Clari

On every sales call, Copilot automatically analyzes some key metrics that help you understand call dynamics and identify winning sales behaviours. Call ParameteresFor sales managers, key call metrics help you identify patterns and behaviors on calls that win deals—by individual reps or on a team level. This means more accurate and personalised sales coaching for reps, better calls and more revenue. One of the most talked about is the T/L ratio and rightfully so as it a quick barometer of call dynamics. If we are taking an example of a typical sales call it depends on what kind of call was that a scheduled demo call, discovery call, cold call etc., who you were selling to, what you are selling and what’s your selling motion.We can’t just blindly trust the research that there should be a 80:20 or 60:40 rule. So, the Copilot talk-to-listen ratio is really dynamic/unique to each customer based on how their overall team is doing (We do that by looking at the percentile of calls in a range).

How do you ensure effective collaboration between managers and reps throughout the revenue process?I could go on and on about the various capabilities in Clari that can help drive transparency and accountability between managers and reps: building a killer 1-on-1 Dashboard, including field articulating your Sales Methodology in the Details Panel and your deal inspection process, leveraging Notes and Expanded View in the Forecast Module so is on the same page about your path to the number...but I digress!I want to hear how all of you out there are collaborating effectively as managers and reps, or even how those of you and ops set up your revenue teams to drive effective collaboration. Tell me more about what features, tools, or general practices you’re using down below! 👇 

Learn about your options for testing out the changes that you want to implement with Field Config in this clip from one of our Field Config Office Hours sessions. 

“Why has my pipeline changed?” This is a question Revenue Leaders ask almost every week, if not every. single. day. at EOQ. 😬    From deals closing, amounts changing, and dates shifting, this can be a nightmare 🤡 to tie out manually unless you’re like VP, Industries @Anthony Cessario and your EOQ BFF 👯is the Clari Waterfall module:As mentioned, this can be an every-week question, but for us, we’re showcasing this as a week 13 question, which concludes our 13-week series.   So tell us, how did we do? Was this series helpful for you? Anything else you’d like to see in the future? Please let us know in the comments!

As a Sales Rep, one often goes through lean months where there aren’t many new opportunities to work on. This tends to break the momentum one had and also disrupts their consistency with respect to closures. But what if the Sales Rep had an opportunity to bring deals back into the pipeline from the past? Those deals that were lost due to reasons beyond the hands of the AE/AM. Deals that were lost due to:Product limitations Service offerings  Pricing  Integrations and more..What if the Rep had an opportunity to go back to all these deals that were marked lost from the past quarters or past year - review them - check if there are any updates from the internal team and try winning these customers again by sharing those relevant updates? Wondering, how?  Copilot enables you to apply it’s advanced filters along with its ability to sync fields from the CRM to look at call conversations where The deal stage was marked Lost + look out for words/phrases that revolve around the reasons due to wh

Is there a way to show on a chart (that then will be pinned to a dashboard) - people that have no pipeline for next quarter?If I create a straight forward chart of open opportunities it will leave out people with 0$ Pipeline. Thanks!

How do you leverage customer data and insights to personalize the revenue process and increase customer engagement? What tools do you use to aggregate this data and surface these insights? Share your thoughts in the thread! 👇

Most folks have no problem focusing on the quarter at hand, but how many teams feel confident today about where they stand for next quarter? 🙋🏾‍♀️🙋🏻 Director of Sales, @Adam Wainwright, uses a less well-known workflow in Pulse to see “How does NQ’s pipeline look?” and evaluate what Clari suggests his pipeline should be based on his historical conversion rates:When evaluating NQ Pipe, we tend to think about the following questions:  “How much more do we need to be moving along in stage to be prepared for NQ start?” “How much do we think will slip from this qtr?”  “Do we need to double down on generation efforts or execution efforts?”  Any others we should add to the list?

Looking for additional best practices for forecasting NDR and GDR:- Forecasting GDR & NDR - do most companies accomplish this with accuracy in Clari? Or do they focus on forecasting opps that will "renew with an upsell" and some other system will more accurately show the exact NRR impact?- Multi-Year Deals - do most companies "forecast" the 2nd year of a 2 year deal so that it can be reflected in estimated retention for that year? Or do they ignore those?

Wondering if others have had success with this approach. When we are looking to solve for transitioning reps our historical data becomes inaccurate. We aren’t ready for a solution like enterprise territory management or anything. Ideal state is to assign closed won revenue to a role rather than a person. What are some considerations you’ve had to address in regards to role hierarchy, revenue for front and second line managers, or other gotcha’s when trying to report on historical data?Thank you!

We have Close Date as a Filter in Pulse.  If we choose it to “This Quarter”, even if we have Pulse set to “How is This Quarter Shaping Up?” the metrics are different.Why are the metrics different if we have the Filter for Close Date = This Quarter turned on, than if we do not have it on? Should Close Date as a Filter be there in the first place?  If I choose Close Date = This Year, instead of This Quarter, if we don’t change the top section “How is This Year Shaping Up?”, the data still reflects this quarter.  

During a Field Config Office Hours, @Hamza Abu-Alhawa asked about the various configuration options you have when creating a custom mode. Check out @Ty Lapinski’s walkthrough of creating a mode (standard or custom): 

If you’re anything like us, you have stellar enablement materials that your sellers never actually use. But how can you run revenue without consistent messaging and accurate objection handling? You can’t scale sales without it, and we’re about to help you out with that :)  Introducing Smart Battlecards in Copilot! Take all the goodness of your enablement content and instantly transform it into useful bullet points that trigger live on every sales call, with just a couple of clicks. Smart Battlecards help you:Empower sellers to handle objections more accurately, real time on every call Skyrocket adoption of enablement materials  Free up your enablement team’s time Smart Battlecards are built with RevGPT™, Clari’s generative AI solution built into the Clari Revenue Platform. Don’t have Copilot? Sign up for a free trial here. And join us on May 31 for Clari Live, where you can ask us anything about AI!

