Customer Revenue Optimization is all about delivering value for customers, which presents new opportunities to upsell and cross-sell. Most companies miss the mark on upselling. In fact, according to new research from Gartner, 72% of organizations fail to execute with account planning. In this episode, Helen shares her insights on strategies on how to bring effective account planning to any organization.
Today we’re all in the Experience economy, and digital transformation is now mainstream, so how do companies compete? This show gets into the details of Insight-Driven Experience Design and new research from Nicole France at Constellation Research. Your company must be focused on providing a great experience in every interaction. Nicole will share her insights on the urgent need for experience design and share guidance and best pr... Read more
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.
Altify Research Stated, "If the salesperson is a Woman you will see a 10% Greater Win Rate" which led the host Patrick Morrissey to discuss how to recruit and hire top women in sales. Morrissey smiled when he read Altify’s recent research, The Customer Revenue Optimization Benchmark Study 2019, which found that all things being equal, you can generate a 10% greater win rate if the salesperson is a woman. And research is coming in... Read more
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 episode will explore the different levels of sales expertise and what good looks like. About our guest: He has spent his entire professional ... Read more
With the explosion of technology and the macro-trend of digital sales transformation, sales is aggressively moving from art to science. Where do you find 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 yea... Read more
You need to LISTEN to this episode. Lance Walter 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 Lance Walter has more than two decades of Enterpris... Read more
In this session, host Patrick Morrissey interviews Tracy Eiler about what it takes to attract and retain women in revenue. Top players that increase revenue are in demand, be it attendance at a professional game or products sold in B2B. Recruiting top revenue creators is taking on a new urgency as companies realize there is competition for talent and those that know how to recruit win over those that don’t know it is a skill. S... Read more
The two biggest buzzwords in sales and marketing are ABM and AI. In this interview, Nipul Chokski, VP of Marketing and Lattice Engines cuts through the jargon to talk about how account based marketing and AI improve sales and marketing, and increase revenue. ______________________________________ Predictable Revenue Radio is sponsored by Altify and hosted by Altify CMO Patrick Morrissey.
Host Patrick Morrissey interviews Altify’s Sr. Director of Product Marketing, Nigel Cullington about the results of Altify’s Customer Optimization Benchmark Study. Pat and Nigel discuss the report results which show dramatic shifts underway for companies attempting to drive top-line results. Customer Optimization appears to be the secret sauce for these companies as they look at sales and marketing leadership and execution. Reve... Read more
The challenge to driving predictable growth is building pipeline. This week we’re talking about how to monetize and build pipeline starting starting with Series A to scale. Patrick's guest is Ursula Ayrout, CEO of Measure Co.
In the intersection of sales and marketing in a growing company there are always lessons learned the hard way, but once learned they can stay with you. Live from Dublin, Ireland and San Jose, CA: How do you go from innovative new technology to building and owning a category? That’s the question will dig into with John Kreisa, VP Marketing at Hortonworks – one of the fastest growing tech companies in history. We’re going to talk a... Read more
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.
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 con... Read more
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 c... Read more
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... Read more
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 2... Read more
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 expe... Read more
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.... Read more
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 o... Read more