The Run Revenue Show (Clari)

When the revenue process is neglected, the results are devastating. The average company is losing 14.9% of its revenue to leaks across the revenue process.

So…what can we do to stop revenue leak? 

In this episode, Kyle Coleman, SVP of Marketing at Clari and host of the Run Revenue Show, is here to walk you through the foolproof ways that the most successful businesses are running revenue. Listen in as he shares the power of teamwork and governance in combating revenue leaks, the importance of utilizing meaningful data for managing revenue processes proactively, how to establish a shared metrics glossary for crystal-clear communication, and more. Plus, he dives into optimizing revenue processes by embracing continuous improvement and reviews, and finding the perfect balance between collaboration and governance for a thriving revenue ecosystem.

Here’s what’s inside: 

1. Revenue is the most important business process: Kyle mentions when the revenue process is neglected, the results are devastating. The average company is losing 14.9% of its revenue to leaks across the revenue process. When companies are able to find all the different areas of revenue leak that exist in their process and stop those leaks, the results are profound: 24% increase in win rates, 39% increase in revenue capture for committed deals, and 96% forecast accuracy.

2. Don’t be stuck in the past!: Many companies are not running their revenue the right way. They’re stuck in the past and are not making use of the data at their fingertips. You can’t expect your revenue results to change if you stay stagnant. Kyle says you need to make sure you have the right things in place to motivate every different revenue-critical employee to take the right action in the right way at the right time.

3. Collaboration and governance: Kyle says these are the two main components of the revenue process. Collaboration is people working together and determining what you do. Governance is how you do it, the data, and the systems that make it all happen. Take a step back and assess where the breakage lies in your team and provide a shared metrics glossary to ensure that people are defining key metrics the same way.

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

As Revenue Pros, sometimes we just want to be told what to do–given a proven system for unlocking revenue growth, right?

This week’s episode is just that.

Jonny Fianu serves as the Director of Global Revenue Operations and Business Development for ComplyAdvantage. With an impressive background in strategic planning and revenue optimization, Jonny plays a crucial role in overseeing and enhancing revenue generation processes within a global organization. His expertise lies in analyzing market trends, identifying business opportunities, and implementing effective strategies to drive revenue growth. With a keen eye for identifying untapped markets and forging strategic partnerships, Jonny fosters collaborations that propel business expansion and increase profitability. 

On this episode of Run Revenue Show, Jonny Fianu shares his replicable system for success in revenue operations and its goal to minimize risk and maximize opportunity through constant calibration, the importance of data literacy and metrics, accountability, trust, and integrity, why businesses must have a foundation of deeper qualification and data mining to identify potential revenue leakage and more.

Here’s what’s inside: 

1. Develop a consistent system for customer and prospect interactions: Jonny emphasized the importance of this. Implementing a standardized system can help ensure that customer and prospect interactions are consistently handled and that data is flowing freely throughout the process.

2. Expand on the dollar, rather than trying to find new dollars: To thrive in the current business environment, businesses need to have a foundation of deeper qualification, being multithreaded, and aligning solutions to financial initiatives within prospect businesses. This can help identify potential revenue leakage and address it proactively.

3. Prioritize continual calibration and iteration: These are necessary for assessing where a deal stands, who the right people are, their level of influence, and any other internal and external considerations. The goal is to continually assess the risk and opportunity in a deal and adjust accordingly.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

We’re in a season of recession. So what should be your priority for your business in terms of revenue? Putting your magnifying lenses on all areas of your company and spot the areas of revenue leak.

Where are you inefficient? Where are the handoffs getting missed? Where are there areas of revenue that are leaking out of any stage in the funnel?

In this episode, Kyle is joined by not just one, but two CEOs. Alex Atzberger is the CEO of Optimizely - a company that provides digital experience platform software as a service. Andy Byrne is the CEO of Clari - a company that transforms the way enterprises sell, delivering new insights to drive action. In this episode of The Run Revenue Show, Alex and Andy share why your business needs to be following the rule of 40, proper prep for every step of the revenue cadence and finding your board superpowers. 

Here’s what’s inside: 

1. Build a durable company with the Rule Of 40: Andy mentions the Rule Of 40, a mindset that allows you to look at your company in a more multi-dimensional way. It forces you to unpack the percentage of revenue in each department, leading to healthy conversations of what needs to be changed. So what does this do? It leads to more discipline and efficiency.

2. Your business shouldn’t be an artist. It should produce consistently: Just like a chef, your business shouldn’t produce a different outcome every time. It should be creating the same number every quarter. Having clarity, knowing where you’re going to land, not just this quarter, but next quarter, and having a good sense of how you're trending, allows you to flow in more strategic space and less tactical updates.

3. Your board meeting is your biggest brains: Andy mentions that a key component of your board is to zoom out and drive a discussion that reveals things that other execs did not realize that were happening. Your meeting shouldn’t just be an update, it should be discussing long-term strategy. Drive challenging discussions  that will reveal new things others have not thought about.

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Neglecting the customer journey will leave you with unhappy customers, fewer sales, missed opportunities, and a significant revenue gap. And we can all agree, that’s a problem. 

So how can we prioritize the customer journey to help us drive revenue for our organizations?  How do we actively prioritize the customer journey?

Kevin Chiu,   Co-Founder and Chief Operating Officer at Catalyst Software, has some ideas to help you drive new business and prioritize existing to reach both short-term and long term business goals. 

Here’s what’s inside: 

1. Customer success is found in  the customer journey. CROs should focus on new business acquisition and also on long-term customer value. This means investing in customer enablement and alignment across functions, providing strategic business conversations with customers, and ensuring a seamless handoff between customer success managers and account executives. 

2. Improve QBRs for customer-focused conversations. Quarterly business reviews often lack customer-centricity with a  disconnect between the sales reps and buyers. By improving QBRs and making them more customer-focused, companies create more impact and build stronger relationships with their customers.

3. Align sales and customer success. AlignmentThis involves breaking down silos and effectively communicating long-term customer value rather than solely focusing on new business acquisition. Revenue generation does not only come through net new, often in the world of sales we forget the opportunities we have within the existing customer base.

4.  

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Finding people who drive revenue in your organization can make or break your revenue process.

The question at hand is this: how do you discover, attract, and keep top talent so you can boost revenue?

Amy Volas, Founder and CEO of Avenue Talent Partners, has mastered the successful hiring strategy and wants to share her secrets with you.

In this episode of the Run Revenue show, Amy shares the essential criteria to follow when looking for top talent - from evaluating a candidate's mindset, dedication, alignment to the company’s values, and more.

Here’s what’s inside: 

1. Understand alignment and engagement. When hiring, it's crucial to define and align the skills, will, and engagement required for the role. Look for those who actively listen, show engagement, and demonstrate a proactive attitude during the hiring process. The deal breakers include arrogance, ego, disrespect towards team members, and a lack of preparation.

2. Focus on real qualifiers and results. Look beyond educational background or specific industry experience. Instead, assess a candidate's ability to have meaningful business conversations and connect with others. Understand how the candidate achieved results, not just the results themselves, to gauge their ability to repeat success.

3. Consider the stage of your company. Different go-to-market roles and the definitions of terms like "Enterprise" can vary, so it's important to understand these distinctions when hiring. Hiring should not be treated as an experiment; both parties should consider the context and alignment to ensure long-term retention.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

As your company expands and evolves, so do your priorities for scaling revenue.

It can be quite a transition, but there are critical steps that need to be taken to be fully equipped for success.

Robby Allen, CRO at AgentSync, is known for his strategic prowess in optimizing revenue at all stages of business growth and wants to share his playbook with you on how to do it effectively.

In this episode of the Run Revenue Show, Robby shares the transition from VP of Sales to Chief Revenue Officer, the key tips to help make the transition seamless, and how to work best at different stages of business growth.