Leaders often increase their cadence of forecast calls at the end of the quarter to stay on top of deals... and, ultimately, to make sure Reps have a plan in place to close them ✅. But, what if leaders could do this without another expensive meeting and ONLY focus on the deals they need to?   Head of Clari Align, @Tom Williams, shows us what this world could look like in under 3 minutes by asking Clari: “What committed deals have no path to close?”Note: Align is a Clari add-on. If you are interested in learning more, contact your Clari Account Manager.

We don’t have Account Engagement, but our reps inboxes are connected and we’re pulling and viewing the deal activity per each opportunity. I would like to extract this raw data - but it’s not available on opportunity exports. How can get it? 

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So you’re in the final month of the quarter 🗓, and you want to see what has happened to your pipeline and how you can still make an impact in the current quarter.  What do you do? If you’re @Jason Plank , Director, Enterprise Sales, you use Waterfall 📊 to ask Clari “What deals have slipped from this quarter?” and spot trends you can action:Jason shared that we have a field called Slipped Reason that is part of his inspection 🧐.  Any others using Slipped Reason? If not, how do you group your deals for inspection?

Still spending a month or more on onboarding new reps? What if you could cut this time by 50% or more?Presenting game tapes. 📹Game tapes are collections of your save-worthy, share-worthy, wow-worthy and cringe-worthy sales call. They make it easy for you to collect and share moments from sales calls that matter, helping your team grow as sales professionals. Game tapes come in handy both when you need to onboard new sales reps and to refresh learnings for your on-the-go sales force ahead of their next sales call/battle.For instance, a game tape of discovery questions from previous sales calls isn’t just a checklist for future meetings. It’s also a real-world highlight reel to train new reps on how-to and when to ask the right questions on call! Plus, game tapes are so easy to work with that updating new information and bringing everyone in the team up to speed happens in minutes (not days and months!).You can add an entire call to a game tape or even short clips from a bunch of calls.

 Take a look at our demo to see the app in action! Onboarding and user experience: The app has a new interface. The login flow has been improved for a quicker experience. See your upcoming meetings directly from the pre-call screen and toggle the recording feature for each call. The meeting status is now visible, indicating if it's an ad hoc call if the bot is connected and if it's in a connecting state. Disconnect live calls and stop recordings using the "Disconnect call" option. The "Disable demo mode" feature is exclusively available to internal users and allows representatives to choose whether or not to display the desktop app to external users during a screen-sharing session. Bookmark feature improvements: Create personalized bookmark categories in your Personal Settings. “Customer story,” “Positive Moments,” “Feature Request,” and “Follow Up” are default categories if no other categories are created. Select a category while bookmarking a moment in the desktop app live-

Exciting news for Clari users! Clari has recently announced the availability of the new Waterfall Widget for Dashboards, designed to give you quick visibility into the factors contributing to changes in your pipeline. One of the best things about Waterfall is that it comes with standard buckets that tell the story of what happened to your pipeline between the selected start and end times. This provides you and your teams a quick overview of your pipeline's status, allowing you to identify areas that need your attention quickly. Now all you need to do is create a Saved View or utilize an existing Saved View in Waterfall and start pinning the view to your dashboards, giving you access to the insights you need with the click of a button. Start pinning today! 

When will Waterfall have the capability to pin to a dashboard?

In one of our Field Config Office Hours sessions, we talked about how to surface win rates and days to close in Clari. Check out the answer in the video below (it’s under 2 minutes!). 

Are we going to meet, beat, or miss on Revenue? This question is top of mind for every board member and C-suite exec.   If you’re in FP&A, Ops, or a Revenue leader, how do you pressure test your forecast? 🧠 Clari SVP Sales, Holly Procter ​​@Holly Procter), uses Pulse to see what the machine ⚙️ is calling and pressure tests against each projection detail:  While this is likely done multiple times in the quarter, we’re including it as part of a week nine recommendation to check “What am I forecasting compared to what Clari is calling?”  How often are you pressure-testing your forecast?

What does Clari currently support for formula fields?Hot off the press — Formula Field Support article written by our very own expert @Ty Lapinski  Formula Field SupportA formula field is a type of field in Salesforce that calculates a value based on an Excel-like expression. In your organization's Salesforce instance, formula fields might be used to perform calculations for specific metrics.Example:On the opportunity object, you might have 3 fields:TCV - currency Term Months - number ACV - currency (formula)Both TCV and Term Months are used to calculate ACV with the formula:(TCV / Term Months) * 12.In this example, ACV is an essential metric for your company's reporting and would typically be added to various modules in Clari.While we support adding formula fields in all product modules, it’s important to understand some of the nuances with formula fields and how Clari extracts the data from Salesforce. How CRM Data is Extracted to RevDBClari’s RevDB snapshots your Salesforce data eve

It’s week 8 of the quarter. From our discussion last week, your leaders know that every day a deal is out there, it’s further at risk, so they ask you: “How much more can we expect to pull in this quarter (from a future quarter)?”🧐 Lucky for @Jen O'Pry, who leads a team of Commercial Account Managers, when leadership asks that question, she can pinpoint it with precision 🎯 using Trend:Jen shared how she then uses stage maturity and activity tracking to identify the deals that are “ripe” for pull-in 🍎.  How do you identify possible pull-in opportunities in your business?