software that help strategic sellers win the deals that matter. You May Also Like:    Predict Revenue Radio by Patrick Morrissey   Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!

Donal Daly and I talk about the big challenges facing sales organisations today and what the best organisations around the world are doing to stay ahead of the pack. Donal shares real life client case studies and gives us many expert tips on what we need to be focusing on. Some great insight from a real industry leader. Donal is the author of the best-selling book 'Digital Transformation in a Customer First World'. He is also the Chairman of Altify, a company with an incredible history of pioneering in the sales industry and committed to 'Elevating the world's most successful sales organizations'.

Click to hear all programs sequentially.  Or click on the program links below to listen to individual 25 minute podcast replays of the live program.   These are the Funnel Radio Channel Programs for November 15th, 2018.  They are offered sequentially as broadcast.     ----more---- 9:00 am Pac: Predictable Revenue Radio by ALTIFY hosted by @PatMorrissey Guest: Glenn Davis, Sr. VP, Growth Execution and Client Engagement UnitedHealth Group Topic: Why is 78% of Sales Rep time spent on Non-Selling Activities? https://goo.gl/wTiQnL 10:30 am Pac: Ready, Set, Grow! with host Laura Patterson @lauravem by VisionEdge Marketing Guest: Greg Stock, CEO Zenoss @GregStock https://goo.gl/zfpcEP 11:00 am Pac: Sales Enablement Radio by @thebrevetgroup hosted by Ralph Grimse Guest: John Krumheuer - Vice President of North American Sales, SmartDrive Topic: What Every Sales Leader Wants Sales Enablement to Know https://goo.gl/qwHCm3 11:30 am Sales Pipeline Radio hostet by Matt Heinz @heinzmarketing Guest: Joe Hyland, CMO ON24 @mojoehyland Topic: Joe Hyland Confesses How a Minor in Psychology Led him to be a CMO https://goo.gl/NSRAcg 12 Pac/3pm Eastern - Asher Sales Sense with host Kyla O'Connell by @asherstrategies Guest: Judy Schramm @proresource Topic: If you think LinkedIn doesn’t matter for your business, here’s why you’re wrong. https://goo.gl/8EHc4f NEW SHOW! Growthbound B2B by @discoverorg hosted by Katie Bullard Guest: Justin Gray @Jgraymatter Topic: Getting Growthbound with Justin Gray - What the world’s fastest companies do differently. https://goo.gl/eX3ptC