Here’s what’s inside: 

1. Focus on lifetime value. Focus not just on customer acquisition but also on customer retention and growth. Hone in on your Ideal Customer Profile and understand the cost to serve each customer, especially in enterprise segments. Analyze not only the revenue each customer will generate but also the resources needed to support them post-sale. Implementing this as a strategy will help increase the LTV of each customer, contributing to healthier revenue.

2. Reassess incentives regularly. This plays a crucial role in driving the desired behaviors within your sales team. As the company grows and the market changes, so should your incentive plans. Keep them aligned with your current organizational objectives, helping ensure everyone is working towards the same goal.

3. Prioritize post-sales processes and customer success teams. To prevent churn and protect revenue, a strong post-sales process and a framework for delivering value to customers are crucial. Consider making customer success a revenue-oriented function; give attention and resources to the post-sales team, include your Customer Success Managers early in the sales process, and recognize their impact on revenue. A cultural shift recognizing the revenue impact of customer success teams can be a significant growth driver.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

What if we told you co-selling, co-investing, and co-marketing have the power to unlock the ability to double your revenue every two years?

Yes, it’s true.

And Greg Sarafin, the Global Managing Partner of Ernst & Young Alliance Ecosystem, knows a thing or two about the power of strategic partnering and wants to share his strategies and secrets to run revenue like a pro.

In this episode, you’ll learn: 

1. Choose strategic partnerships based on industry alignment. When forming strategic partnerships, it is crucial to carefully consider how the partner aligns with your industry and the specific business outcomes you seek to achieve. By selecting partners that are well-suited to your industry, you can maximize the value and impact of the partnership.

2. Utilize co-selling and co-investing. Co-selling, co-investing, and co-marketing with strategic partners can significantly boost revenue growth and win rates. These collaborative efforts allow for the creation of new capabilities that deliver value to customers. By leveraging the strengths and resources of both your organization and your partners, you can tap into untapped growth potential.

3. Align communication, incentives, and governance. To ensure successful partnership outcomes, it is vital to align communication, incentives, and governance among all parties involved. Define a joint value proposition, set common goals, and establish clear communication channels. Aligning all aspects of the partnership process will facilitate smoother collaboration and maximize the value generated for all stakeholders.

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leaks and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Fundamentals are fundamentals for a reason. Why do you think Lebron James is so good at basketball? It’s because he puts the hours in and does the fundamentals over, and over, and over again.

It’s the same for your team–put the hours in, do the fundamentals, and see revenue success. 

In this episode, Jason Chapman talks all about the basics your team might be missing in order to build a resilient, reliant revenue machine. Jason is the SVP of Commercial Strategies and Operations at Infor–a software that builds successful businesses. Listen in as he shares how the best companies leverage their revenue teams to have a broader impact than just the bottom line, how the best sellers are collaborating with their customers, dissecting the key fundamentals of the revenue process, how to ‘earn the right’ to sell to customers, and more.

Here’s what’s inside: 

1. Understand your trade-offs: Between your market reality, product reality, and your financial reality…Jason says if you’re hyper-focused on the customers that you can serve best and you're putting R&D dollars into the things that they care about, and then making sure that you've got the commitments from a revenue perspective, this will play a role in the rest of your business.

2. Work collaboratively with your customers: Jason says now more than ever, it’s important to realize you are going on a journey with your customers, so it’s important to value them–sometimes more than you value your team. If your customer isn't willing to agree to give you access, data expertise, and most importantly, time, to do proper discovery, that’s a surefire path to revenue leak.

3. Focus on the fundamentals: Jason says there is consistency to the secret sauce of success. It’s just like Lebron James…he practices, puts the hours in, and shoots over and over and over again. That’s why he’s so successful! It’s the same for the revenue process. It comes down to prospecting, qualifying, and managing to a rhythm. Get back to the basics with your team this week.

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

It’s the end of the quarter. The lynchpin deal you were sure was coming through? It hasn’t. Clock strikes midnight, and just like that: it’s over. How did this happen?

Deal slippage is ruining your forecast. 

But, Kevin “KD” Dorsey knows how to avoid it. On this episode of The Run Revenue Show, Kevin, SVP of Sales at Bench Accounting, shares his secrets for avoiding slipped deals. 

Here’s what’s inside: 

1. The ONE thing to create if you want to stop deals from slipping

2. Questions managers can (and should) ask reps to maintain control of their pipeline

3. Step-by-step process for keeping your team aligned and your pipeline healthy

Grab this week’s checklist: 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

As Revenue Pros, sometimes we just want to be told what to do–given a proven system for unlocking revenue growth, right?

This week’s episode is just that.

Jonny Fianu serves as the Director of Global Revenue Operations and Business Development for ComplyAdvantage. With an impressive background in strategic planning and revenue optimization, Jonny plays a crucial role in overseeing and enhancing revenue generation processes within a global organization. His expertise lies in analyzing market trends, identifying business opportunities, and implementing effective strategies to drive revenue growth. With a keen eye for identifying untapped markets and forging strategic partnerships, Jonny fosters collaborations that propel business expansion and increase profitability. 

On this episode of Run Revenue Show, Jonny Fianu shares his replicable system for success in revenue operations and its goal to minimize risk and maximize opportunity through constant calibration, the importance of data literacy and metrics, accountability, trust, and integrity, why businesses must have a foundation of deeper qualification and data mining to identify potential revenue leakage and more.

Here’s what’s inside: 

1. Develop a consistent system for customer and prospect interactions: Jonny emphasized the importance of this. Implementing a standardized system can help ensure that customer and prospect interactions are consistently handled and that data is flowing freely throughout the process.

2. Expand on the dollar, rather than trying to find new dollars: To thrive in the current business environment, businesses need to have a foundation of deeper qualification, being multithreaded, and aligning solutions to financial initiatives within prospect businesses. This can help identify potential revenue leakage and address it proactively.

3. Prioritize continual calibration and iteration: These are necessary for assessing where a deal stands, who the right people are, their level of influence, and any other internal and external considerations. The goal is to continually assess the risk and opportunity in a deal and adjust accordingly.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

The secret sauce to approach RevOps in a successful way? Enablement, platforms, analytics, compensation plan, and strategy. Focusing on these five things will take your operations to new heights.

On this episode of Run Revenue Show, our guest, Sam Sutton-Reid, shares his experience as a RevOps leader at Pearson. He breaks down the approach to RevOps into five areas of focus - enablement, platforms, analytics, compensation plan, and strategy. Sam emphasizes the importance of creativity in post-COVID times, stakeholder management, and planning ahead for revenue operations leaders while also sharing his journey from coffee shops to sales and eventually to RevOps.

Sam Sutton-Reid is the Director of Revenue Operations at Pearson, a leading educational publishing and assessment service company. As an accomplished professional in the field, Sam oversees and manages the revenue operations function, which involves optimizing sales processes, driving revenue growth, and enhancing operational efficiency within the organization. With a strong background in revenue management and business strategy, Sam brings a wealth of experience to the role. He is responsible for implementing effective sales strategies, analyzing market trends, and identifying opportunities for revenue enhancement. 

Here’s what’s inside: 

1. Develop a persona-based approach. To use technology tools effectively in sales and marketing, it is important to develop a persona-based approach that considers individual skills and behaviors. The focus should be on driving sales velocity rather than just increasing activity levels, and this involves addressing problems with opportunities, conversion rates, and people.

2. Plan ahead! Planning ahead is crucial for revenue operations leaders, both in terms of timelines and budgets. It is important to assess the total cost of ownership or return on investment for any new ideas or initiatives, especially if they replace manual processes.

