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Recording: Summary:Building unbreakable buyer trust is the difference between beating your year-end goals or falling short. As you sprint toward year-end, your success depends on removing buyer doubt and de-risking your pipeline. In this webinar about effective buyer collaboration, you'll discover how to: Create differentiated buying experiences that strengthen your pipeline health Increase win rates with mutual action plans that reduce buyer risk Use proven collaboration strategies with Clari Align Free Tier This event is for sales leaders and executives who want to convert and close deals faster in Q4.Notes:  Introduction: Greetings and initial chat about video quality and closing unnecessary apps for better streaming. Preparing to start the webinar, with a light-hearted mention of having cold instant coffee. Start of the webinar: Reminder for participants to use the chat feature and share their locations. Various locations of participants mentioned, including Seattle, Portland,

Connecting with the appropriate individuals, fostering relationships, accurately pinpointing accounts or prospects, and team collaboration to reach the goal are just the beginning of the AE’s role and responsibilities.Check out some best practices geared to help you achieve your goals:Set up Groove to automate the time consuming tasks Manage hundreds of accounts simultaneously Accelerate response times and increase percentage of meetings booked Collaborate to Generate More High-Quality Opps and Close More Deals  Set up Groove to automate the time consuming tasks.As a seller, time is money! By leveraging automation, you can focus on building relationships and moving deals to close. Automatic Activity CaptureEnabling both email sync and calendar sync (available for both G-Suite and Microsoft 365 users), will eliminate the need for you to manually log any of your activities to Salesforce. If you have an email conversation or a meeting with any leads or contacts, Groove will automatically

Revenue and Sales Operations professionals have one of the most important roles on your revenue team, serving as the quarterback for different teams and divisions.  Groove helps you streamline your operations to drive revenue precision using advanced automation.  Save Time Spent on Administrative Tasks When executing administrative tasks, it's important to be as efficient as possible. Automatically leverage the work you’ve already done in Salesforce to create and configure users in Groove.Configure users and instantly assign them licenses and enable/disable sync Add users to Teams and automatically assign them to existing profiles in Salesforce Provide training for users following initial onboarding with best practices Master Flows Global Automated Actions  Customize Based on Role, Team, etc.Configure Groove Omnibar Views, Calendar fields, Scheduler Meeting Types and more so users only see what’s important for their specific role, team or division.Use Profile Settings to showcase diff

If you’re an admin, you don’t need us to tell you that over time, your teams, roles, Salesforce fields, and processes will change. It’s important to keep Groove aligned with all of that. So what are the best practices to keep Groove up to date? Watch the video below to learn about what you should monitor on a monthly, quarterly, and annual cadence. 

Take a peek into a day in the life of manager, powered by Groove. You’ll learn how to analyze both the quantity and quality of the activities your team is spending their time on, and make sure the team is executing on the plays that you design with Flows — you can even assess how well those plays are still serving your team. You’ll also see how Groove can show you when reps are making calls and when those calls actually conver to conversations. These are just a few of the tips for managers you’ll find in the video below, so click that play button!  

In the vast digital landscape, where communication is predominantly carried out through emails, ensuring your messages reach their intended recipients is paramount. One crucial metric that plays a significant role in this process is the Sender Score. This mysterious numerical value holds the key to understanding how your email reputation can impact the deliverability of your messages. What is the Sender Score? The Sender Score is a numerical representation of the reputation of your email-sending practices. Ranging from 0 to 100, a higher score indicates a better reputation, while a lower score suggests potential issues that may affect your email deliverability. The Sender Score is based on various factors that collectively evaluate your email-sending behavior.Factors Impacting Sender ScoreEmail Engagement Metrics:Open rates Click-through ratesHow Groove helps: Stay on top of when recipients are interacting with your emails by tracking them for opens, clicks, and replies in both Gmail a

Take a peek into a day in the life of AMs and CSMs, powered by Groove. You’ll learn how notifications to your inbox help you dive right into your To Do list and automate your workflows so you have more time to focus on important introductions and touch points. You’ll also learn how the omnibar helps you maintain visibility into your accounts and update important details about your accounts directly from your calendar on meeting-filled days. These are just a couple of the ways that Groove can help you manage strong relationships with your customers, so click the play button below! 

