Podcast appearances and mentions of Patrick Morrissey

0:00 - Trump on Biden's autopen 13:27 - Dems are "in this moment" 34:07 - Tom Homan on the "old law" Trump is using for deportations 55:21 - Nicole Georgas discusses the civil rights complaint she filed on behalf of her 13 year old daughter who was forced to change clothes in front of a male student in the girls locker room at Alan B. Shepard Middle School in Deerfield, Illinois 01:12:19 - In Depth History w/ Frank From Arlington Heights 01:15:09 - Lavender Bunde Leaders 01:35:26 - President at Wirepoints, Ted Dabrowski, on the “DEI equity lens” Illinois leadership sees everything through. Get Ted’s latest at wirepoints.org 01:51:29 - WV Gov. Patrick Morrissey to potenitally sue the NCAA over Mountaineers snub 02:00:08 - Tim Stearns, president and founder of TJ Stearns in Arlington Heights, wants to bring investors “back to the fundamentals” in today’s topsy-turvy market. Tim is also the host of “Protect & Grow: Chicagoland Retirement.” Tune in Saturdays from Noon to 1:00PM (CT) at 560 The AnswerSee omnystudio.com/listener for privacy information.

In part two of this episode, Brain & Life Podcast host Dr. Daniel Correa is joined by Brendan Cusick and Patrick Morrissey, two of the four members of the team who completed what is considered the World's Toughest Row and raised over 40 million dollars for increased research for Parkinson's disease. Patrick himself lives with an early Parkinson's disease (PD) diagnosis and still found his own way to manage symptoms and become the first person with PD to complete this challenge. Brendan and Patrick discuss how this experience changed their lives once they got home and what they took away from it. Dr. Correa is then joined by Dr. Jori Fleisher, a movement disorder specialist at Rush University Medical Center, and a passionate advocate for people and families living with advanced Parkinson's and related conditions. Dr. Fleisher discusses Parkinson's treatment options and how caregivers can be best supported.   Additional Resources Swimming Helps to Manage Parkinson's Disease The Benefits of Rock Climbing for Parkinson's Disease Margie Alley Plays Ping-Pong to Cope with Parkinson's Disease   Other Brain & Life Podcast Episodes World's Toughest Row with Brendan Cusick and Pat Morrissey: Part One NBA Star Brian Grant Living On Time with Parkinson's Ed Begley Jr. on Utilizing a Healthy Lifestyle to Thrive with Parkinson's Disease How American Ninja Warrior Jimmy Choi Rose Above Parkinson's We want to hear from you! Have a question or want to hear a topic featured on the Brain & Life Podcast? ·       Record a voicemail at 612-928-6206 ·       Email us at BLpodcast@brainandlife.org   Social Media: Brendan Cusick and Patrick Morrissey @humanpoweredpotential; Dr. Jori Fleisher @RushMedical Hosts: Dr. Daniel Correa @neurodrcorrea; Dr. Katy Peters @KatyPetersMDPhD

In this two-part episode, Brain & Life Podcast host Dr. Daniel Correa is joined by Brendan Cusick and Patrick Morrissey, two of the four members of the team who completed what is considered the World's Toughest Row and raised over 40 million dollars for increased research for Parkinson's disease. Patrick himself lives with an early Parkinson's disease (PD) diagnosis and still found his own way to manage symptoms and become the first person with PD to complete this challenge. Brendan and Patrick discuss what led them to this journey and how Patrick managed symptoms during the challenge. Dr. Correa is then joined by Dr. Jori Fleisher, a movement disorder specialist at Rush University Medical Center, and a passionate advocate for people and families living with advanced Parkinson's and related conditions. Dr. Fleisher explains Parkinson's and why movement is so vital for those affected.   Additional Resources Swimming Helps to Manage Parkinson's Disease The Benefits of Rock Climbing for Parkinson's Disease Margie Alley Plays Ping-Pong to Cope with Parkinson's Disease   Other Brain & Life Podcast Episodes NBA Star Brian Grant Living On Time with Parkinson's Ed Begley Jr. on Utilizing a Healthy Lifestyle to Thrive with Parkinson's Disease How American Ninja Warrior Jimmy Choi Rose Above Parkinson's   We want to hear from you! Have a question or want to hear a topic featured on the Brain & Life Podcast? ·       Record a voicemail at 612-928-6206 ·       Email us at BLpodcast@brainandlife.org   Social Media: Brendan Cusick and Patrick Morrissey @humanpoweredpotential; Dr. Jori Fleisher @RushMedical Hosts: Dr. Daniel Correa @neurodrcorrea; Dr. Katy Peters @KatyPetersMDPhD