3. Focus on communication within your sales team. Communication is key in effectively implementing new tools and processes. Salespersons and marketing teams need to simplify explanations, bring it back to basics, and make it accessible. Customers want to see and use the product, not just listen to the sales pitch.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Yes, it’s reaching new customers to hit your revenue targets for the quarter is a clear priority. Yet,  what if  there is a missing piece that is making or breaking the number you want to see?

That piece? The understanding of how to maintain current customers and fosterstronger relationships with them.

As an expert in running revenue like a pro, Sean Burke, COO and CCO at Prometric, shares the importance of protecting the existing customer base for optimal revenue growth.

In this episode, you’ll learn: 

1. How to develop operational and strategic ‘win’ plans. These plans  involve gathering intelligence from all corners of the business to capture market insights and understanding of customer relationships. By taking a comprehensive approach you’ll increase your chances of revenue success.

2. Why communicating with customers at all levels is essential. All customers matter from  from senior executives to individual contributors. Building strong relationships and trust with clients requires regular and open communication across all levels. 

3. What it means to protect the existing client base. Investing in strong client relationships, understanding their evolving needs, and addressing any issues will help minimize churn and generate revenue growth.

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leaks and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

The world of revenue is complex and can be hard to navigate.

But what if we told you there is a way to tackle every revenue opportunity ahead?

Expert Andy Byrne, co-founder and CEO of Clari, shares how leaders at all levels can tackle the complex world of revenue and drive unprecedented growth and predictability in their businesses. From uncovering revenue leaks to maximizing efficiency and scalability, Andy shares it all so you can drive unprecedented growth and predictability in your businesses.

In this episode, you’ll learn: 

1. Building trust and fostering a positive company culture is crucial for successful acquisitions. Andy emphasizes the importance of building trust and how it played a significant role in the successful acquisition of Groove. Trust between companies and their teams is essential for a smooth transition and a shared vision for the future.

2. Revenue operations is a rapidly growing field with significant job opportunities. Andy highlights the rise of revenue operations as one of the fastest-growing job categories in the United States. This represents a shift in the industry, with more companies focusing on innovations and practices to optimize their revenue processes.

3. The growth and importance of revenue operations as a field. Revenue operations is one of the fastest-growing job roles in the United States, with over 500,000 jobs on LinkedIn. Andy emphasizes the need for companies to invest in this area to drive efficiency, growth, and predictability in their revenue processes.

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leaks and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

What if we told you that the key to revenue growth is implementing revenue enablement on ALL levels of your organization?

But here’s the million-dollar question: How do you embed enablement on every level? 

From understanding the importance of enablement and storytelling to the value of aligning sales and marketing efforts, Vanessa Metcalf, VP of Global Revenue Enablement, shares her expertise on how to optimize revenue performance. 

In this episode, you’ll learn: 

1. Extend enablement beyond sales and marketing teams. Enablement should involve collaboration with other departments, such as customer success, product, and operations, for an aligned approach to revenue generation. Enablement facilitates knowledge sharing across teams to maximize organizational effectiveness.

2. Enablement is essential for revenue growth. It plays a vital role in scaling the business and achieving revenue goals. Key enablement activities such as onboarding, playbook creation, and upskilling are crucial in ensuring the right actions are taken at the right times to optimize revenue processes.

3. Ask the right question. It’s what differentiates you from being seen as a cost center to a revenue accelerator. Focus on what you own, such as certifications produced and content provided, and what you influence, like selecting the right revenue KPIs based on business objectives and data. Being equipt with the right information, tools, processes, and confidence, enablement can influence deals and drive revenue growth.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leaks and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

As the revenue and selling landscape is constantly changing and adapting, it has become a critical component to better engage and build trust with potential buyers.

And it all begins with meeting them exactly where they are… AKA, fully understanding and being aware of the buyer journey. 

Jake Randall, COO of Common Room, shares his secrets to tailoring sales approaches based on the buyer, how to nail trust on the head, and how to achieve a 360-degree view of the buyers to effectively engage with them. Throughout the episode, Jake highlights the power of digital channels, such as social media platforms like LinkedIn and Reddit, in influencing buyer behavior and decision-making. He also explains how sales teams can deliver personalized messaging at scale while ensuring a meaningful and impactful customer experience through leveraging data and automation.

Here’s what’s inside: 

1. Embrace the modern buyer's journey. It's crucial for sales teams to understand and embrace this modern buyer's journey, which includes seeking information from peers, social platforms, and online communities. Meeting buyers where they are in their journey and engaging with them through the right communication channels can lead to more meaningful interactions and higher conversion rates.

2. Leverage data and automation for personalized outreach. By integrating data from different sources and analyzing customer interactions in various channels, businesses can gain valuable insights into buyer pain points and preferences. Automating personalized outreach at scale based on these insights can drive sales success. Context and personalized messaging tailored to customer interests and needs deliver better results than generic sales pitches.

3. Understand and engage with all users. Taking the initiative to reach out to users who have questions or struggles can lead to increased customer satisfaction and loyalty. Leveraging tools like Clari or Common Room can help manage complex decision-making processes by providing real-time insights on where each individual is in the buyer's journey. The goal is to minimize risk, convert detractors into champions, and ensure a customer-centric approach throughout the sales process.

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

As we embark on this new year, the question arises of how can our revenue teams position themselves for success in 2024?

It requires a thoughtful, well-played strategy for the challenges and opportunities that lie ahead.

Paige O’Neill, CMO at Seismic, specializes in positioning revenue teams to be as successful as possible and has played a crucial role in driving Seismic's strategies in the competitive market landscape. 

In this episode, Paige discusses the growth of enablement in organizations, the evolving challenges faced by sales teams in a selling environment, the role of technology in sales training and enablement, and the impact of collaboration and a holistic approach within the go-to-market team for sustained success.

Here’s what’s inside: 

1. Cultivate a year-round enablement ecosystem. Successful enablement programs are not just about energetic launch events; they're about creating an ecosystem of sustained support that aligns with your go-to-market initiatives. This calls for integrating enablement into your daily operations and measurements, embedding it within executive team discussions, and ensuring the C-suite supports it.

2. Establish an enablement advisory council. Including key stakeholders such as sales leaders and product marketing leaders in this council ensures that diverse perspectives are considered and that enablement strategies are both relevant and impactful. By incorporating feedback from different business areas, the enablement initiatives can be continuously improved and refined.

3. Use technology and AI to develop enablement programs. This allows enablement to be conducted at scale while still catering to the individual needs of salespeople. Tracking metrics such as content downloads, training completion, and using specific keywords allows for measuring enablement's effectiveness and helps identify areas for further training and improvement. 

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

It’s a terrible feeling when new business deals are slow to come in and you’re watching your growth targets slip away after all of the hard work your sales team put in to reach new customers. 

So how do we counteract this? Through the number one most important strategy in 2023: paying attention to net dollar retention.

On this episode of The Run Revenue Show, Nick Mehta, CEO of Gainsight, author of multiple books on customer success and all around champion of delivering value to your customers, shared his insights on this strategy. You’ll learn the difference between customer support and customer success, the natural tendency for customers, sharing the value in your vision, and the key steps for turning your value into reality.

Here’s what’s inside: 

1. Turn your value into reality: Nick mentions the main steps are to agree as a company what your value is, define how that value is translated into the product, orchestrate it into your business processes, and then to become brave.

2. Stop building loyalty through personal relationships: Think relationships are more important than outcomes? Think again. Make sure that you have real outcomes and value as the foundation of your relationships. This will help you avoid revenue leak.

3. Identify where you are leaking revenue on the customer side: Nick says there are multiple pieces to identify - the onboarding process, management, dollar churn, and price compression. From here, build a strategy for each piece.