These are the Funnel Radio Channel Programs for November 1st 2018.  The programs are offered to you in sequence.   ----more---- 9am Pacific: Predictable Revenue Radio with host, Patrick Morrisey by Altify @PatMorrissey Guest: John Kreisa, VP Marketing at Hortonworks @marked_manTopic: Going from Technology Innovation to Owning a Category  https://goo.gl/FmND48 Live Nov 1 from Dublin, Ireland and San Jose, CA: How do you go from innovative new technology to building and owning a category? That’s the question will dig into with John Kreisa, VP Marketing at Hortonworks – one of the fastest growing tech companies in history. We’re going to talk about the ins and out, challenges and difficulties of creating and scaling a category   10:30 am - Revenue Rebels by DemandLab with host, Rhoan Morgan @demandlab Guest: Darryl Praill, VP Marketing, VanillaSoft @ohpinion8ed @vanillasoftTopic: 4 Steps to Accelerating Company Growth https://goo.gl/RC68pA Revenue Rebels spotlights rule-breaking marketing and sales leaders who are accelerating business growth with a fanatically customer-centric approach and this month we’re featuring Darryl Praill, Chief Marketing Officer at VanillaSoft. Since joining the VanillaSoft team a year ago, Darryl has transformed the sales and marketing process and increased lead flow by launching an inbound marketing strategy and an aggressive digital marketing program supported by a strong sales and marketing stack. If you’re a marketing leader ready to elevate your company, tune in to this episode to hear Darryl’s 4-step approach to accomplish this and more.   11:00 am - Sales Enablement Radio by the Brevet Group with host, Ralph Grimse @thebrevetgroup Guest: Chris Day @christopherldayTopic: Crushing Your Quota Using Situational Awareness https://goo.gl/sjTcmo Our conversation is with Chris Day, inside sales leader at Bazaarvoice. We explore how to using situational awareness and pattern matching helps ramp new sellers faster and improves sales coaching and enablement. His team is crushing it, check it out! 11:30 am - Sales Pipeline Radio with host, Matt Heinz @heinzmarketing Guest: Jeb Blout @SalesGravyTopic: Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount  https://salesleadmgmtassn.com/adClick.cfm?id=542 12:00 pm - Asher Sales Sense by Asher Sales Strategy with host, John Asher @asherstrategies Guest: Brian BeveridgeTopic: Aligning Sales and Marketing Strategy and Execution to Optimize Growth https://goo.gl/rN6UkR  One of the most difficult and enduring challenges business leaders face is misalignment of sales and marketing. And Brian Beveridge knows how to fix this. Even if you have winning talent and winning solutions, if you can’t get your sales and marketing strategy and execution working seamlessly you’re missing out on money.  While these challenges vary some between Enterprise and SMB markets, there are key steps business leaders can take to make substantial impact toward revenue growth. With decades of experience in this arena, Brian has key recommendations for how you can have immediate results to boost sales and crush your competition. Tune in to “Asher Sales Sense” November 1 at 3PM Eastern on asherstrategiesradio.com to hear John Asher talk with Brian Beveridge of Beveridge Consulting about “Aligning Sales and Marketing Strategy and Execution to Optimize Growth. 12:30 pm - Rooted in Revenue with host, Susan Finch @susanfinchweb Guest: Amy Franko, Author, SpeakerTopic: The Modern Seller and Why You Need to Become One.  https://goo.gl/jSsJ3b Today's guest is Amy Franko, author of The Modern Seller. (available on Kindle or hardcopy). Some of the points we cover in this interview include big points taken directly from her book. 

Another great episode!  The full transcription will be on our blog starting 6/18/18.   I asked Patrick what are some of the keys you find to building really high performance marketing teams that can deliver results? He said... "It's an interesting question because I think everybody comes to the notion of team a little bit differently. But I would say, particularly in marketing that, marketing is fundamentally a team sport. And not just on your team, but the extension of marketing into sales. So, there's a few different things I would call out in terms of focus on teams that I have found to be successful over time."  "One is as a general rule when you're trying to put together a team, I would have a strong bias for athletes versus experts. Because, the pace of change across every business and across every market is so quick now, that there are a lot of people who may be an expert in a particular sub-discipline, who can't transfer those skills and can't help other members of the team. So one, I'd look for athletes not experts and people who can really work to solve the problem."  "The second thing, when you're thinking about marketing is really having an understanding and a focus on learning to try to understand the customer in the market. And a lot of that comes out of my heritage in product marketing, but also I think there's a lot of bias that people, particularly on the sales sides of this discussion have, that marketing does a lot of hand waving, doesn't really actually understand what's going on. And so you need people across the entirety of the team to really be focused on, not just the mission of the company and trying to produce a result, but really understanding the customer in the market." "And then the third thing I would say... specifically that helps inform teams, is look for people who have sales DNA. Because more often than not, the ... Having lived the life of somebody in sales and you had a great example, Elissa Fink was on with you a couple weeks ago from Tableau. She is a great example that proves the pieces in my mind, which is people who started early in their career or who have had experience in selling, have a lot more empathy for the realities of what it takes to generate an opportunity to get a deal done. But, also what results look like as measured by revenue, and I think all those things are important." Listen in to hear more! More from Patrick:   I am a growth-driven marketing, sales and business development executive in high technology focused on building high performing teams, building lasting relationships and delivering results. I am also an advisor to innovative start up companies. I run marketing, alliances and channels at Altify. We focus on making the lives of sales people better by delivering great software that help strategic sellers win the deals that matter.