Take a peek into a day in the life of an AE, powered by Groove. You’ll learn how to streamline opportunity management without leaving your inbox using the Omnibar, operationalize personalization and A/B testing with Flows, and provide a single source of truth for the latest updates on your deals using Groove Notes. These are just a few of the productivity tips you’ll find in the videos below, so click that play button!  

Ideally - As a rep stars an opportunity, it automatically flows to their forecast, rather than having to copy and paste the sub total of starred opps. As is, a rep is starring their January forecast opps, copy and pasting the sub total into the corresponding forecast month. Then, they have to un-star the same opportunities and star their February, copy and past the value into their forecast. So on and so forth. It would be much simpler if the starred opps would flow to their forecast totals for the month based on current close date. If the rep could leave their opps starred, it makes for a quicker conversation with their manager as to what deals they are calling for the forecast. Piggy backing off of that, it would be nice if starred opps had visibility to at least their manager. 

With Align, we’re reframing what collaboration means—not just internally but between buyers and sellers. The Align Call Library is available now, and Collaborative Workspaces will be coming soon. Safe Harbor Statement: This presentation is intended to outline Clari’s general product roadmap and vision. It should be used for informational purposes only, and is not a commitment to deliver any specific functionality. This presentation cannot be incorporated into any contract and should not be used when making decisions to purchase. The release and timing of these features remains at Clari’s sole discretion. If you don’t use Align today, and want to learn more, reach out to your CSM or AM. If you already have Align, you can learn more about it (and get certified) in Clari University.Which stakeholders do you see the new capabilities in Collaborative Workspaces allowing you to bring into the buying process more seamlessly?

ICYMI—Wingman is now Copilot, Clari’s real-time conversation intelligence platform. RevGPT (ChatGPT’s cousin with a quota) is Clari’s generative AI and there are several capabilities already in early access, including one that Phil Cooper loves and uses every day: Smart Call Summaries. Also available in early access: CI-powered deal inspection. To join or get more info, reach out to your CSM or AM.Safe Harbor Statement: This presentation is intended to outline Clari’s general product roadmap and vision. It should be used for informational purposes only, and is not a commitment to deliver any specific functionality. This presentation cannot be incorporated into any contract and should not be used when making decisions to purchase. The release and timing of these features remains at Clari’s sole discretion.Beyond battlecards, summaries, and follow ups, what other work can you see RevGPT helping to automate for you?

We all know about our good old Battlecards.If you don’t, you must!Battle cards are real-time cues with pitch points and links to relevant content to support your customer-facing conversations and keep the call interactive and high-value.But, here's the million-dollar question: Are there any guidelines to follow while creating these cue-cards? And the answer is YES! What varieties of battlecards to create ?        ✅ Create 4-6 Global CategoriesProduct Battlecard Example:  ‘{Product Name}’, ‘Integration’ Sales Process Battlecard Example:  ‘Security Review’, ‘Implementation’, ‘Next Steps’ Competitive Battlecard Example:  ‘Gong’, ‘Chorus’, ‘Boostup’ Objection Handling Battlecard Example:  ‘Expensive’, ‘time to value’, ‘Change management’, ‘Limited Resources’ Integrations        ✅ Maintain 4-6 published battle cards per category  How to choose the trigger words?Choose words which are directly correlated to the subject What we anticipate the prospect/customer to say/ask about in relation

Managing a team and ensuring you are able to provide all your reps with actionable feedback on all their customer conversations is definitely a challenge as it is time consuming and takes some effort. Most managers tend to push call reviews and feedback as a wish list for a non busy week. This wish list can become a reality when you start to leverage the power of Copilot’s filters and slack alerts in your process coupled with providing feedback via comments/scorecards. Wondering how? Let’s dive in.  Let’s take the case where your team has about 25-30 calls recorded in total this particular week. From a manager lens, it’s definitely not scalable to review each and every call recorded within Copilot. This is where leveraging Copilot’s filters and slack alerts act as a game changer to provide you visibility into only calls that interest you. Let’s walk you through the steps on how you can set this up.  Step 1: Head to Team Calls within Copilot and use the + More filters option to select t