4. Audit the information flow between your Sales and CS teams: Nick mentions there are two sides you need to consider when collaborating between your sales team and CS. First, an account plan that shows how you are going to grow your customer base. Second, a success plan that shows what you are doing to drive the clients goals. Then, make sure these two plans align!

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

There is no one-size-fits-all approach to product-led companies. It's all about how the product becomes central to the customer experience.

But what are the secrets for making your product central to the customer experience?

In this episode, Kyle is joined by Todd Olson, CEO and Founder of Pendo - a platform that focuses on improving product experiences. They dive into what it takes to build a successful company using a PLG motion, Todd’s journey with Pendo, the importance of validating ideas, obsessively monitoring beta users, and finding product-market fit. They also explore the three key areas for implementing product-led growth and the myth of a product selling itself. Join us for an insightful conversation on how to create a product-led organization that puts the customer experience first.

Here’s what’s inside: 

1. Get rid of the product-led misconceptions: A common misconception for Product-Led Growth is “the product sells itself.” Todd says this isn’t the case. If you’re selling to a large organization, you’re going to need a human involved. You can’t sell a product without somebody to understand the customers’ needs and tailoring things to their business.

2. Become product-led for effective inbound demand: A Product-Led organization can help optimize inbound demand by directing customers to a tailored experience based on their segment. Todd says this involves creating a culture centered around using data to understand company goals, automating high-volume tasks, promoting cross-functional collaboration, and embracing an experimental mindset.

3. Prioritize self-service to free up time and energy: By providing customers with a range of self-service options, such as chatbots and in-product help, Product-Led companies offer a better user experience and reduce support volume. This time and energy saved, can be put towards other areas of the business for improvements and meeting customers needs. 

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Effectively aligningyour focus and resources with what your company aims to achieve is essential, but is also a common pain point.

It’s crucial for revenue growth, but it’s hard to find the right balance in generating a sufficient pipeline for the sales team without overwhelming them.

Olga Traskova, VP of Revenue Operations at Birdeye, shares how to master the art of revenue growth through proper resource allocation.

In this episode, you’ll learn: 

1. How to prioritize resource allocation based on upcoming projects. By aligning priorities with company goals, you ensure that the right resources are dedicated to the most impactful projects or events. Through smart data analysis and an understanding of upcoming opportunities, you can make informed decisions on allocating resources effectively.

2. Why collaborative governance in Revenue Operations is key. While collaboration is important, too much freedom can hinder scalability and consistency. Implementing a governance framework leads to standardize processes, quality control, and scalability, while still fostering collaboration and flexibility.

3. Unified data structure and standardization in Revenue Operations is essential. This ensures consistency, accuracy, and effective communication on all levels of the business. By aligning the data structure and reporting metrics, you can have a comprehensive view of the revenue process and make informed decisions based on reliable data.

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leaks and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Cultivating talent can be tricky for your sales team, but it’s essential.

And it’s not just about hiring the right people but enhancing and nurturing current employee’s skills to run revenue in a more efficient and effective way.

In this episode of the Run Revenue Show, Mike Esterday, CEO of Integrity Solutions,  shares the secret of how to hire, keep, and grow talent so you can run revenue like a pro.

Here’s what’s inside: 

1. Align personal purpose with professional goals. It’s important to engage in conversations that uncover employees’ intrinsic motivators and facilitate a deeper understanding of how their personal aspirations can be achieved through their roles. By defining and reminding your team members of the larger mission and the impact they are making for customers, you create a customer-centric mindset that drives performance. 

2. Develop a growth mindset in sales teams. Focus on not just what your teams are achieving but how they're achieving it. Encourage a culture of continuous learning and resilience. Implement regular training sessions that address skill development and mental toughness and encourage your team to set challenging yet achievable goals and reflect on setbacks as learning opportunities.

3. Master the art of referrals. Ensure to instill the practice of asking for referrals as a habitual part of the sales process. Start by integrating referral requests into your sales training programs and foster an environment where sales reps can confidently ask every satisfied customer for a referral. By actively seeking out referrals, your organization can maximize revenue opportunities with minimal cost. 

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

As uncomfortable as failure is, it is essential for success. Failure holds lessons for refinement and growth, but without careful examination of what exactly failed, your potential to refine your strategy is lost. 

Cody Guymon, COO at Workato, joins the Run Revenue Show to share why paying attention to successes AND failures fuels revenue growth. He digs into how you can do it, providing a playbook for optimizing failure for your company’s benefit.

In this episode, you’ll learn: 

1. Observe successful companies. Cody mentions from observing other companies' strategies and approaches, you can gain valuable insights to apply to your operations and drive revenue growth. Learn from other companies and take bits and pieces from their strategies to apply to your own.

2. Become proactive. Thinking ahead is critical for revenue success. You can do this by taking a step back, analyzing market trends, and considering new revenue models to incentivize the right behaviors. Cody suggests thinking ahead by one to two quarters for focused decision-making and better positioning.

3. Understand the rules to close the revenue goal. Data analysis plays a vital role in revenue growth. Understanding how to use the data is a whole different ball game. Cody talks about the rule of 40, the rule of 50, the rule of 60, and the free cash flow margin. Learn these to help optimize revenue generation and determine the most cost-effective channels to close the gap.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leaks and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Efficiency is what every business wants… Efficiency with low expenses.

But how do we get this? What are the steps we need to take as a business? This is what Justin says:

“Efficiency begins with headcount. Making sure that your workers are not ‘employees,’ but ‘owners.’ They need to look at the greater whole of the company and step into different roles.”

Justin Borgman is the Chairman and CEO at Starburst - an analytics engine that provides a modern solution that addresses these data silo & speed of access problems. In this episode, Justin shares how he developed a culture centered around grit to endure downturns, experiments that helped him build Starburst, how to run a business with efficiency, the importance of focusing on the strongest elements of your business, revenue models, and more.

Here’s what’s inside: 

1. Culture will get you through the downturn: Justin says when the macro environment is going through a recession, company culture is what will get you through it. Reinforce your values every chance you get, create expectations, and develop grit.

2. Embody your level of ownership: Justin mentions that the most efficiency comes with a proper headcount of valuable workers. There is a difference between an ‘employee’ and an ‘owner.’ Owner’s look at the greater whole of the company and how they can make it grow holistically while employees just do one job. Be an owner.

3. Utilize consumption patterns: Consumption patterns are essential for seeing future patterns. Justin and Starburst use it to study and obtain important information on databases and to forecast future patterns from a sales, marketing, and management perspective. This is a key way to drive revenue.

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Your revenue team is constantly changing and Expecting your go-to-market motion to stay the same through all that change is a recipe for revenue leak, silently draining away potential growth and leaving your business vulnerable. 

So what should you do to ensure you’re keeping up? Kiva has all the answers you need.

On this episode of Run Revenue Show, we are joined by Kiva Kolstein. Kolstein gives us an inside look at AlphaSense's rigorous revenue operations team and how they help create a predictable business by providing data on pipeline, forecast, and the market they're going after. We learn about the company's specialization strategy and the importance of sales enablement in scaling a global sales organization, their go-to-market strategy for new industries and the importance of balancing live and asynchronous sales training, and all about AlphaSense's successful acquisitions and their team dedicated to incubating and launching new ideas.

Kiva Kolstein is the President and Chief Revenue Officer at AlphaSense, Inc. - a leading artificial intelligence-powered search engine for financial professionals. With a strong background in technology and finance, Kolstein brings a wealth of expertise to his role, empowering financial professionals with actionable insights and transforming the way they conduct research and make informed decisions.

Here’s what’s inside: 

1. Develop a specialized value proposition: To achieve growth, organizations must develop a targeted go-to-market strategy that speaks to specific personas, verticals, and industries. By purpose-building products and services for buyers and sectors, companies can achieve greater differentiation and higher levels of customer satisfaction.

