Episodes
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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.
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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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About Sean's guest:
Patrick Morrissey: SVP and General Manager at Upland Software Patrick Morrissey oversees Upland’s Enterprise Sales & Marketing Cloud. He is responsible for the go-to-market for products that synchronize revenue teams from initial lead to customer advocacy. Previously he was the Chief Marketing Officer at Altify. Prior to joining Altify, he was CRO of Simpplr, where he managed the sales, marketing, and customer success organizations, delivering 100% annual growth. Patrick has also held multiple executive positions at Salesforce, running both industry marketing and building out the vertical industry ISV channel and alliance team. Earlier in his career, Patrick held executive roles at DataSift, Savvion, and Business Objects. He resides in Orinda, California with his wife and two children.
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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Missing episodes?
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In this special edition of Revenue Optimization Radio, Patrick Morrissey highlights two previous interviews. In this first half, we catch up with Patrick rushing through the airport talking with Ryan Begin from Salesforce - also on the go. We love the portability of podcasts. There's a bit of signal fluctuation between airports, but you'll want to listen carefully to Ryan as he tells us the 8 steps required to hire, build and scale an OEM sales model to deliver revenue.
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In the second half, Patrick and Jay Shephard discuss Building a Level 3 Strategic Seller – and a strategic sales force. Most tenured salespeople think of themselves as strategic sellers, but do they really have the skills? The real judge and jury is the customer. Are you perceived as a professional seller vs. those you compete with? The harsh reality is that you are compared, whether you like it or not? This segment explores the different levels of sales expertise and what good looks like.
The full original interviews are here:
Building and Scaling an OEM Sales OrganizationBuilding a Level 3 Strategic Seller – and Strategic Sales ForceRevenue 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.
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"Two roads diverged in a yellow wood, And sorry I could not travel both.” The choice that faces companies today is a similar one faced by Robert Frost in ‘The Road Not Taken.’ Do they take the road most traveled and chase new customers, or should they take the less-traveled route and expand in existing accounts? 80% of companies surveyed by my guest Tim Reisterer from Corporate Visions, spend 70% of their sales & marketing budget on demand gen, content & sales enablement. That leaves only 30% for retention and expansion activities. In a remote-only world, new customer acquisition is challenging, so organizations need to focus on how they can expand in existing accounts. Tim outlines the five-step ‘why evolve’ model from his book ‘The Expansion Sale’ and the role of Customer Success as ‘Value Communicators.’ He is also giving away a free copy of ‘The Expansion Sale’ to one of our listeners. Listen in to find out how to win.
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About Sean's guest:
Tim Riesterer, Chief Strategy and Research Officer at Corporate Visions, is dedicated to improving the messages marketing creates for the field and the conversations salespeople have with prospects and customers. A visionary thought leader, keynote speaker, and practitioner with more than 20 years of experience in marketing and sales management, Riesterer is co-author of three books, including Customer Message Management, Conversations That Win the Complex Sale, and The Three Value Conversations.
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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Today is a special episode focusing on sales enablement with three experts starting with our host, Patrick Morrissey. In the first half, Patrick interviews Aragon Research CEO Jim Lundy about the increasingly important topic of sales enablement. Lundy tells us about the weaknesses and falsehoods that are unknowingly crippling a large number of B2B firms. One thought that you’ll hear again and again is, “And they don’t even know it.” This program is filled with ways to fix what you don’t know is dragging down company revenue. Original episode is here >
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In the second half, Doug Landis shares his experience as 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. Original episode is here >
About Jim Lundy: Founder, CEO, and Lead Analyst30 years of industry experienceSilicon Valley, CA
Jim Lundy is the founder and CEO of Aragon Research. Jim also serves as the lead analyst for collaboration, mobile, social, content management, and learning. He is also the practice lead for sales and marketing.
