Revenue Optimization Radio by Altify

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Cracking the Content Code - Morrissey Reports From the Seismic Shift Sales Enablement Conference

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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.

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

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 and How to Design an Actionable Account Planning Program

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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.

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

Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.

Customer Revenue Optimization - 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.