2. Take a data-driven approach to decision-making: Companies should measure every aspect of the business, from top of the funnel to renewal and upsell, to inform every decision made. With the right data, companies can create a predictable business that enables accurate forecasting and continued investment in new growth opportunities.

3. Implement a robust revenue operations process: Revenue operations is crucial to running a successful business. Rev Ops teams should track data daily and share relevant information with decision-makers, which can help inform key hiring, compensation, and incentive decisions. By creating a predictable business with the help of Rev Ops, executives can set themselves up for continued growth.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Inaccurate forecasting is the last reason you want to miss your revenue goals. So what are the key steps for figuring out how to accurately forecast, avoid these mishaps, align your departments, and meet your revenue targets?

Andy Duffett, SVP of Global Sales at CrowdStrike, combines his extensive industry knowledge with a dynamic leadership style to steer the company's global sales efforts to success.

In this episode of the Run Revenue show, Andy shares why trust and transparency is essential for success, the importance of understanding customer needs, the value of forecasting correctly, and why you should prioritize revenue protection and value realization.

Here’s what’s inside: 

1. Build trust and transparency. Andy highlights the importance of trust and transparency as the foundation for success. While it takes time and effort, it’s vital for collaborative decision-making and achieving desired outcomes.

2. Understand and adapt to customer needs. Understanding customer needs is crucial. Focusing on tools like MEDPicc and having customer conversations allows you to navigate uncertainty and appreciate the value provided. This approach distinguishes them from competitors who may resort to dropping prices or fast-tracking solutions.

3. Prioritize revenue protection and value realization. Proactive conversations, early identification of issues, and AI-driven models help prevent issues. By diagnosing revenue leakage early, you can take adequate measures to protect revenue and maintain strong customer relationships.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Data-driven decision making is more important now than it has ever been to reach your revenue goals. It’s the backbone of informed decision making.

But…is your team utilizing and sharing that data in a clear, concise way across all of your revenue teams?

Steve Daly is the Chief Executive Officer of edTech company Instructure, where he is responsible for driving revenue growth and ensuring the company's success in the ever-changing education industry. In this conversation with Kyle, he’s sharing the significance of analyzing key metrics such as revenue, profitability, bookings, and sales productivity, and ultimately how they can help businesses improve accuracy in forecasting and make informed decisions to drive growth and address potential issues.

Here’s what’s inside: 

1. Emphasize data-driven decision making and collaboration. Steve Daly highlights the challenge of collaboration and data overload. To address this, it is crucial to regularly analyze key metrics, such as revenue, profitability, retention, and upsells. By leveraging data and fostering collaboration, teams can make informed decisions, improve accuracy in forecasting, and work towards common revenue goals.

2. Act quickly and focus on beating financial forecasts. Steve Daly shares their secret to making fast-paced but informed decisions to keep stakeholders happy. By taking decisive actions and staying proactive, teams can drive growth, exceed expectations, and maintain financial performance. This highlights the importance of agility and a results-oriented mindset in revenue management.

3. Operationalize quota capacity and monitor sales productivity. Steve Daly discusses the intricate process of evaluating quota capacity, considering factors such as attrition, ramping up new sales representatives, and attainment levels. By having a robust model in place, companies can forecast quota capacity over time, hire and onboard new sales reps effectively, and set expectations for their productivity. Monitoring these enables leadership to make informed decisions to ensure the organization is on track to achieve revenue targets.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Pipeline generation and forecasting accurately are two essential factors that play into revenue acceleration.

And let's face it… it can be a challenge to balance them both.

Lucky for you, Jeremey Donovan, EVP of RevOps and Strategy at Insight Partners, joins the Run Revenue Show to share how top performers maximize pipelines and forecast accurately.

Tune in to hear Jeremey share the strategies behind it all.

Here’s what’s inside: 

1. Foster discipline in pipeline generation and management. It's crucial to take a closer look at where deals are coming from and how valuable they really are. Set up regular meetings with your team to carefully examine the pipeline, figure out which leads are the most promising, shift your focus to activities that actually bring in results, and concentrate on creating opportunities.

2. Prioritize human capital and define processes. Having a skilled team and effective processes is more crucial than just relying on technology. Focus on building a strong team to follow clear sales processes before incorporating advanced tools. These basic elements provide long-lasting stability and the ability to grow. 

3. Cultivate a motivated and cohesive sales force. Acknowledge individual accomplishments and create a positive work atmosphere for team bonding. Organize regular in-person events, openly praise outstanding efforts, and promote success stories that connect with clients. These practices help create a motivated and skilled workforce capable of attracting new business and maintaining existing partnerships.

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

POV: You’re a salesperson trying to sell your product to a customer, but they are just not making a decision because they’re scared… they have been consumed with the enemy of indecision.

Let’s face it. Sometimes it’s just hard to get a customer to close a deal for a number of reasons, but the leading factor is fear. So what’s the trick to helping your hesitant customers overcome their fear so you can close that deal you’ve been waiting for?

Matt Dixon is the co-author of The Challenger Sale, The Challenger Customer and The Effortless Experience and is also the founding partner of DCM Insights. In this episode of the Run Revenue Show, Matt shares the challenges that salespeople face when customers express hesitation and objections during the sales process, he explores the concept of the omission bias and shares insights from large-scale studies on sales effectiveness, he provides practical advice on how to overcome indecision, and more.

Here’s what’s inside: 

1. Understanding the “omission bias” is a priority!: Understanding this is crucial for salespeople to help customers overcome their fear of failure and make the right decision. Customers are often okay with doing nothing and having a bad outcome but not with doing something and having a bad outcome, even if both result in the same loss.

2. Use ‘pings and echoes’ to make the customer feel safe: The majority of customers don’t feel safe to discuss their indecision due to fear of embarrassment or failure to make the right decision. ‘Pings and echoes’ involve high-performing salespeople trying to articulate the fears they think the customer is struggling with in a way that doesn't out the customer or make them feel embarrassed.

3. Guide your customer to a narrower consideration set: Doing this and advocating for a specific course of action while still reinforcing the customer's autonomy involves being brutally honest with the customer and showing that their job is to get the customer to the right decision, even if that means buying from a competitor or not at all.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

It doesn’t matter where you are in the revenue organization, not knowing your forecast has dire consequences. 

But the forecast isn’t just a number that you call in a meeting, or an outcome at the end of the quarter… It’s the fundamental business process.  

Mark Cranney is a prominent figure in the venture seed investing landscape, specializing in assisting product-centric founders and startups in scaling their Go-To-Market operations. With his extensive experience and expertise, Cranney plays a vital role in advising and providing strategic guidance to these companies. In this episode of the Run Revenue Show, Mark talks about the importance of accurate sales forecasting and business planning, he provides insights on how to achieve predictability in sales, expand territories, and reallocate resources by understanding ROI, attributions for spend, and pipeline growth. 

Here’s what’s inside: 

1. Make your pipeline visible: Knowing the total pipeline and scrutinizing it is important for making investment decisions and enabling sales decisions. A healthy business requires understanding how the pipeline is growing in order to gauge when to put more headcount into play.

2. Focus on accurate forecasting: Forecasting accurately is the most important aspect of revenue leadership. A lot of work is needed from both a top-down and bottom-up approach to accurately predict business outcomes. By accurately forecasting revenue, businesses can optimize their operations, improve their financial performance, and stay ahead of the competition.

3. Competency in customer success and finance teams is necessary: This is what makes accurate forecasting. It doesn’t happen with just revenue leaders, but everyone involved in the go-to-market process should be held accountable. Data analysis is key in identifying trends and driving business decisions.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Being a successful CRO isn’t just about setting goals for the sales team and driving revenue. It’s about having the right data and processes in place so that your sellers can collaborate and run revenue.

