Revenue Optimization Radio by Upland Altify

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Virtual Events Unplugged

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Thinking about running an online event and don’t know where to start? This episode of Revenue Optimization Radio has you covered. We spoke to Richard King from the Product Marketing Alliance about their seven-day online event, the tech stack needed to make it happen, and festival hangovers.

About Sean's guest:

Richard founded Product Marketing Alliance to disrupt existing product marketing research, education, and events organisations by pioneering a new community-driven content and learning proposition for PMMs and their teams. 

The community consists of over 20,000 product marketing professionals from the world’s leading companies including Amazon, Google, Facebook, Apple, Drift, HubSpot, Salesforce, Box, Dropbox, Atlassian to name a few.

As CEO, he leads the company’s vision of elevating the product marketing profession into a consistent driver of profitable and sustainable growth. The business is the first of its kind within the product marketing discipline, re-inventing the way practitioners learn - from each other.

The Continuous Category Creation Challenge

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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.


Altify   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

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.

Building and Scaling OEM Sales Orgs and Strategic Sales Forces

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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


Altify   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

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.

The Expansion Sale

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"Two roads diverged in a yellow wood, And sorry I could not travel both.” The choice that faces companies today is a similar one faced by Robert Frost in ‘The Road Not Taken.’ Do they take the road most traveled and chase new customers, or should they take the less-traveled route and expand in existing accounts? 80% of companies surveyed by my guest Tim Reisterer from Corporate Visions, spend 70% of their sales & marketing budget on demand gen, content & sales enablement. That leaves only 30% for retention and expansion activities. In a remote-only world, new customer acquisition is challenging, so organizations need to focus on how they can expand in existing accounts. Tim outlines the five-step ‘why evolve’ model from his book ‘The Expansion Sale’ and the role of Customer Success as ‘Value Communicators.’ He is also giving away a free copy of ‘The Expansion Sale’ to one of our listeners. Listen in to find out how to win.  

About Sean's guest:

Tim Riesterer, Chief Strategy and Research Officer at Corporate Visions, is dedicated to improving the messages marketing creates for the field and the conversations salespeople have with prospects and customers. A visionary thought leader, keynote speaker, and practitioner with more than 20 years of experience in marketing and sales management, Riesterer is co-author of three books, including Customer Message Management, Conversations That Win the Complex Sale, and The Three Value Conversations.

Altify   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

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.

Focus on Sales Enablement with Jim Lundy and Doug Landis

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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 Analyst
30 years of industry experience
Silicon 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.


Altify   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

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.

The Pace Race – Optimizing Energy in Times of Crisis

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What do you get when you combine Elvis, Rocket Science, and Latin phraseology? A fascinating insight into how to manage your energy in an unprecedented crisis, that’s what. Everyone wants a seat on a rocket ship but you cannot make smart decisions when you are exhausted. My guest on the show is Sophie Devonshire is the CEO of The Caffeine Partnership and the author of the best seller ‘Superfast: Lead at Speed’. She outlines the importance of the 3 E’s: Energy, Empathy and Editing in managing your pace, how to generate cosmic velocity without hitting Max Q, and the meaning of citius et melius.

About Sean's guest:

Sophie Devonshire CEO, The Caffeine Partnership

Sophie is an experienced business leader, entrepreneur & brand specialist. Her career includes brand management at Procter & Gamble and Coca-Cola GB, Brand Strategy for Interbrand, and Group Account Director for Leo Burnett in the Middle East. She founded, managed and sold an e-commerce business and was CEO of a luxury gifts brand where she doubled turnover; all practical experience which helps ensure a grounded business understanding with her strategic brand consultancy. 

As an experienced brand specialist and entrepreneur, Sophie writes and speaks on the role brands play in successful business. She’s also a passionate advocate of flexible working as the future of effective companies (having won awards for her own business ‘sexi-flexi’ approach), and regularly discusses innovative approaches to balance business and family life. 

Sophie is the author of Superfast: Lead at Speed published by John Murray Press, the #1 bestseller in Change Management books on Amazon.

