Revenue Optimization Radio by Upland Altify

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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.

Being Intentional With the Interview Process So You Don’t End Up With a Bunch of People That Look Like You.

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To effect a change means you need to change thinking and mindset, and that changes behaviors and outcomes.

Think about the face you are presenting to your candidate. Look at the leadership team, the C-suite, do you see diversity, people of color in leadership roles. 

She answers the question, "What should organizations do to enable the organizations, the behavior, the mindset shift that really bakes into the culture and that creates a place that a high-performing woman would want to come to work, and stay for a long time?

As a company, these are the things you can do:

1. Be intentional about recruiting and interviewing. Diverse candidates AND interviewers. It's natural for us to look for people that look like us.

2. Provide opportunities to do more - more executive exposure, more projects. As a leader push your female employees and leaders to get out of their comfort box.

3. Have a career path, preferably several. Show them how to navigate through these paths.

Melissa Church is currently Executive Director, NC and GA Dual Special Needs Plan, Community Plan of North Carolina for UnitedHealth Group. She is responsible for driving operational excellence for our dual-eligible Medicare/Medicaid population. Responsible for the financial, operational, quality and sales success of our DSNP plan. Previously she was Vice President of Growth Operations for UnitedHealth Group and Vice President, Sales Operations for Optum.

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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.

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.

3 Things To Do About Your Customer Understanding Deficit

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Nicole France joins Patrick Morrissey. She's the VP of Constellation Research. Everyone wants to claim they are a customer-centric, customer-focused, customer-360 company. But we know as consumer and business people that isn't actually the case. Nicole has recently published some research about the insight-driven experience. In order to understand insight-driven design, you need to know the definition. It's the sum of everything you know about your customers, including a clear understanding enabling you to anticipate their needs as it relates to your business relationship with them. You'll want to listen to this episode to gain an edge on your competition, and better serve your customers and prospects.

 

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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.

8 Steps for a Great Kick-Off

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In this episode of Revenue Optimization Radio Patrick Morrissey is happy to share the eight steps to a great kick-off. Listen to this episode to get the details and take notes. Here are the eight steps simplified:

  1. Kick-off is not just sales – it’s the whole revenue team
  2. Edutainment – Inspire, educate, entertain
  3. It’s about the customer stupid – Feature your customer and have them on stage
  4. Turn deal reviews into customer journey discussions
  5. Make it interactive – not just talking at people
  6. Kick-off should be part of the training plan and skills building – and it should be in the app
  7. Make sure RKO objectives and training are part of monthly updates and QBRs with measurement/tracking
  8. Ask for feedback – and action 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 Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

How Customer Revenue Optimization Changes the Game for Sales in 2020

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Patrick Morrissey and Paul Roberts have a deep discussion on how customer revenue optimization changes the game for sales in 2020. Some of this episode's highlights include:

  • It’s not just about sales > It’s the entire revenue team
  • The rise of methodology
  • Improved analytics in sales and account planning
  • It’s the relationship stupid
  • Focus on building trust & outcomes

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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.  Altify is the sponsor of Revenue Optimization Radio.

The Art of the Possible - Deal Reviews

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Many organizations have rounded the corner, reset territories and are wondering how they can execute more effectively in 2020. How do you make deal reviews part of your cadence? What are the best in class companies doing? What are the approaches you can take strategically to uplevel your entire organization?

How do you orchestrate a deal review that will help the entire team execute more effectively?

Sometimes we miss the foundational elements that bring the team together. We are talking about account and opportunity reviews. There are five component parts in terms of framing the conversation and to really think about upleveling the game for the entire team. Tune in to get your list and action plan.

 

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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.

How Did the Revenue Team Get Lost in Translation?

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There's a great scene in Bill Murray's Lost in Translation. Scarlett Johanssen asks him, "Why don't you just get out of here?" "Well first, I have to finish my drink, then I have to pay my bill, then I have to get off this barstool...." How do you bring the data together to meet aggressive revenue targets? There's a lot of focus on sales, there's a lot of focus on how do we make the number. Everyone's in the data-driven business. But the big problem is we are all looking at different data, and there's no translation mechanism, there's no filter, and fundamentally, the biggest issue is we really don't understand what the customer wants. 

Detangle this issue with Patrick Morrissey and Paul Roberts. Be ready to take notes.

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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.  Altify is the sponsor of Revenue Optimization Radio.

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