This is where partnering with the revenue operations team comes in to save the day.

On this episode of The Run Revenue Show, Adam Aarons, CRO at Drata, shares how he partnered with RevOps to gain a better understanding of what was happening within the business, identify areas of improvement, and make data driven decisions. You’ll gain insight on why this is a crucial move and how it ultimately builds a culture of trust and collaboration. 

Here’s what’s inside: 

1. Focus on relationships + data: The best way to build both of these muscles? Adam says trust, transparency, and collaboration.

2. Audit your processes: Is your team actually adhering to your processes? Does anyone need a refresher? This week, take time to ensure everyone is on the same page. Adam says it’s how you’ll strike revenue gold. 

3. Clean up your data: Make a plan to clean up your data this week. Identify where your bad data lives, before it’s too late. Adam says bad data is your biggest revenue killer. 

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

It’s time to run revenue like a process. 

And there are four key ways to do so: think in quarters, embrace predictability, utilize technology and prioritize revenue moments that have the most impact on your business.

Experts of running revenue, Ashley Gretch, CRO at Xedro, and Matt Weil, Senior VP of Worldwide Sales at Highspot uncover the data behind these four key practices so you can run revenue like a pro.

In this episode, you’ll learn: 

1. Why predictable forecasting is essential. Prioritizing accurate forecasting will provide reliable revenue projections. A mix of data-driven tools and gut instincts will lead to accurate forecasting.

2. Why pipeline calls can contribute to accurate forecasting. This call allows for evaluating the progress of revenue generation and offers insights into the effectiveness of day-to-day activities. It also helps in predicting revenue a couple of months in advance.

3. The importance of developing a relationship between the go-to-market team and product team. There is a lot of value to providing feedback to the product team through the analysis of lost deals and leveraging conversational intelligence. By demonstrating the impact of product offerings, the go-to-market team can foster a stronger partnership with the product team for continuous improvement.

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leaks and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Structuring your overall go-to-market approach is a common pivotal pain point, but it’s also one of the most essential practices to nail.

The question you need to answer is this: How do you currently navigate the challenges of scaling and growing your business, especially in terms of structuring your go-to-market approach?

Lucky for us, Harrison Rose, CEO of GoodFit, specializes in this area to boost business revenue.

In this episode of the Run Revenue Show, Harrison discusses strategic customer targeting and the importance of timing in getting in front of the right customers, utilizing data to inform go-to-market strategies and sales processes, the challenges and importance of building outbound machinery, maintaining data quality, defining ideal customer profiles for effective sales outreach, and more.

Here’s what’s inside: 

1. Focus outbound marketing efforts on the right customers. This involves using qualification rates to assess if outreach is aimed at the appropriate prospects, which improves sales efficiency. Invest time in accurately mapping the market and ensuring your list of target accounts is aligned with your ICP. This leads to a higher conversion rate and better resource allocation.

2. Align sales and marketing through data. This can enhance the efficiency of both departments. The value of investing in quality data and utilizing it for targeted messaging leads to improved conversion rates and market strategies.

3. Balance brand awareness and direct marketing efforts. Investing in brand equity early on can enhance all stages of the sales funnel. However, it's also essential to maintain a balance between creating demand and generating leads through direct marketing efforts. Find the right mix of demand creation and lead generation to optimize marketing budgets for sustainable growth.

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Discovery deserves to die… Well, at least the discovery we have now.

It does little to help the buyer. 

Doug Landis is a renowned Growth Partner at Emergence Capital, a venture capital firm specializing in early and growth-stage enterprise cloud companies. With extensive experience in sales and marketing, Landis is widely recognized for his expertise in building and scaling high-performance revenue organizations. He has a deep understanding of the challenges and opportunities faced by SaaS companies, particularly in the areas of sales strategy, customer engagement, and team development. Doug works closely with Emergence Capital's portfolio companies, providing strategic guidance and hands-on support to drive their growth and success

In this episode, Doug and Kyle discuss the importance of data in sales and the role of a Rev Ops partner. They touch on the pitfalls of being too focused on discovery and the need to shift towards meaningful business conversations that take into account the risk-averse nature of buyers, the impact of the pandemic on sales, the potential of AI to accelerate research and provide insights for sales conversations while recognizing the importance of tangible outcomes that matter to revenue leaders, and more. Let’s avoid revenue leak and achieve revenue precision, together. 

Here’s what’s inside: 

1. Meaningful interactions are key: Sales reps should focus on having business conversations with potential clients and strive to understand why they need to change and why they should do it now. This approach can lead to more genuine and productive conversations.

2. Embrace hypothesis-based selling: Sellers should use hypothesis-based selling to build a hypothesis around what problems the person or organization they are selling to may be going through. This can help sellers prepare before getting on calls with prospects and tailor their offerings to better meet the client's needs.

3. Re-assess ideal customer profiles: Due to the pandemic and its impact on the market, many companies may need to reassess their ideal customer profiles (ICP) and shift their buyer targets. CFOs are now getting involved in smaller deals, so it's important to adjust ICPs accordingly.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

If you’re not using data to understand the customer journey, it’s like you’re sailing without a map. Many revenue leaders are missing out on opportunities because they don’t know what’s happening inside their existing. 

Steffen Hedebrandt, Chief Marketing Officer and Co-Founder of Dreamdata is here to share his playbook with us on just HOW to fix that problem. 

Steffen shares his lessons learned from taking Dreamdata’s revenue to new heights. 

In this episode, you’ll learn: 

1. Focus on the customer journey. Understanding the customer journey timeline and success rates of different activities is key. This helps identify the strategies that have the biggest impact on the company's success, allows for a focused approach and a more improved go-to-market strategy. 

2. Quality over quantity should be prioritized. Marketers should consider each lead as a physical person they would present to the sales team and focus on sending only those leads that meet certain criteria and have a high potential for conversion. Focusing on quality eliminates wasting the sales team's time and ensures that resources are utilized effectively.

3. Use data analysis and technology. By using data, businesses can gain a complete view of the customer journey and make data-driven decisions. This ultimately leads marketing and sales teams to see more opportunities, optimize their efforts, and ultimately boost revenue growth.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

In the tech world of running revenue, trying to bring together and simplify things can be a huge challenge. So, how can you make your tech tools work for you and not against you? 

It's a bit tricky, like solving a puzzle, but getting it right could mean getting more done and succeeding in the revenue scene.

Andy Byrne, co-founder and CEO of Clari, a revenue and go-to-market strategist, and a leader in Revenue Collaboration and governance, is known for his extensive experience in using tech tools to excel revenue.

In this episode of the Run Revenue Show, Andy discusses the concept of consolidation in the tech industry, particularly in relation to revenue and sales technology, the challenges and pain points that revenue teams face, such as working with multiple tools and dealing with the inefficiencies of manual processes, the concept of "revenue leak" and how it can hinder revenue growth and predictability, and more. 

Here’s what’s inside: 

1. Conduct a thorough assessment. This is designed to identify areas where revenue is leaking within your organization. This assessment can be done using a revenue platform that analyzes data from your CRM, external tools, and other sources to pinpoint areas of improvement.

2. Create a revenue cadence blueprint. This involves mapping out every meeting of every week, month, and quarter and identifying the hotspots where improvements can be made. Focus on specific areas like pipeline creation, conversion, and closing, and implement changes to optimize these processes.

3. Foster collaboration and governance within your revenue teams. Enable employees to have a unified platform to collaborate and access insights and instrumentation to drive efficiency and growth. Implement revenue governance practices to increase your organization's discipline, accountability, and alignment.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Every leader is at mercy of macroeconomic conditions these days, but still expected to hit an even bigger revenue target..