Triple Threat to Triple Opportunity

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1990’s WWF, triple threats, podcast inside baseball and Content-Based Networking. When you have the host of a hit B2B podcast on the show you know you are going to cover some varied ground. My guest on the show this week is Logan Lyles, Director of Partnerships at Sweetfish Media and the co-host of both the B2B Sales Show and B2B Growth podcasts. We talked about how Content-Based Networking is the triple threat where the host, the contributor and the listener all win. He outlines why podcasts should be the foundation of an organisation's content strategy spawning blogs, webinars, press articles, videos and more.

About Sean's guest:

Logan Lyles is the Director of Partnerships at Sweet Fish Media, a podcast agency for B2B brands. Drawing on his background as a trained journalist and more than 10 years in the B2B sales & marketing space, Logan co-hosts this top-ranked podcast according to Forbes.


Altify   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

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.

Customer Lifecycle: The Honest Truth

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Sellers when they first approach new customers will generally sell a utopian vision of what a product can do. There will be no mention of bumps in the road, but the road to transforming an organisation through software is seldom smooth. Our guest on the show Moe Goodman, Senior Director of Sales Enablement at Centurylink, expects vendors who knock on his door, to give the honest truth of what the end to end journey will look like. He also outlines why that is a competitive differentiator and how his sellers are using radical candour in their selling motion. In the second half of the show, he redefines the carrot and stick approach to sales enablement. A show you cannot afford to miss.  

Moe Goodman Bio:

With over 20 years of telecom experience, Moe has an extremely rare level of diversity in his roles across his career. Moe has been an operations technician, sales engineer, SE manager, and director, and did a stint in marketing and segment strategy before becoming Sr. Director of Sales Enablement at CenturyLink. Moe’s primary role now is driving the productivity of enterprise sales teams via tools, technology, skills, methodology, and communication. Enhancing the selling motion.

When Moe is not driving enterprise revenue growth for CenturyLink he spends his time with his wife Dee and his 5 children. You can also find Moe on the basketball court with a striped shirt on as he referees high school basketball in the Dallas, TX area or helping out with his church body as he is a leader in his church community.


Altify   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

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.

Scaling Your Enterprise Sales Organisation

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One of the key barriers to consistent business growth, is an organisation's ability to successfully scale an enterprise sales team. In this chat with Richard Scheig, Global Head of Sales, Revenue Optimization BU at Upland Software we break down the keys to doing just that. Listen in to find out the 5 step process he uses to successfully onboard and empower his enterprise sellers. We also discuss why having a great product offering is key to Account Executive retention and how Upland Software is responding to the challenges of Covid-19.

About Sean's guest:

Richard serves as Global Head of Sales in the Revenue Optimization BU at Upland Software. He draws from over two decades of MarTech Enterprise and SaaS experience to lead the business unit sales organisation. Richard ’s laser focus on the customer experience and passion for relationship-building contributed to the success of MarketSoft, Unica, IBM, BombBomb, and more. When he’s not closing deals Richard is rafting, fishing, or skiing with his wife and two boys.

 


Altify   Funnel Radio Podcast Channel by the Funnel Media Group, LLC

Revenue Optimization Radio is hosted by Sean Broderick of Upland Software which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

Sustaining Sales Momentum in an M&A World

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Organisations who grow to 53,000 employees and tens of billions of market capitalization rarely get there without significant mergers and acquisitions. FIS Global who acquired payments powerhouse Worldpay in 2019 is a great example of this. While expanding the product set is a boon for sellers, getting them up to speed on new offerings is a major challenge for sales leaders. In this chat with Garrett Clifford the General Manager of Worldpay Ireland, we discuss how a consistent sales methodology helps to sustain forward momentum in organisations. Listen in to hear how FIS Global has grown revenue by 21% and why the current global pandemic is likely to speed up the death of cash.

About Sean's Guest:

Over 20 years in payments, Garrett has worked across Europe and Scandinavia in various roles including sales, project management and managing teams of varying sizes. Garrett has been working for Worldpay since 2011 and has spent most of his time with Worldpay traveling extensively across the globe, Garrett has recently returned to his native Ireland and has taken up a new role as GM for Worldpay Ireland.

Married to Michelle with 3 sons, Garrett resides in Nenagh Co. Tipperary, a mecca for all things payments as he often states when asked to describe Nenagh.

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