WMAL GUEST: 8:35 AM - INTERVIEW - WEST VIRGINIA ATTORNEY GENERAL PATRICK MORRISSEY  West Virginia transgender sports ban overturned in federal appeals court  19 AGs Urge House Oversight Committee to Reject DEI Legislation Where to find more about WMAL's morning show:  Follow the Show Podcasts on Apple podcasts, Audible and Spotify. Follow WMAL's "O'Connor and Company" on X: @WMALDC, @LarryOConnor,  @Jgunlock,  @patricepinkfile and @heatherhunterdc.  Facebook: WMALDC and Larry O'Connor Instagram: WMALDC Show Website: https://www.wmal.com/oconnor-company/ How to listen live weekdays from 5 to 9 AM: https://www.wmal.com/listenlive/ Episode: Wednesday, April 17, 2024 / 8 AM Hour  O'Connor and Company is proudly presented by Veritas AcademySee omnystudio.com/listener for privacy information.

In the 8 AM Hour: Larry O'Connor and Julie Gunlock discussed: WMAL GUEST: 8:05 AM - INTERVIEW - SEN. TOMMY TUBERVILLE - R-AL Tuberville Holds Biden Administration Accountable for Taxpayer-Funded Abortions Facilitated by the Department of Veterans Affairs House delivers Mayorkas impeachment articles to the Senate to begin a trial Little kids in Harlem telling President Trump they love him as his visits their neighborhood may be the most wholesome thing you see all day.  Trump's getting “four more years” chants at a Harlem bodega WMAL GUEST: 8:35 AM - INTERVIEW - WEST VIRGINIA ATTORNEY GENERAL PATRICK MORRISSEY  West Virginia transgender sports ban overturned in federal appeals court  19 AGs Urge House Oversight Committee to Reject DEI Legislation Where to find more about WMAL's morning show:  Follow the Show Podcasts on Apple podcasts, Audible and Spotify. Follow WMAL's "O'Connor and Company" on X: @WMALDC, @LarryOConnor,  @Jgunlock,  @patricepinkfile and @heatherhunterdc.  Facebook: WMALDC and Larry O'Connor Instagram: WMALDC Show Website: https://www.wmal.com/oconnor-company/ How to listen live weekdays from 5 to 9 AM: https://www.wmal.com/listenlive/ Episode: Wednesday, April 17, 2024 / 8 AM Hour  O'Connor and Company is proudly presented by Veritas AcademySee omnystudio.com/listener for privacy information.

In the 8 AM Hour: Larry O'Connor and Mercedes Schlapp discussed: WMAL GUEST: 8:05 AM - INTERVIEW - WEST VIRGINIA ATTORNEY GENERAL PATRICK MORRISSEY is calling on Kamala Harris to invoke 25th Amendment against Biden  State attorney general officially calls on Kamala Harris to invoke 25th Amendment, remove Biden from office Huma Abedin and George Soros' son Alex reveal relationship in Valentine's Day photo from Paris George Soros scoops up 220 U.S. radio stations ahead of 2024 election An organized gang of illegal migrants have stolen MILLIONS from the wealthy gated communities around Detroit. They are breaking into homes and taking safes, jewelry, precious metals, etc. County Sheriff Michael Bouchard says the gangs are from South America  White House rejects Johnson's requests to meet with Biden: 'What is there to negotiate?' GOP Speaker Johnson says House won't be 'rushed' to approve aid for Ukraine as $95B package stalls  National Geographic names drag queen & climate activist Pattie Gonia Traveler of the Year 2024 Where to find more about WMAL's morning show:  Follow the Show Podcasts on Apple podcasts, Audible and Spotify. Follow WMAL's "O'Connor and Company" on X: @WMALDC, @LarryOConnor,  @Jgunlock,  @patricepinkfile and @heatherhunterdc.  Facebook: WMALDC and Larry O'Connor Instagram: WMALDC Show Website: https://www.wmal.com/oconnor-company/ How to listen live weekdays from 5 to 9 AM: https://www.wmal.com/listenlive/ Episode: Thursday, February 15, 2024 / 8 AM Hour See omnystudio.com/listener for privacy information.