In this episode, Allison Pickens (Chief Customer Officer, Gainsight) sits down with Anthony Reynolds (CEO, Altify) to uncover why he thinks Customer Success is a pathway to the CEO's office, Anthony's Journey from CCO to CEO, and why customer-centricity starts at the heart of an organization.

In this episode we talk to Patrick Morrissey, the CMO of Altify.

  This is replay as Matt is at the conferences this week.  Matt asked what AI means to sales and marketing leaders. Lara told us, "It's important to bring the augmented intelligence piece to help humans perform better. An example - a sales rep is working 4-5 deals critical for the quarter, with our software they can be notified if a change is noticed affecting their influence on the sales decisions by looking at more than past data."  Our guest is Lara Shackelford of Altify. Altify sells to sales professionals. With their software, every sales rep can sell like your BEST sales rep. More reveals followed at DreamForce as it ties to AI and Einstein. Matt then asked if there is there a difference between augmented and predictive analytics and intelligence. Lara gave a quick overview: Predictive - predicts what will happen in the future based on a lot of data. This involves high quantity of data. Augmented takes knowledge and context into providing a solution and be able to flag insights to alert the human to be more effective and generate results based on the data and knowledge. This has been the missing piece - the CONTEXT. This helps guide the next best step. Catch the replay of this show to get more insights from Lara Shackelford.

Today Buyers Meeting Point welcomes Donal Daly as our guest. Donal is the Founder and CEO Founder of Altify, a provider of enterprise sales methodology for enterprise B2B sales organizations. He is also the author of the Amazon #1 Best-seller ‘Account Planning in Salesforce’ and the recently released Tomorrow Today: How Ai Impacts How We Work, Live And Think.  Altify recently opened the response period for their 2017 Business Performance Benchmark Study, and Buyers Meeting Point is one of a carefully chosen group of partners working to encourage participation and learning from the study’s results. The study, which is open now through December 21st will examine revenue considerations, top priorities, and metrics that we can use to gauge progress.  All participants will receive a copy of the report including results, analysis and insights and it only takes 10 minutes to share your opinion.  CLICK HERE TO PARTICIPATE To read a transcript of the interview, click here.  

Our guest is Lara Shackelford of Altify. Altify sells to sales professionals. With their software, every sales rep can sell like your BEST sales rep. More reveals followed at DreamForce as it ties to AI and Einstein. Matt asked what AI means to sales and marketing leaders. Lara told us, "It's important to bring the augmented intelligence piece to help humans perform better. An example - a sales rep is working 4-5 deals critical for the quarter, with our software they can be notified if a change is noticed affecting their influence on the sales decisions by looking at more than past data."  Matt then asked if there is there a difference between augmented and predictive analytics and intelligence. Lara gave a quick overview: Predictive - predicts what will happen in the future based on a lot of data. This involves high quantity of data. Augmented takes knowledge and context into providing a solution and be able to flag insights to alert the human to be more effective and generate results based on the data and knowledge. This has been the missing piece - the CONTEXT. This helps guide the next best step. Catch the replay of this show to get more insights from Lara Shackelford. More about Lara Shackelford: Lara is a leader in marketing strategy, innovation and execution, building market prominence for some of the largest technology enterprise companies as well as the most innovative Silicon Valley startups. She is known for creating a culture of success that enables brands to clarify, amplify and elevate their share of voice in a crowded marketplace. As EVP and CMO of Altify (Formerly The TAS Group), Lara is responsible for driving market leadership, global awareness, alliances and channels, demand generation, product marketing, content marketing strategy, and strategic events.

In this episode, Donal and I review the major findings from the recent Altify study, Global Buyer/Seller Value Index 2016.

In the 14th podcast, we meet Donal Daly from Altify who innovates in area of sales account management & shares his entrepreneurial advice.