74 episodes

Revenue Optimization Radio talks to the top B2B sales leaders, sales ops, enablement and marketing execs to help you crack the code to high performance selling.

Revenue Optimization Radio by Upland Altify predictablerevenue

    • Management
    • 5.0, 5 Ratings

Revenue Optimization Radio talks to the top B2B sales leaders, sales ops, enablement and marketing execs to help you crack the code to high performance selling.

    Building and Scaling OEM Sales Orgs and Strategic Sales Forces

    Building and Scaling OEM Sales Orgs and Strategic Sales Forces

    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.
    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 Organization
    Building a Level 3 Strategic Seller – and Strategic Sales Force
       
    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.

    • 27 min
    The Expansion Sale

    The Expansion Sale

    "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.  
    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.

    • 28 min
    Focus on Sales Enablement with Jim Lundy and Doug Landis

    Focus on Sales Enablement with Jim Lundy and Doug Landis

     
    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 >
    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.

    • 27 min
    The Pace Race – Optimizing Energy in Times of Crisis

    The Pace Race – Optimizing Energy in Times of Crisis

    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.
    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.

    • 24 min
    Triple Threat to Triple Opportunity

    Triple Threat to Triple Opportunity

    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.
    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.

    • 27 min
    Customer Lifecycle: The Honest Truth

    Customer Lifecycle: The Honest Truth

    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.

    • 27 min

Customer Reviews

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5 Ratings

dskamp ,

A new favorite!

Valuable insights and great recommendations!

CM_MC ,

Words of wisdom for all

Fantastic advice for everyone from those beginning their careers to executives in leadership; maximizing revenue opportunities, personal development of self and others to crush goals

Tim_Koob ,

VP of Business Development

There are so many great nuggets on this podcast. If you are interested in learning more about how to create more revenue for your organization this is worth the listen. Tune in during your commute or your workout. Their experience and advice from customers are valuable to anyone in sales or on the executive team.

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