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.

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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.

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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.

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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.  

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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.

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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.

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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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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.

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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.

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