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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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 Saglembeni, 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...

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...

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...

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...

Customer Revenue Optimization is about delivering value for customers, which presents opportunities to upsell and cross-sell, but most companies miss the mark on upselling. According to new research from Gartner, 72% of organizations fail to execute account planning initiatives. In this episode, Helen Harwood  of Harwood Partners LLC, shares her insights on strategies to bring effective account planning to any organization and avoid the failure that dogs other companies.  About Harwood...

In a world where insight about prospects and customers is key to optimizing revenue, putting your data to work as part of your ABM strategy is critical to success. We’re welcoming back a return guest Nipul Chokski to discuss how to utilize data as part of your marketing strategy, and how to build a plan for success.

This is the second half of an interview with Stacy Crinks, CEO of The Content Bureau. In the world of highly educated buyers, content that surprises delights and educates the audience is key. And the audience is not just your customer or prospect, it’s your sales and revenue team. This episode shares insights on building a content program to help you sell. Stacy's company, The Content Bureau, ranked #3 best content development agency out of more than 9,000 agencies ranked on Clutch. Tune in...

  In the world of highly educated buyers, content that surprises delights and educates the audience is key. And the audience is not just your customer or prospect, it’s your sales and revenue team. This episode shares insights on building a content program to help you sell with Stacy Crinks, CEO of The Content Bureau, ranked #3 best content development agency out of more than 9,000 agencies ranked on Clutch. Tune in to find out how to build content to capture your audience’s attention, and...

  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. 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.

 In this interview with Scott Barker, Evangelist and Head of Partnerships at OutReach.IO and Sales Hacker, host Patrick Morrissey dives into what makes fast growing companies grow, without destroying the ship in the process. They cover: What are companies on a growth trajectory really struggling with? How a company’s messaging has to grow up as the company grows! How the alignment of the revenue teams of sales, marketing and operations need to have the same north star; the same APIs. Why the...

In this interview, Glenn Davis Sr., Vice President of Growth Execution and Client Retention at Optum, part of UnitedHealthcare, discusses with host Patrick Morrissey the state of sales professionalism today. He points out sales reps spend only 22% of their time with the prospect/customer and what to do about it. He questions and answers why the level of sales professionalism seems to be dropping with both sales reps and managers. In addition, they discuss: How technology is affecting...

Building an OEM sales team is one of the hardest sales models to build and monetize. In this episode of Revenue Optimization Radio, we talk to Ryan Begin from Salesforce on what’s required to hire, build and scale an OEM sales model to deliver revenue. About Patrick's guest, Ryan Begin: He's an experienced Sales Director with a demonstrated history of working in the internet industry. Skilled in Sales, EnterpriseSoftware, Customer Relationship Management (CRM), Sales Operations, and Strategy....

Today the answer to all issues big and small across sales and marketing is more account-based marketing – ABM. In this episode, I sit down with Paul Ross to explore the myth and the reality of ABM and what role account-based marketing and selling play in building scale…and getting sales and marketing on the same page. About our guest, Paul Ross: Paul brings 20 years of making things happen for organizations through marketing. He has helped scale the performance of businesses large and small,...

Traction on Demand is one of the fastest growing consulting companies in the world and the largest independent Salesforce consulting partner. In this episode, Andrew Buckley discusses Traction’s unique “build vs. buy” approach to hiring and scaling their sales organization. About our guest: 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...