Find enablement topics.Putting together relevant content.Track if reps completed their trainings. Sounds familiar? Here is the 4 step process on Copilot that can simplify your life as an enablement manager. Step 1: Identify areas of improvementAlready have a few topics in mind? Skip to step 2. If you don’t know where to start, you can use our Topics feature to identify commonly occurring keywords where your reps might need help with their talk track. Common topics to review are - competitors, new product lines, value proposition and technical demos. Copilot comes with preset topics, but you can setup custom topics by reaching out to your admin. Once setup, visit Topics Dashboard and click into common themes to review how your reps are handling those topics. Step 2: Set up the right folder structureWith gametapes, enabling your sellers becomes quick and easy. You can add real-life conversations with customers to the gametape folder of your choice and track when your reps are reviewing i

Looking to uplevel as a team manager and get more insights from Copilot? You are in the right place. Here are three common questions that managers can answer using Copilot  dashboards. Where is my team spending their time?Are you spending most of your weekly 1:1 on your rep’s recap of last week’s activities? Start your week right by having this information handy and discussing ways to collaborate with them instead.What proportion of their time are they spending on conversations with prospects or customers? Are there ways you can help them be more productive? Find out what calls have happened in the past week by heading over to overview dashboard and understand how much time they spent on calls. Review a couple of relevant calls to understand what was discussed and share feedback in comments, as needed. Did they use Copilot to prepare for their meeting? Did they write a follow up email or share feedback with the product team after their calls? Check their Copilot usage on the activity

With the warming 🌞 temperatures recently, it only felt natural to share how Clari’s AI projection continues to be a HOT 🔥topic.But first, here’s a terrible, but related joke before we dive right in to the important stuff.Q: Why did the cartographer increase the temperature of the room?A:  To draw a Heat Map! AI PROJECTION HEAT-MAPPING:We all know Clari’s AI Projection helps sales teams understand where it projects you’ll land in the quarter based on your historical conversion rates the past 4 quarters. Creating an AI projection “heat-map” can help you visualize projection trends and spot when in the quarter the AI projection starts to become more ‘accurate’ (lime and green colors) and what weeks typically experience the least amount of projection accuracy (yellow and red colors).Every business is unique so it’s hard to provide a one-size fits all approach in explaining the trends you may be seeing. But as we all know, garbage data in = garbage data out . Your reps play a pivotal role

Hi, is there a way to filter opportunities where a data is “empty” ?When creating a dashboard widget I can see those as “Value Not Assigned”, I’d like to filter only on those.  

Hello there! Ryan here, one of your weekly Office Hours hosts. You probably noticed that we started covering a featured topic every week (i.e. Dashboards, Pulse, Trend, Flow, Expanded View). I am curious, what other topics would you like to see us cover? Should we have a rotating calendar of 5 or 6 topics so that you can join us when you have questions about those? Let me know your thoughts in the comments below! 

For those those of you whose fiscal year begins in January, the end of this month marks the end of Q2, which means QBRs are just around the corner. 🕺 #hustle What is on the agenda for your QBR meetings, and why? How do you organize your QBRs to cover what’s most important, and what do you leave out (or leave for another time)?

What’s a really great podcast, case study, article, or interview you found recently? Care to share it with the community? I’m thinking of creating a space where we can all share our favorite content and subscriptions and curious what’s out there that you all like best.

Looking for inspiration and how-to from the community. Thanks

  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 at 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: Conduct a thorough assessment. This is designe

Check out Shruti Kapoor’s post from the Clari blog below! See the bottom of this thread to engage with the community on this topic! You've got a sales meeting with a big company. You're suited up, you've got a shiny demo deck, and you could rattle off your pitch in your sleep.And still, when the meeting ends, the client looks doubtful. You know that look. Closed-lost deal. For the fifth time in a row.Look up as many sales best practices as you want, but the key to closing large sales accounts is not a firm handshake or an amazing presentation. At best, these are the sizzles, not the steak.Abraham Lincoln famously said, if he had six hours to chop down a tree, he’d spend the first four sharpening the axe. In other words, laying in the groundwork. That’s the same philosophy behind Miller Heiman Strategic Selling.Introduced in 1985 by consultants Robert Heiman and Stephen Heiman, the sales method provides a proven framework for sales professionals to understand B2B selling and consistentl

Every Friday, I spend about an hour reading our Help Articles.One of the articles I found extremely helpful (and one I thought I would share was How To Add Fields in Field ConfigurationCheck it out.