Patrick Morrissey is the SVP and GM at Upland Software, responsible for all aspects of marketing as well as channels and alliances. Prior to joining Altify, he was CRO of Simpplr, and has held multiple executive positions in sales and marketing at Salesforce, DataSift, Savvion, and Business Objects.
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.
  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.
To effect a change means you need to change thinking and mindset, and that changes behaviors and outcomes. Think about the face you are presenting to your candidate. Look at the leadership team, the C-suite, do you see diversity, people of color in leadership roles.  She answers the question, "What should organizations do to enable the organizations, the behavior, the mindset shift that really bakes into the culture and that creates a place that a high-performing woman would want to come to work, and stay for a long time? As a company, these are the things you can do: 1. Be intentional about recruiting and interviewing. Diverse candidates AND interviewers. It's natural for us to look for people that look like us. 2. Provide opportunities to do more - more executive exposure, more projects. As a leader push your female employees and leaders to get out of their comfort box. 3. Have a career path, preferably several. Show them how to navigate through these paths. Melissa Church is currently Executive Director, NC and GA Dual Special Needs Plan, Community Plan of North Carolina for UnitedHealth Group. She is responsible for driving operational excellence for our dual-eligible Medicare/Medicaid population. Responsible for the financial, operational, quality and sales success of our DSNP plan. Previously she was Vice President of Growth Operations for UnitedHealth Group and Vice President, Sales Operations for Optum. ___________________________________________     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.
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. There is no 3-D printer or factory producing the best sales professionals. You need diversity training, an understanding of our pitch, presentations, products, content, and culture. The biggest challenge Craig sees is the participation by sales leaders. They seem to turn the responsibility over to a different set of folks to get the carefully hired person ready to generate revenue. There is a tension between sales leaders handing off people to be onboarded so they can work with the reps already in place. They just hope they'll get the right outcome in the end. The two need to be in alignment. 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. ___________________________________________     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.
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Creator Details

Location
San Francisco, California, United States of America
Episode Count
57
Podcast Count
1
Total Airtime
1 day, 1 hour