Predictable Revenue Radio by Altify

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The Role of Customer Success on the revenue team

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Everyone talks about customer success, but what is it? How to do you measure it and what’s part does Customer Success Play on the revenue team. Fundamentally, customers success is about ensuring customer value and revenue protection. Patrick's guest for this episode is Bob Slaby, Chief Customer Officer, Altify. 

Pat Morrissey Asks Sunny Bliss: Why do So Many Customer Experiences Suck?

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Success in selling is all about understanding people and problems. But the best of the best take it to another level by delivering exceptional customer experiences. Sunny Bliss joins Predictable Revenue Radio to talk about what exceptional sales and account management looks like, the importance of methodology and how to craft a successful sales presentation.

Sunny is Director of Strategic Accounts at New Voice Media, the cloud contact center designed for Salesforce.com. Designed for the needs of sales and support teams, New Voice Media designs solutions to help companies make their customers feel great every time.

 

Strategy Selling – Cracking the Code for Sales Enablement

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In this episode, Predictable Revenue host Patrick Morrissey 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.

About Jim Lundy: Founder, CEO, and Lead Analyst
30 years of industry experience
Silicon 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.

Prior to founding Aragon Research, Jim was the VP/general manager of the collaboration business unit at Saba Software. Jim also spent 15 years at Xerox in a variety of software and hardware sales and marketing positions. Jim has a B.S. in finance from Penn State University.

About the Show: Predictable Revenue Radio by Altify

The only way to unlock sustained growth is to deliver predictable revenue, and that’s the focus on Predictable Revenue Radio. Delivering insights, thought leadership, and best practices on how to improve sales velocity, Predicable Revenue Radio talks to the top B2B sales leaders, sales ops, enablement and marketing execs to help you crack the code to high performance selling. Predictable Revenue Radio brought to you by Altify, the Sales Transformation company.

The host is Patrick Morrissey

Visit Altify.com today to see how they help accelerate sales performance for some the world’s best sales teams including Autodesk, Comcast, GE, Honeywell, Salesforce, Tableau, and UnitedHealthcare.

Guy Weismantel on Marketing’s Role on the Revenue Team

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Sales people think if they just had more leads from marketing, they would close more deals. The reality is much more complex and marketing done right is part of the revenue team. During this show we’re going to discuss customer acquisition, the marketing to sales hand-off and how to find the signals that turn suspects into revenue…and we might talk a little about Notre Dame Football and the BCS. Our guest is Guy Weismantel and the host is Patrick Morrissey. 

About our guest:

Guy Weismantel is the CMO of Pushpay. He's excited to help an amazing team continue their fast growth in disrupting new markets for churches, schools, and non-profit organizations. With over 7000 customers, and incredible growth trajectory, and dedicated and fun people to work with everyday.

Building the next generation sales scientists

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With the explosion of technology and the macro-trend of digital sales transformation, sales is aggressively moving from art to science. So where do you find a sales scientists? And what’s required to build a sales scientist. Cari Baldwin joins us to talk about how you build the next generation of sales scientist to join your revenue team.

About our guest, Cari Baldwin

Cari is an inventive, data-driven professional with more than 20 years of marketing achievement. Through up-to-date knowledge of the latest technology in my field, she has been able to generate consistent powerful results. A marketer by trade, she has been able to drive healthy business growth through her expertise in multiple revenue models, and through productive collaboration with sales teams. 

She's drawn to the challenge of educating the next generation of marketers, and providing the opportunity to make career dreams come true. A highlight of her career has been designing and implementing curriculum for GreenFig, where the focus on making our students job ready based on the skills required in the digital economy. 

Secrets to Partnering with Salesforce

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Let’s face it, everyone that’s anyone wants to partner with Salesforce. And while Salesforce ties to make to make it easy, there are secrets to make it successful. Our three guests today can help us with the tips and tricks to partnering with the largest CRM company in the world. Salesforce counts 150,000 companies as its customers in 100 countries. The guests are:

This episode of Predictable Revenue Radio features a panel of experts including: 

  • Alexandra Douglas, Partner Account Director, Salesforce.
  • Kevin Murray, Director of Alliances, Traction on Demand. 
  • Helen Joo, VP Alliances, Altify.

     

 

Has Technology Crushed the Art and Discipline of Sales?

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 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 selling
  • How to engage with the prospects
  • Why there seems to be so little sales training
  • Why there seems to be a loss in the art and discipline of selling
  • What’s happened to questioning skills?
  • How to stay on top of the changing nature of sales

About Glen Davis

 Glenn Davis is a Senior Executive with extensive and successful experience in all areas of growth and growth leadership. He has an impressive track record leading and developing growth teams with extensive experience in sales, large client development and growth operations. His teams have been transformative forces driving profound results using client focus and high accountability as key drivers of achievement.

Marketing’s Role on the Revenue Team

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Most sales people think if they just had more leads from marketing, they would close more deals. The reality is much more complex and marketing done right is part of the revenue team. Today we’re going to discuss customer acquisition, the marketing to sales hand-off and how to find the signals that turn suspects into revenue…and we might talk a little about Notre Dame Football and the BCS. Today's guest is Guy Weismantel.

About our guest:

Guy Weistmantel is the CMO of Pushpay. He's excited to help an amazing team continue their fast growth in disrupting new markets for churches, schools, and non-profit organizations. With over 7000 customers, and incredible growth trajectory, and dedicated and fun people to work with everyday.

Making Sales Enablement Work for 2,000 Salespeople

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Sales enablement is important to sales success in the best of times, but in an M&A scenario, strong sales enablement is a critical success factor. Our first episode of Predictable Revenue Radio features an interview with Mat Singer, Sr. Director of Sales Enablement at CenturyLink. Mat takes gives an inside view of what’s required to drive sales execution in a global M&A scenario and shares his tips for success. Tune in LIVE Thursday, October 2 at 9am Pacific or subscribe to catch all the replays.

 About our guest, Mat Singer

Mat Singer is a seasoned sales enablement and operations leader with experience in Telecom, Healthcare, Electronics and more. Part-time author, photographer and adventurer.

Singer says, “At CenturyLink, we strive to change the way the world communicates by offering a differentiated digital experience. As the 2nd largest communications provider to global enterprise customers, we solve the increasing demand our customers have for reliable, secure connections while remaining focused on providing a standout customer experience.”

With more than 450,000 global route miles of fiber, 100,000 on-net buildings and a client base in 60+ countries, we offer the scale-able network, infrastructure and telecom to help grow and protect your digital network.

As the Senior Director of Sales Effectiveness, Singer leads the delivery of sales enablement solutions to his global sales organization. In this role, he gets to use an innovative mindset he has developed through a diverse career background. He has a love of entrepreneurship to develop the tools, processes and support that allow the company's 2,000 sales reps to win more and win faster. 

 

Why is 78% of Sales Rep time spent on Non-Selling Activities?

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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 selling
  • How to engage with the prospects
  • Why there seems to be so little sales training
  • Why there seems to be a loss in the art and discipline of selling
  • What’s happened to questioning skills?
  • How to stay on top of the changing nature of sales

About Glen Davis

Glenn Davis is a Senior Executive with extensive and successful experience in all areas of growth and growth leadership. He has an impressive track record leading and developing growth teams with extensive experience in sales, large client development and growth operations. His teams have been transformative forces driving profound results using client focus and high accountability as key drivers of achievement.