This episode is your playbook for realizing the power behind embracing downturns, upturns, and any-which-way turns the economy will throw at your pipeline.

On this episode of The Run Revenue Show, Steve, Managing Director at Madrona Venture Group, shares his learnings from leading his team at Concur through the ‘99 dot com burst, the 2008 financial crisis, and beyond. You’ll walk away with a playbook for how to use macroeconomic data to your advantage, keep your team informed and empowered, and solidify you no matter what.

Here’s what’s inside: 

1. How to grow your revenue —without adding headcount 

2. Why precise forecasting enables you to think more strategically about spending and where to make your investments.

3. What effectively instrumenting your business looks like and why it should be a priority for you. 

Grab this week’s checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

It’s the end of the quarter. The lynchpin deal you were sure was coming through? It hasn’t. Clock strikes midnight, and just like that: it’s over. How did this happen?

Deal slippage is ruining your forecast. 

But, Kevin “KD” Dorsey knows how to avoid it. On this episode of The Run Revenue Show, Kevin, SVP of Sales at Bench Accounting, shares his secrets for avoiding slipped deals. 

Here’s what’s inside: 

1. The ONE thing to create if you want to stop deals from slipping

2. Questions managers can (and should) ask reps to maintain control of their pipeline

3. Step-by-step process for keeping your team aligned and your pipeline healthy

Grab this week’s checklist

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. → Clari.com

It’s challenging to balance priorities, foster collaboration, and efficiently streamline tools and systems to create a high-performing RevOps team. 

But in order to run revenue the right way, you need to align your team's work with the company's strategic vision while optimizing the processes that drive success.

It can be overwhelming, but Anil Kumar, Head of Global Revenue Operations at Asana, is here to share how to do it.

In this episode of the Run Revenue Show, Anil discusses the importance of empowering employees, the key role that a RevOps team plays, and the concept of caring at scale.

Here’s what’s inside: 

1. Implement tool consolidation. Too many tools can overwhelm the team, leading to inefficiency. Prioritize workflows and capabilities that matter the most to the team and use a tech stack that suits their specific needs and goals. This approach helps increase efficiency and effectiveness within the operations.

2. Care at scale. This involves getting the team to deeply care about the problem they're solving, connecting their day-to-day work to the broader vision of the company, and giving them ownership to see the impact of their work. This can lead to high-performing RevOps teams.

3. Break down silos and foster collaboration. From collaborative relationships between revenue-critical employees to fostering a culture of breaking down silos between teams, it is seen as crucial for success. Establishing these close connections between teams enables them to address and solve core problem statements, resulting in greater efficiency and effectiveness. Establish daily goals and empower the team to develop ways to achieve them.

4.  

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Let me guess. You're constantly dealing with a persistant challenge - the need to streamline and consolidate your sales operations.

It can get messy, but Chris Rothstein, co-founder and CEO of Groove, is the mastermind behind it all.

Chris shares his secrets on how consolidation provides a closed loop between insight and action, streamlining processes, increasing productivity, and running revenue.

In this episode, you’ll learn: 

1. Why consolidation without compromising essential capabilities is crucial for effective sales operations. This can streamline processes, increase productivity, and provide better control over growth. Having all revenue applications under one roof is essential, as it eliminates the challenges caused by multiple solutions that don't communicate effectively.

2. How collaboration and alignment lead to successful partnerships and acquisitions. Building partnerships requires thoroughly understanding the other side, conducting due diligence, and finding the right partners. Having the right people on board who are committed and understand the vision is crucial.

3. Why tech consolidation should focus on generating a comprehensive and seamless data set, generating a comprehensive data set is essential for workflows, machine learning, and AI. It is important to consider both cost-saving and capability-enhancing aspects when consolidating technologies.

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leaks and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

It’s time to revolutionize your revenue game and unlock ultimate revenue excellence.

In this final bonus episode, we hear from top industry leaders on the most effective strategies for sales process management and performance improvement.

Anil Kumar, Head of Global Revenue Ops at Asana, and Haley Katsman, VP of Revenue Strategy, Ops, and Enablement at Highspot, share the importance of daily rhythm and managing sales processes, embracing difficult situations and making positive changes, developing proactive approaches, and more.

In this episode, you’ll learn: 

1. Embrace a proactive approach to revenue operations. By taking a proactive approach, leaders at all levels can create a culture of forward-thinking problem-solving and strategic planning. For new business and renewal business sellers, this means actively identifying potential challenges, addressing them before they become significant obstacles, and constantly seeking opportunities for improvement to drive revenue growth.

2. Leverage data-driven forecasting for informed decision-making. Data-driven forecasting helps identify successful segments, adjust sales strategies, and make informed decisions about market focus and profitability improvements. Revenue-critical employees can gain a deeper understanding of customer behavior, market trends, and potential opportunities, allowing them to tailor their approaches for both new and renewal businesses.

3. Bridge the gap between strategy and execution for revenue success. Strategic leaders must ensure alignment between company goals and the actions of revenue-critical employees. For new business and renewal business sellers, this means understanding the overarching company strategy and translating it into actionable plans that directly impact revenue generation.

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leaks and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

The medical sales landscape is constantly changing.

And if you don’t stay ahead, you’ll fall behind and lose critical revenue.

Experts Daniel Hawkins, Founder and CEO of Avail Medsystems, and Omar Khateeb, Founder of Khateeb Co., share how automation, data-driven strategies, and the imperative presence of sales representatives impact revenue, patient outcomes, and the future of healthcare.

In this episode, you’ll learn: 

1. Automate sales processes and data entry. Manual data entry can be time-consuming and prone to errors, but by utilizing software and technology to automate these tasks, you can focus on growing the business and assisting patients. 

2. Focus on managing multiple deals and accounts. The distance between accounts and unpredictable scheduling can complicate the sales process. Utilizing software and formulaic methods can help in managing entities effectively, prioritizing accounts at risk, and allocating resources accordingly.

3. Adapt to changing healthcare industry dynamics. COVID-19 has exposed weaknesses in the traditional medtech business model. We need to be proactive in embracing new technologies and methodologies to provide value to healthcare professionals. Overcoming resistance to change and demonstrating the positive impact of new products on patients can be key factors in driving adoption.

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leaks and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Ensuring that your sales team is on the same page for revenue growth is essential but also tricky.

And without a structured plan on how to keep the process organized while making sure your sales team moves in sync, you put reaching your revenue goals on the line.

Mark Parrinello is the CRO at SentinelOne, where he leads a high-growth, world-class, global sales organization that delivers cutting-edge cybersecurity solutions to enterprises.

In this episode of the Run Revenue Show, Mark discusses how revenue leaders can achieve predictable outcomes through specific processes and data-driven decision-making, the challenging and pivotal role of first-line managers, how to use your sales team to run revenue, and more.

Here’s what’s inside: 

1. Implement a sales cadence for predictable revenue growth. By following a structured schedule of events and activities, your company can govern and control the sales process to achieve predictable outcomes. Challenge your teams to review their management systems and inject more rigor into their sales operations.

2. Use data-driven leadership to scale effectively. Sales forecasting and processes must evolve to support scaling effectively, and this can only happen through concrete metrics and insights. This can be achieved by incorporating tools like Clari, which provides access to data and insights that improve decision-making. 

3. Invest in first-line managers. This includes training on time management, deal inspection, and effective coaching for new reps. By empowering these managers, you ensure a foundational strength at the crucial point where sales strategies are executed, and customer relationships are nurtured, ultimately leading to increased rep productivity and revenue growth.

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

The number one enemy of every sales team is revenue leak.

As a sales leader…what are you doing to beat it? 

This is The Run Revenue Show, with Kyle Coleman—SVP of Marketing at Clari. 

