Accelerate! With Andy Paul

Pat Morrissey, SVP and GM at Upland Software, joins me on this episode. KEY TAKEAWAYS Pat Morrissey explains customer revenue optimization in the complex B2B selling world at Altify (Upland Software). Their value proposition is about the intersection of strategy, methodology, and technology. Upland acquired Altify to change from a sales enablement perspective to a strategic value proposition for the head of sales, with capabilities to help activate the revenue team and generate customer outcomes. Rethink your go-to-market model and your methodology. The renewal is at least as important as the first sale. Do we understand what problems the customer wants to solve? Can we articulate how we will solve them? Selling conditions are changing quickly. Instead of working out your strategy to get a customer, consider the customer’s strategy and how you will help them fulfill it. Pat shares a case study of working with Workday. Andy recalls being part of a large team selling mainframe computing. Sales methodology