Revenue Optimization Radio by Upland Altify

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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.

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.

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.

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.

Customer Revenue Optimization - Automate Sales or Be Left Behind.

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The highly competitive world of b2b sales is seeing the emergence of a new category beyond CRM - Customer Revenue Optimization (CRO). CRO represents a new phase of strategic guided selling and the automation sales process and methodology. It also recognizes the modern reality of the revenue team. 

Download the free report.

 

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