Jim has over 30 years of technology and management experience as a vendor, user, and analyst. Jim spent 12 years at Gartner, where he formed and led the collaboration and social software research team and also served as a lead analyst for enterprise content management (ECM) and corporate learning. Jim has extensive experience in product strategy, development, and go-to-market plans.
About 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.
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.
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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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About Sean's guest:
Sophie Devonshire CEO, The Caffeine Partnership
Sophie is an experienced business leader, entrepreneur & brand specialist. Her career includes brand management at Procter & Gamble and Coca-Cola GB, Brand Strategy for Interbrand, and Group Account Director for Leo Burnett in the Middle East. She founded, managed and sold an e-commerce business and was CEO of a luxury gifts brand where she doubled turnover; all practical experience which helps ensure a grounded business understanding with her strategic brand consultancy.
As an experienced brand specialist and entrepreneur, Sophie writes and speaks on the role brands play in successful business. She’s also a passionate advocate of flexible working as the future of effective companies (having won awards for her own business ‘sexi-flexi’ approach), and regularly discusses innovative approaches to balance business and family life.
Sophie is the author of Superfast: Lead at Speed published by John Murray Press, the #1 bestseller in Change Management books on Amazon.
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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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About Sean's guest:
Logan Lyles is the Director of Partnerships at Sweet Fish Media, a podcast agency for B2B brands. Drawing on his background as a trained journalist and more than 10 years in the B2B sales & marketing space, Logan co-hosts this top-ranked podcast according to Forbes.
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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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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Moe Goodman Bio:
With over 20 years of telecom experience, Moe has an extremely rare level of diversity in his roles across his career. Moe has been an operations technician, sales engineer, SE manager, and director, and did a stint in marketing and segment strategy before becoming Sr. Director of Sales Enablement at CenturyLink. Moe’s primary role now is driving the productivity of enterprise sales teams via tools, technology, skills, methodology, and communication. Enhancing the selling motion.
When Moe is not driving enterprise revenue growth for CenturyLink he spends his time with his wife Dee and his 5 children. You can also find Moe on the basketball court with a striped shirt on as he referees high school basketball in the Dallas, TX area or helping out with his church body as he is a leader in his church community.
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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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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About Sean's guest:
Richard serves as Global Head of Sales in the Revenue Optimization BU at Upland Software. He draws from over two decades of MarTech Enterprise and SaaS experience to lead the business unit sales organisation. Richard ’s laser focus on the customer experience and passion for relationship-building contributed to the success of MarketSoft, Unica, IBM, BombBomb, and more. When he’s not closing deals Richard is rafting, fishing, or skiing with his wife and two boys.
Revenue Optimization Radio is hosted by Sean Broderick of Upland Software which is a program on the Funnel Radio Channel. Upland Altify is the sponsor of Revenue Optimization Radio.
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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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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.
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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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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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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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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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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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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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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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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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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.
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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 SoftwareToby co-founded Kapost in 2009 and served as CEO through its 2019 acquisition byUpland Software. When he’s not sharing his vision for the future of marketing. Toby isbiking, hiking, or skiing in Boulder, CO with his wife and three daughters.__Zoë Randolph, Content Architect, Upland KapostZoë brings her love of writing and business strategy to her work leading strategicmessaging and content creation. When she’s off the clock, Zoë can be found immersedin a book, talking politics, or agonizing over the mediocrity of Cal Bears athletics.
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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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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.
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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:
Kick-off is not just sales – it’s the whole revenue teamEdutainment – Inspire, educate, entertainIt’s about the customer stupid – Feature your customer and have them on stageTurn deal reviews into customer journey discussionsMake it interactive – not just talking at peopleKick-off should be part of the training plan and skills building – and it should be in the appMake sure RKO objectives and training are part of monthly updates and QBRs with measurement/trackingAsk for feedback – and action it!___________________________________________
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.
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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 teamThe rise of methodologyImproved analytics in sales and account planningIt’s the relationship stupidFocus on building trust & outcomes___________________________________________
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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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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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.
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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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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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