Join Kyle every Monday for behind-the-scenes access to executive conversations with the best revenue pros in the world, and get their tips, strategies, and real-life stories for how they stop revenue leak, achieve revenue precision, and lead their teams to success. 

Ready to run your revenue? New episodes weekly. 

Every drop of revenue counts. See how Clari's Revenue Platform helps you win more deals, protect your customer base, and achieve revenue precision—even in a downturn.

PS: Follow Clari on LinkedIn: https://www.linkedin.com/company/clari/

Want to learn the secrets behind creating, converting, and closing a pipeline every year?

It begins with implementing specific strategies.

Experts Armond Farrokh, Lynn Powers, and Nick Cegelski discuss their successful influencer marketing strategies and how they led their companies to success.

In this episode, you’ll learn: 

1. The power of the ‘Miyagi method.’ This involves agreeing with objections, gathering more information, and persuading for a future meeting. It helps build rapport and keeps the door open for future opportunities.

2. Why you should implement ‘slingshot selling.’ This technique involves presetting debriefs and involving department leads to accelerate the deal. It leverages the power of multiple voices and departments to drive alignment and close the deal faster.

3. Why you should utilize the ‘champion sandwich.’ This strategy aims to gain support for an idea or project by isolating and building relationships with potential champions. It helps build trust and commitment from key stakeholders, increasing the chances of success.

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leaks and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Marketing team creates pitch deck. Sales team doesn’t like pitch deck. Sales team creates their own pitch deck. Marketing team gets frustrated.

And…the cycle continues. 

Sales and marketing teams are working toward the same goal–revenue…so why do they so often work against each other to get there. 

On this episode, Mike Weir uncovers his secrets of go-to-market team alignment as a former marketer to now CRO at the highly-trusted peer-to-peer review site G2. Listen as he shares how to close the information gap in sales to drive your revenue, leverage data and technology to create a better understanding of customer needs, the importance of personalized communications, and the power of developing a curious mindset to ask questions and seek answers.

Here’s what’s inside: 

1. Train your reps to simplify: Mike says that your sales team needs to lead conversations that are different. They need to resonate with the customers and be ‘plain’ enough to connect with them.

2. Do an empathy audit: Mike says empathy, as a salesperson or marketer, creates way more understanding, team success, value, and collaboration. When experiencing headwinds, this is what will help you rebound.

3. Stay skeptical. Stay curious. Close the gaps.: Mike says this is how a rep closes deals. First, use data to help figure out what is not being said. Second, use your curiosity to bring value to your conversation. Third, use your skepticism to anticipate the buyers’ concerns.

Grab this week’s Checklist

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Let’s face it… AI is on the rise. It’s a powerful, technological tool that gives us information at our fingertips. But looking through a business lens, how can we use this tool to boost our revenue?

On this episode of Run Revenue Show, Craig Walker and Kyle Coleman explore Dialpad's success in implementing its business communication product and their emphasis on simplicity, usability, and design. They also discuss how engagement and adoption are leading indicators to revenue and how AI-powered chatbots and real-time AI tools are used to improve customer and employee satisfaction, the importance of communication and how the company moved into the enterprise communication space to address the lack of usability and design in traditional business communication products, and dive into the challenges of product launches and how setting targets and monitoring adoption rates is essential for a product manager's success. 

Craig Walker is a visionary entrepreneur and business leader, renowned as the Founder and CEO of Dialpad. With an unwavering commitment to innovation and a deep understanding of the evolving communication landscape, Walker has propelled Dialpad to the forefront of cloud-based communications and collaboration solutions. Under his guidance, the company has revolutionized the way organizations connect and communicate, empowering businesses of all sizes to streamline their operations, enhance productivity, and achieve their goals with seamless, cutting-edge technology. 

Here’s what’s inside: 

1. Always adapt to new technologies for business success: Dialpad's success in the communication space has largely been due to their ability to quickly adapt to new technologies and integrate them into their products. This has given them a competitive advantage over companies that are slower to adapt.

2. Measure engagement and adoption: These are crucial indicators of success. For Dialpad, the success of their products is measured by the level of engagement and adoption from their customers. This is especially true for their business communication product, which depends on engagement from their pro services team.

3. Use case studies and customer success stories to sell products: Communicating the value of a product often involves using real-life examples of successful implementations. For Dialpad, this means gathering case studies and customer success stories to help sell their products to different personas and industry segments.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Enduring a time of economic downturn takes more than just the normal. It takes grit, perseverance, taking risks, and most importantly, mastering your time to run revenue.

Something has to change, an action needs to take place. But what is that change and how do we properly master our revenue? 

In this bonus episode of the Run Revenue Show, we take a break from our regularly scheduled interviews, and listen to three executives who have successfully mastered their revenue - the Head of Content at Clari, Devin Reed, CEO and Prime Minister of Revenue at Clari, Andy Byrn, and CEO of Gainsight, Nick Mehta. Tune in to learn how consolidation can offer customers a combined solution and improve sales efficiency, why time to revenue is crucial in driving customer satisfaction and growth, how legacy systems like CRM and Excel can lead to revenue leakage, how to operate your business more effectively and how to protect your revenue in uncertain times. 

Here’s what’s inside: 

1. Use strong customer relationships for your benefit: Relationships are the key to building a lasting business growth trajectory and it all starts with you and the customers. This involves retaining and expanding customers, making them advocates, and having a product that serves them well.

2. Implement vendor consolidation to boost sales: This is the biggest opportunity and threat in the SaaS industry. Consolidation can help companies offer combined solutions to customers and improve their sales efficiency, while failure to consolidate can lead to losing customers to competitors who offer a combined solution.

3. Measuring impact is crucial for deciding investment in new systems: Sales representatives require a system that automates manual data entry and highlights areas of risk and potential investment to save time and improve conversions, and CROs and boards need an always-on interface that provides multidimensional revenue tracking.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com

Your sales team is a driving force behind your revenue growth, but if every rep’s sales cycle is a reinvention of the wheel, you’re losing both time and revenue to revenue leak. As a revenue leader, it’s your job to make sure that they have the tools and processes to close deals effectively… but sometimes it’s hard to juggle giving every opportunity attention.

Armand Farrokh, founder and host of the podcast Thirty Minutes to President’s Club and previous VP of Sales at Pave, is a treasure chest of wisdom when it comes to this. From team training sessions to prospecting and discovery, this episode explores the various techniques used in the sales process of Pave. The importance of meetings and the structure of each day of the week are also discussed, highlighting the efficiency and productivity of the sales team. Additionally, the key arcs at Pave and the challenges faced when scaling up the sales team are explored, providing valuable insights for other companies. Armand Farrokh, shares his personal journey through sales and offers valuable tips for hiring and building a successful sales team. 

Here’s what’s inside: 

1. Implement a structured rhythm for sales meetings. Creating a weekly schedule of focused meetings to address different aspects of the sales process and team development ensures that important areas, such as prospecting, deal reviews, and training, are consistently addressed and progress is tracked.

2. Foster a shared language for discussing deals. Simplify the sales cycle by using standardized language to discuss deals in pipeline reviews and forecasting meetings. This helps prevent unnecessary details from bogging down discussions and ensures a clear understanding of deal progress and next steps.

3. Prioritize hiring strategically. When expanding the sales team, ensure that the focus is on hiring individuals who possess the necessary skills, such as navigating enterprise deals, forecasting, leveraging sales enablement tools, and performing platform sales. Tailor the hiring criteria to match the specific stage and needs of the company.

Grab this week’s Checklist 

Check out RunRevenue.Pro for tips, playbooks, and advice for stopping revenue leak and achieving revenue precision. 

See how Clari's Revenue Platform can help you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. 

→ Clari.com