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.
In this interview, Glenn Davis Sr., Vice President of Growth Execution and Client Retention at Optum, part of UnitedHealthcare, discusses with host Patrick Morrissey the state of sales professionalism today. He points out sales reps spend only 22% of their time with the prospect/customer and what to do about it. He questions and answers why the level of sales professionalism seems to be dropping with both sales reps and managers. In addition, they discuss:
- How technology is affecting selling
- How to engage with the prospects
- Why there seems to be so little sales training
- Why there seems to be a loss in the art and discipline of selling
- What’s happened to questioning skills?
- How to stay on top of the changing nature of sales
About Glen Davis
Glenn Davis is a Senior Executive with extensive and successful experience in all areas of growth and growth leadership. He has an impressive track record leading and developing growth teams with extensive experience in sales, large client development, and growth operations. His teams have been transformative forces driving profound results using client focus and high accountability as key drivers of achievement.
Building an OEM sales team is one of the hardest sales models to build and monetize. In this episode of Revenue Optimization Radio, we talk to Ryan Begin from Salesforce on what’s required to hire, build and scale an OEM sales model to deliver revenue.
About Patrick's guest, Ryan Begin:
He's an experienced Sales Director with a demonstrated history of working in the internet industry. Skilled in Sales, EnterpriseSoftware, Customer Relationship Management (CRM), Sales Operations, and Strategy. Strong sales professional with a BA focused in Psychology from the University of California, Berkeley.
Today the answer to all issues big and small across sales and marketing is more account-based marketing – ABM. In this episode, I sit down with Paul Ross to explore the myth and the reality of ABM and what role account-based marketing and selling play in building scale…and getting sales and marketing on the same page.
About our guest, Paul Ross:
Paul brings 20 years of making things happen for organizations through marketing. He has helped scale the performance of businesses large and small, including Microsoft’s data center management portfolio, Alteryx’s data blending and analytics, and Business Objects business intelligence. He has a passion for disrupting established business models. Currently, he is SVP Marketing at Sentieo, the leading financial research platform.
Traction on Demand is one of the fastest growing consulting companies in the world and the largest independent Salesforce consulting partner. In this episode, Andrew Buckley discusses Traction’s unique “build vs. buy” approach to hiring and scaling their sales organization.
About our guest:
Andrew Buckley is an innovative leader with a proven track-record building outstanding go-to market teams that consistently exceed corporate targets. My core belief is that the role of a leader is to drive a culture of success through accountability and the creation of an environment that gets the best out of every member of the team.
The two biggest buzzwords in sales and marketing are ABM and AI. In this interview, Nipul Chokshi, VP of Marketing and Lattice Engines cuts through the jargon to talk about how account-based marketing and AI improve sales and marketing, and increase revenue.
Nipul Chokshi, VP, Marketing
Nipul Chokshi runs marketing at Lattice and is responsible for product positioning and sales enablement.
Prior to Lattice, Nipul built and ran the solutions marketing and sales enablement functions at Yammer (acquired by Microsoft in 2012). Before Yammer, he led product management/marketing at Marketo and Merced Systems (acquired by NICE Systems). Nipul lives in San Francisco, enjoys great wine and food, and is an avid runner.
He earned a Bachelor's Degree in Electrical Engineering from Cornell University, and an MBA from the University of California, Berkeley, Haas School of Business.
Selling to the top 100 companies in the world requires not just strong qualification and a strategic approach to opportunity management, it requires changing the mindset from “what can we sell the customer,” to “what problem are we solving.” Jane shares her insights on how to activate the entire revenue team, what a great deal review looks like and shares her thoughts on how to focus on customer outcomes.
About our guest, in her own words:
I have been involved in the translation world for a long time now in various capacities - covering project management through to global sales and account management roles. I am a successful sales person and am constantly looking for a solution that best fits with my customers' needs and solves their problems, now and in the future.
Customer Revenue Optimization is all about delivering value for customers, which presents new opportunities to upsell and cross-sell. Most companies miss the mark on upselling. In fact, according to new research from Gartner, 72% of organizations fail to execute with account planning. In this episode, Helen shares her insights on strategies on how to bring effective account planning to any organization.
Today we’re all in the Experience economy, and digital transformation is now mainstream, so how do companies compete? This show gets into the details of Insight-Driven Experience Design and new research from Nicole France at Constellation Research. Your company must be focused on providing a great experience in every interaction. Nicole will share her insights on the urgent need for experience design and share guidance and best practice to get started.
The highly competitive world of b2b sales is seeing the emergence of a new category beyond CRM - Customer Revenue Optimization (CRO). CRO represents a new phase of strategic guided selling and the automation sales process and methodology. It also recognizes the modern reality of the revenue team.
Download the free report.