Revenue Optimization Radio by Altify

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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.

Cracking the Code on Content and Customer Experience

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The rise of the empowered customer and expectation of great buyer experiences has changed the way that leading B2B companies go to market. And it’s driven an explosion of content. The challenge for many organizations is how to craft a content strategy and make it operational in a way that scales and delights their customers.

Toby Murdock, GM of Upland Software and the former founder and CEO of Kapost, joins this episode of Revenue Optimization Radio to talk about how to develop and execute on a content strategy that improves the customer experience and aligns internal audience. Toby shares his insights on why building a content operation is critical to B2B success, how to create and execute on content strategy, and how to measure the impact of content in your sales organization.

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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.

Lance Walter: Sales and Marketing Alignment is Easier than You Think

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Lance Walter, CMO of Neo4J, walks us through the difference between hearing and listening, as well as how sales and marketing can actually integrate with a lot of success in an organization. The code is right in front of you. Get ready to shake up how you've been doing it somewhat successfully to taking it much further.

About our guest: Lance Walter, CMO Neo4J

Lance Walter has two decades of Enterprise Product Management and Marketing experience. Lance started his career in technical roles at Oracle Corporation supporting enterprise relational database deployments. Since then, Lance has worked at industry leaders like Siebel Systems and Business Objects, as well as successful startups including Onlink (acquired by Siebel Systems), Pentaho (acquired by Hitachi Data Systems), Aria Systems, Capriza. Lance’s first experience with alternative database platforms was at Arbor Software, the pioneer of the multi-dimensional database / OLAP market.

Twitter: @lancewalter

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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.

Category Creation – A Strategy for Competitive Advantage

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How to build market share and dominate a market? One of the critical components to building a differentiated long term value proposition and brand is to create and own your own category – and own it. In this episode, we speak with Positive CEO and category creator and advisor Paul Maher to discover what it means to create a category and why it’s important to help your salespeople sell and position value. Paul's insights and experience come from having held senior marketing and communications roles at category leaders including Scient, Mercury Interactive, HP and VMWare before starting his own consulting firm.

Paul gets into the details of why owning a category is key to sustained success and why the foundation of category creation is knowing the problem your company solves and being able to articulate it in a new or unique way. Paul outlines a playbook for category success and shares his insights on why the category is the difference between good selling and great sales interactions.

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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 the Next Generation of Sales Leaders

Andy Paul is Patrick Morrisseys guest on Revenue Optimization Radio

As more and more sales leaders are looking to build their next-generation of B2B sales leaders vs. recruit outside high priced talent, it raises the question of what’s required to build and grow a sustainable sales education program. To get the inside scoop we reached out to Andy Paul, executive sales coach, speaker, author and host of one of the top sales podcasts, Accelerate with Andy Paul, to get his insights.

Having interviewed more than 700 guests and built his career in sales and sales leadership, Andy shares why he thinks building connection and relationships are critical to sales success, why speed is the enemy in getting reps up to speed and why talking small steps to enable on-going sales education must be the focus to drive result and build a high performing revenue team. Andy also shares his go-to qualification criteria for when he works with a client and gives simple and practice advice for sales leaders to help their teams improve.

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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.

The Empathy Edge: How Empathy Drives Business Results

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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.

Barriers to Great Sales Communication - Bronwyn Saglimbeni

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One of the most sought after skills for sales leaders is strong communication, yet most sales leaders and salespeople have never been trained on how to communicate effectively. In part 2 of this interview with communications expert and coach Bronwyn Saglimbeni, we talk about where communication breaks down, and how to prepare for a sales presentation and why doing a rehash of your corporate presentation is a recipe for disaster. 

Catch the first part in this two-part interview here >

About Communications Coach Bronwyn Saglimbeni 

Bronwyn has coached more than 150 speakers to deliver TED, TEDx and TEDglobal talks as well as worked with business executives and celebrities to prepare for everything from investor relations meetings to appearances on Oprah.

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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.

Secrets to Creating a Great Presentation

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Want to know the inside scoop on how to create a TED Talk. It turns out, one of the secrets for TED speakers is to try NOT to give a TED talk, and instead, create a moment. To find out the secret on how to give a great presentation – whether it be at a conference event, or just a really great sales presentation, we sat down with communications coach Bronwyn Saglimbeni. Bronwyn has coached more than 150 speakers to deliver TED, TEDx and TEDglobal talks as well as worked with business executives and celebrities to prepare for everything from investor relations meetings to appearances on Oprah.

In this episode, part one of a two-part conversation, Bronwyn shares her insights to help everyone delight, inspire and engage an audience and shares her framework to construct a presentation that connects with the audience. She shares her advice on how to capture stories, get in the mind of the audience and how to deal deliver moments of change in order to create a truly memorable presentation.  

Follow Bronwyn on LinkedIn and Twitter.

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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.

Building the Next Generation of Women in Revenue Leadership

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What makes a great leader?  How can you develop and accelerate leadership for women across the revenue team in sales ops, sales, marketing and more? This week we interview Melissa Church, Executive Director at UnitedHealth Group to dig to better understand what leadership looks like and how to catalyze and accelerate team and culture.

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.

Making the Jump from Sales Enablement to Revenue Acceleration

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How do the best companies in B2B scale and empower their teams to have the right discussions and what does good look like in enterprise B2B sales? To get the answers we turn to this week’s guest, Doug Landis, growth partner at Emergence Capital. Doug is a veteran of Box, Google, Salesforce, and Oracle and he talks about the misconception around sales enablement, how you get the whole company involved in selling, and why empathy is one of the most powerful tools in the arsenal to build relationships and drive results.

About Patrick's guest, Doug Landis:

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.