Revenue Optimization Radio by Altify

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Building and Scaling an OEM Sales Organization

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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. 

ABM – Complete bullsh*t or the key to sales and marketing alignment

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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.

Hiring and Scaling your Sales Team

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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.

Nipul Chokshi, Cuts Through Jargon about ABM and AI (Oh, and Revenue Too)

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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.

Unleashing the entire revenue team to solve customer problems

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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.

Revenue Optimization – Getting started with Account Planning

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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.

Everyone’s business is the business of selling experience

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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.

Customer Revenue Optimization - Automate sales or be left behind.

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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.

 

Research States Women in Sales Have a 10% Greater Win Rate

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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

 

Building a level 3 strategic seller – and strategic sales force

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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:

He 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 the designing & 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.