WMAL GUEST: 8:05 AM - INTERVIEW - WEST VIRGINIA ATTORNEY GENERAL PATRICK MORRISSEY is calling on Kamala Harris to invoke 25th Amendment against Biden  State attorney general officially calls on Kamala Harris to invoke 25th Amendment, remove Biden from office Where to find more about WMAL's morning show:  Follow the Show Podcasts on Apple podcasts, Audible and Spotify. Follow WMAL's "O'Connor and Company" on X: @WMALDC, @LarryOConnor,  @Jgunlock,  @patricepinkfile and @heatherhunterdc.  Facebook: WMALDC and Larry O'Connor Instagram: WMALDC Show Website: https://www.wmal.com/oconnor-company/ How to listen live weekdays from 5 to 9 AM: https://www.wmal.com/listenlive/ Episode: Thursday, February 15, 2024 / 8 AM Hour See omnystudio.com/listener for privacy information.

Today, we're talking about everything from comfort zones to comparing yourself to other people. This is your sign to follow your passions

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.

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

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

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

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

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

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

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

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.

We had the opportunity to interview The Faim at SOMA San Diego!"For The Faim, an album is not only about showing what you can do now, but what you want to do in the future. The Perth four-piece went into the making of State of Mind, the band’s debut full-length, with the goal of expanding their range and getting out of their comfort zone. Over the course of two years, the musicians worked with numerous songwriters and producers to craft a collection of songs that showcase a vast range of styles and tones.“We wanted to the show the variety of skills between the four of us,” says Stephen. “But we also want to write and record the music we want to hear. We asked ourselves, ‘What is missing? What do we want to be hearing?’ And then we decided, ‘Why don’t we just write that?’”“We wanted to stick true to our roots and where we came from, which is essentially just us being able to explore the passion and love we have for music,” Josh adds. “But we also wanted to experiment and to have fun with the songs.”The Faim (French for “the hunger”) have been building to this moment since they performed their first show at Stephen’s 18th birthday party, then known as Small Town Heroes. Josh and Stephen grew up together, playing together on various sports teams, and began writing music together after an assignment in Stephen’s music class. Soon the musicians were penning their own songs, inspired by bands like Fall Out Boy, Panic! at the Disco, and Metallica, and each brought in an array of musical influences, from indie rock to jazz to pop-punk. Sam and Linden, who met working at The Hen House Rehearsal Studios in Perth, rounded out the band’s lineup after they changed their name to The Faim.For several years, The Faim hustled to build a following in Perth, regularly handing out flyers and posters outside Perth Arena and recording 30-second covers of their favorite tracks to post online. That motivation was important in the isolated community’s small music scene, and the band was dedicated and willing to sacrifice everything to follow their dream. That hard work paid off when the band got the attention of producer John Feldmann in the summer of 2016. They noticed that Feldmann had posted a call on Instagram for unsigned bands with touring experience, and although The Faim had no real touring experience, they messaged him anyway. The producer wrote back a few weeks later and everything instantly went from zero to a hundred.The musicians brought 30 half-written ideas to Feldmann’s studio in Los Angeles the following year, where they enlisted the help of several co-writers, including Pete Wentz (Fall Out Boy), Mark Hoppus (Blink 182), Josh Dun (Twenty One Pilots) and Ashton Irwin (5 Seconds of Summer). Their debut EP, Summer Is a Curse, dropped in the fall of 2018, hinting at the potential for a full-length album. The title track, “Summer Is A Curse,” an anthemic song the band wrote with Irwin about realizing that you have to follow your dreams even if it requires a sacrifice, became an immediate hit, with over 15 million streams worldwide to date.The songs on State of Mind encapsulate nearly four years, ranging from an old favorite called “Infamous” to “Summer Is a Curse” to a brand new track “Humans,” the first single off the album. The songs, recorded mostly in Los Angeles in various studios with a collection of different producers, reveal how The Faim has evolved since their inception. Co-created with Patrick Morrissey and David Dahlquist while the band was writing songs in New York, “Humans” is an epic rock anthem with a massive, resonant chorus that reflects on how connected we all actually are. “Tongue Tied,” produced by Drew Fulk, takes the band even further out of their comfort zone, as does “State of Mind,” which was created with the purpose of testing new waters.“We wanted to shake up our mindset and our way of doing things,” Stephen says. “For ‘State of Mind,’ I picked a chord I never play and that’s how the song starts. That song was originally five or six minutes long and it comes from the idea of doing something we’ve never done before. We wanted to go to a place we’d never gone to. Sometimes you have to do the complete opposite of what you think you should do to make sure that’s very much yourself. It came together really well.”Overall, the songs contain a variety of influences. The musicians looked both to artists they grew up with like Red Hot Chili Peppers to newer bands like The 1975. The lyrics come from emotions or experiences personal to the band members as a whole, with each song centering on an idea that’s relatable to both themselves and their listeners.“We write from an honest place,” explains Josh. “That’s something we always want to stay true to. If you write songs that are real, people will be able to connect to them, especially during the live performances. It has to resonate with us for it be relatable to our fans as well. On this album it was about connecting with ourselves and explore our influences and our own talent. If we stick to who we are and what we feel hopefully everyone else will find something in the music too.”Over the past year, The Faim has built up a strong following around the world, from Australia to Europe to the States. They’ve performed at Download Festival, Slam Dunk, and Reading & Leeds, and toured with PVRIS, Against the Current, Sleeping With Sirens, and Andy Black. In 2018, The Faim performed 100 shows across three continents and 13 countries, while in 2019 the band embarked on their first headlining tour, selling out shows in cities like London, Sydney, Amsterdam and Hamburg. “Summer Is A Curse” has become a bona fide hit Germany, hitting No. 12 on the airplay charts after being played 24,000 times on German radio in 2018. The track, which appears in a Jeep commercial in France, hit No. 2 at radio in the Czech Republic. The band also scored the soundtrack to Coca-Cola's global advertising campaign for Coke Zero, which was shown in 18 countries worldwide. Overall, The Faim have racked up over 26 million streams globally – and that’s just the beginning.State of Mind reveals a band on the rise, a group of musicians who are all about making genuine songs that bring people together and create a community.“You’ll never get anything fake from us,” Stephen says. “Our hearts and souls are on our sleeves 100 percent of the time. We want to keep things true to how we started. We do this because we love music and we want to play music and that’s it. There are no ulterior motives. The goal is to play music and that will be the goal for our entire career.”Josh Raven – Lead VocalsStephen Beerkens – Bass/KeyboardSamuel Tye – GuitarLinden Marissen – Drumshttp://thefaim.com/https://www.bringinitbackwards.com/Tera@BringinitBackwards.comCREDITS:Theme Song: Scott RussoDesign: Oscar RodriguezPhoto: Michelle Grace Hunder

