Revenue Optimization Radio by Upland Altify

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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.

Diversity & Inclusion is the Key to Revenue Growth

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Having a team that is as diverse as your customer base pays off in the short and long term. Salespeople who share the same ethnicity with their prospective clients are 150% more likely to close a sale! In this chat with Furkan Karayel the CEO of www.diversein.com we hear about organisations who are leading the way in terms of diversity & inclusion. She also provides listeners with 4 ways for their organisations to kickstart their diversity and inclusion efforts.

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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.

Closing the Gap Between Business Development & Sales

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The intersection of Business Development & Sales has always been a thorny issue for organizations. Making sure that the business development team is in lockstep with their sales counterparts is far from a given. In this chat, we talk about best practices in leading a BDR team and why they are crucial to driving long term business growth.

About Sean's Guest:

Kelley Orcutt is the Senior Manager of Business Development for Zuora's EMEA business, where she leads a team of top-performing individuals and two managers out of the London and Paris offices. Kelley joined Zuora in 2015, originally working in the Boston office as a Business Development Representative before relocating to London to lead the EMEA BDR team. She is passionate about building diverse, high performing teams, leading leaders, coaching individuals to reach their potential, and building strong cross-functional relationships across Marketing, Alliances, BDRs, and Sales to achieve exceptional results. 

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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.

Why Hiring More Women in Sales Equals More Revenue

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This episode of Revenue Optimization Radio sees Sean Broderick continue hosting duties. Sean is the Marketing Lead for Upland Software in the Revenue Optimization Business Unit. To celebrate International Women’s Day, Sean welcomes the top-performing salesperson in Upland Altify, Wendy Higley. Upland Altify research shows that win rates increase by 10% and sales cycle times are reduced by 7% when the salesperson is female. Wendy Higley is living proof of why those statistics ring true. She talks about the key 3 reasons why women make better salespeople, how to attract more women into the sales professions and her advice to aspiring female sales leaders.

About Sean's guest:

Wendy Higley is a Global Account Director at Upland Altify where she is passionate about helping global enterprise companies transform and optimize revenue. Wendy has 15 years of sales experience of which 10 has been in enterprise software. Wendy joined Altify (recently acquired by Upland Software) in 2017.  For the past 2 years, Wendy has achieved over 250% and 179% quota attainment and has been the company’s top performer. Wendy credits her success to being part of an amazing revenue team and leaning into the same software and methodology that she sells to her customers.

  

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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.

Mastering One Voice A Marketing Fable and Field Guide to Content Operations

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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 Software
Toby co-founded Kapost in 2009 and served as CEO through its 2019 acquisition by
Upland Software. When he’s not sharing his vision for the future of marketing. Toby is
biking, hiking, or skiing in Boulder, CO with his wife and three daughters.
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Zoë Randolph, Content Architect, Upland Kapost
Zoë brings her love of writing and business strategy to her work leading strategic
messaging and content creation. When she’s off the clock, Zoë can be found immersed
in a book, talking politics, or agonizing over the mediocrity of Cal Bears athletics.