Revenue Optimization Radio by Upland Altify

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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.

Do you hand off for on-boarding reps, or keep them close to ensure success?

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High performing sales starts with the hiring process and comes to life in the on-boarding process. Every sales leader is looking for ways to improve the onboarding process and make their team more productive, more quickly.

There is no 3-D printer or factory producing the best sales professionals. You need diversity training, an understanding of our pitch, presentations, products, content, and culture. The biggest challenge Craig sees is the participation by sales leaders. They seem to turn the responsibility over to a different set of folks to get the carefully hired person ready to generate revenue. There is a tension between sales leaders handing off people to be onboarded so they can work with the reps already in place. They just hope they'll get the right outcome in the end. The two need to be in alignment.

In this episode, Craig Sawicki, VP of Sales Excellence at Altify, will give his insights and best practice on how to onboard, to certify and turn new hires into active performers more quickly and build for scale.

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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.

How to build and develop great sales people and sales leaders.

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Happy 2020 listeners. In this first part of this special highlight episode, Andrew Buckley from Traction on Demand hits on their manager training program and comes back to how they train and build the sales leaders later in the program. In the second half of this show, we hear from Doug Landis from Emergence Capital. He kicks into what successful selling looks like and what you need as well as the role of the revenue team.

About our guests:

Andrew Buckley is an innovative leader with a proven track-record building outstanding go-to market teams that consistently exceed corporate targets. My core belief is that the role of a leader is to drive a culture of success through accountability and the creation of an environment that gets the best out of every member of the team.

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.

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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.

5 Questions to Prioritize Your Sales Enablement Budget for 2020

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Patrick has been noticing trends as he's been traveling in the US and Europe and meeting with sales teams. He says it's promising - especially in big complex B2B organizations. They are over-indexing and planning for better, faster, and more in 2020. His guest for this discussion is OC Talk Radio producer, Paul Roberts. He steps out of his announcer role to dive into this topic with Patrick.

Here are the questions Patrick and Paul tackled. You'll have to listen to the episode for the in-depth answers.

1. How do I know I'm getting any value from what I'm already doing? More deals or better deals.

2. How do I improve investments in my account based market strategy? How do we expand our share? The reality of the subscription economy is that the renewal is as important, if not more important than the new sale. If you're not paying close attention, you are missing the upsell and could be jeopardizing an account through leakage from the bottom of the bucket.

3. Everybody wants to remove friction and eliminate busywork. How do I make a more sucky experience for my sales reps to get in front of our customers? Not really, it's all about getting the process and the playbooks and get the content into SalesForce. Embed the details for them so the reps don't spend their time looking for the right pieces to include. Do it for them. Let them develop the leads, nurture the relationships and close the deal.

4. How do I find bigger deals? How do I expand my revenue team? Bring executive leadership, CSM, Marketing into this plan. How do I develop my team and grow the next level of sales leaders? This leads to personal development questions:  How can I be more of an active listener and not an active talker? What is the business priority for the organization next year and how can I help? This is about active listening. This is a game-changer.

5. Beware the tyranny of short-term thinking. What's our emphasis going to be this year - not the flavor of the month? Talking about in 3-5 year timeframes. Reps and teams need to understand this is not optional. 

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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.

ABM – It’s a strategy, not a tool or tactic.

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In this special episode, two of Patrick's previous guests are highlights on the same topic of  ABM – It’s a strategy, not a tool or tactic. The first half features Nipul Chokshi and after the break we'll hear from Paul Ross. We hope you enjoy this episode.

Some points covered include Nipul stating that ultimately, "account-based marketing and B2B marketing are going to be synonymous at some point, because the idea behind account-based marketing is all about, number one, getting aligned with sales around what target accounts you want to go after, and then engaging those target accounts in an omnichannel way using very personalized messaging. Then third, just being able to kind of measure the impact. Not measure the impact in terms of volume of leads but in terms of pipeline generated within your target accounts."

Paul Ross gave his positioning on ABM as well including, "I think a big part of this challenge is, is how much of these platforms and technologies really rely upon you having the right data, and the data at scale? Being a technology marketer, you want to get to the right people at the right time. But at the same time, we're facing equally the reality that most of these systems are really only focused on or suitable for large-scale audiences."

Tune in to hear both of these highlights. The original full episodes are here:

Building an ABM Strategy Using Data and ABM - Complete Bullsh*t or the Key to Sales and Marketing Alignment

 

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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.

Predictions for CRM in 2020

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With Salesforce’s CRM industry conference Dreamforce just having come to a close, there’s a lot of talk about the future of CRM. To get into more of the details from Dreamforce and to get more insight on the future of CRM, we are joined this week by Nigel Cullington, VP of Marketing for Upland Altify. In this episode, Nigel gives his views on Dreamforce and the key themes and strategies for driving success with CRM in 2020. From the emergence of data integration for end-users to activating the entire revenue team, Cullington shares his insights on driving success with CRM and the emerging evolution of Customer Revenue Optimization.

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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.

Empathy is Good for You and the Bottom Line in Business.

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Empathy, easier in theory than in practice. How do we want to be seen, approachable, empathetic, sincere? Empathy is not just something nice for society, but it's good for business. It has a huge impact on the bottom line. Maria Ross defines empathy as being willing and able to see, understand and where appropriate, feel, another person's perspective and then act compassionately.

What if the competitive advantage for your team is no in your technology or product, but already exists in your people? We’re talking about the power of empathy as the key to personal and business success. In this episode, we talk to Maria Ross about her new book, The Empathy Edge to better understand the role of empathy in personal and professional success. We get into the details about what empathy is, how it sparks innovation, customer connection and how it enables improved sales performance. We get into the details to understand the competitive advantages of empathy and what to do in order to raise your empathy game now.

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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.

How to Focus on Customer Outcomes

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Jane Freeman of SDL is fundamentally in the business of managing experiences, content and brand. SDL is a global content management organization through localization and delivery. Its core is enablement leadership. A central process is needed to position them in the sales cycle. 

In this episode, Jane and Patrick talk about the fact that deal qualification is not a one-off task. It's a continuous effort bringing continuous benefit. Things change and are constantly moving. The deal is evolving, the solutions are evolving, the customer challenges are continuously evolving. Look what's right in front of you, but also three to four steps ahead. This is opportunity management.

Invest more time to investigate the customer. This is what strategic selling looks like.  Listen to this episode to hear how Jane Freeman and her SDL team get under the skin of a customer in a good way. 

Jane Freeman on Linkedin

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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.

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.

Leadership: Daring You to be Yourself on Purpose

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Why would you fade into the background? Be intentional and be bold. There are contemplative leaders and those who are bolder. BOTH can have a positive impact. In the past, men were more likely to take a bold leadership stance, but women are now coming forward in greater numbers to assert strong leadership and enable their teams to perform more effectively.

Melissa Church challenges you to cast a positive leadership shadow and to lead with purpose. She shares her insights on the evolving role of leaders and leadership, the importance of culture in developing leaders and she shares some great examples of leadership in action.

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.