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.

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

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

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  

Most tenured salespeople think of themselves as strategic sellers, but do they really have the skills? The real judge and jury is the customer.  Are you perceived as a professional seller vs. those you compete with? The harsh reality is that you are compared, whether you like it or not? This episode will explore the different levels of sales expertise and what good looks like. About our guest: Jay Shephard has spent his entire professional career transforming sales organizations and moving sales metrics for the Sales Executives he works for. His passion is leading sales force effectiveness through sales enablement strategy building, sales metrics design, customized sales, and sales management training.He has 20 years of sales and sales management experience in strategic software and services sales, earning multiple sales honors and recognition from clients all across the globe. As a Sales Enablement Leader, he continues to use this experience in designing and leading of Global Sales Productivity initiatives, building and managing delivery teams further gaining vital knowledge of what it takes to consistently succeed and how to avoid failure.     Revenue Optimization Radio is hosted by Patrick Morrissey of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

  In this session, host Patrick Morrissey interviews Tracy Eiler about what it takes to attract and retain women in revenue.  Top players that increase revenue are in demand, be it attendance at a professional game or products sold in B2B. 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. 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. About Tracy Eiler Currently an Executive at Inside View 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, public company, and M&A experience. Marketed to line-of-business executives, end users, IT, and C-suite. Metrics-driven across all initiatives. Roll-up-the sleeves attitude with a strategic and creative outlook. 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.

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.

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.

Sales people think if they just had more leads from marketing, they would close more deals. The reality is much more complex and marketing done right is part of the revenue team. During this show we’re going to discuss customer acquisition, the marketing to sales hand-off and how to find the signals that turn suspects into revenue…and we might talk a little about Notre Dame Football and the BCS. Our guest is Guy Weismantel and the host is Patrick Morrissey.  About our guest: Guy Weismantel is the CMO of Pushpay. He's excited to help an amazing team continue their fast growth in disrupting new markets for churches, schools, and non-profit organizations. With over 7000 customers, and incredible growth trajectory, and dedicated and fun people to work with everyday.

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

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!

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

This week on the podcast, we traverse the poetics of place and shared space with Andy Fitch, Miquel Àngel Llauger, Joshua Beckman, & Patrick Morrissey.

Join us as guest speaker Patrick Morrissey shares his own story of deep personal loss, and offers practical lessons and prayers on how to comfort others, find peace and find God in the midst of tragedy.

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

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