Learnings & Wins

  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

 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: 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. Care at scale. This involves getting the team to deeply care about the

What happens when three powerhouse sales and marketing pros are each given a microphone to discuss improving prospect outreach?You get four power plays that will break through the (inbox) noise.Our very own Kyle Coleman (CMO) and Devin Reed (Head of Content) sat down with Morgan J Ingram, founder of Ascension Media Productions, to talk about why most prospecting tactics fail and, of course, how to flip the script to close more deals using four proven power plays.First, here's why most prospecting tactics failKyle kicked off the conversation by being quite blunt:Most prospecting tactics fail because "people don't want to do hard things. People expect some shortcuts, some easy buttons they can press, and some silver bullets that will fill their funnel. It's just not how it works. To be successful, you have to do the hard work. You have to do the things that other people aren't able or willing to do to break through the noise and to stand out."Morgan leaned into a cooking analogy: "Everyb

Last week I spoke with the Head of RevOps at a company that’s doing $1B in ARR in their SaaS business.I told him I could identify 15% of their revenue they’re losing right now to revenue leak.That’s $150,000,000.They were shocked – how?Here’s what I told them:You’re stuck in a financial model and not thinking about the actual process in which you run revenue. You need to know:1. How your teams are running revenue.2. The process behind your team's 13 week cadence.3. How that’s going from the reps all the way up to execs.Once you get out of the number crunching exercise, you can start optimizing how you run revenue and collaborate in every meeting.That was the “aha!” moment.Change the way you think about revenue and start winning more revenue moments.

A winning sales strategy entails far more than pushing a product or service. It's about creating a comprehensive plan to help you and your sales team share goals and optimize your sales process. It should help you understand your audience, make genuine connections, foster customer loyalty and increase sales.This guide will show you how to develop a sales strategy and refine your approach using different sales techniques, channels, and tools to improve sales.But first, let's define what we mean when referring to a sales strategy.Table of contentsWhat is a sales strategy? Types of sales strategies Creating your sales strategy Strategic sales channels Tools to improve sales Don’t forget existing customers Implementing your sales strategy Sales strategy example Transform your sales strategy with ClariWhat is a sales strategy?A sales strategy is a detailed plan that guides sales teams on how to sell products or services and attract new customers encompassing sales goals, processes, product

  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:-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 s

 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. Watch it here. Here’s what’s inside: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

Below are McKinsey’s Top 10 Business Books of 2023Go here for other top book lists from McKinsey. Take a look. Let us know if we should add other business lists. Certainly, we can provide a list of top Revenue-related books😀Title Author/Publisher Ranking Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones James Clear/Penguin Group USA 1 Going Infinite: The Rise and Fall of a New Tycoon Michael Lewis/Norton, WW 2 Hidden Potential: The Science of Achieving Greater Things Adam Grant/Penguin Group USA 3 Rich Dad Poor Dad: What the Rich Teach Their Kids about Money That the Poor and Middle Class Do Not! Robert T. Kiyosaki/Two Rivers Distribution 4 The Psychology of Money: Timeless Lessons on Wealth, Greed, and Happiness Morgan Housel/Macmillan 5 I Will Teach You to Be Rich: No Guilt. No Excuses. No BS. Just a 6-Week Program That Works (Second Edition) Ramit Sethi/Hachette Book Group 6 StrengthsFinder 2.0 Tom Rath/Simon &amp

Effectively aligning your focus and resources with what your company aims to achieve is essential, but it is also a common pain point. It’s crucial for revenue growth, but it’s hard to find the right balance for 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: 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. 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 stand

 Let me guess. You're constantly dealing with a persistent 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, of course, 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 a thorough understanding of the other side, conducting due diligence, and finding t

 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: 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. Understand and adapt to customer needs. Understanding customer needs is crucial. Fo

  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: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. 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 v

 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: 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. 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. The importance of developing a relationship between the go-to-market team and product team. Th

 A lack of transparency into pipeline.Slipped deals with no real reason.A constant “pushing back” of pipeline.No accurate representation of pipeline number.These were several of the “huge challenges” Greg Reardon, Director of Growth Operations and Strategy at Black Swan Data, faced when making data-driven decisions.Black Swan Data is a London-based technology and data science company. It uses a proprietary data analytics software platform, Trendscope, to predict future market trends.Black Swan was running all their forecasting through spreadsheets. They didn’t even have a business intelligence tool to augment the data. The net result was the four pipeline issues presented above.This is how Black Swan solved its forecasting challenges after partnering with Clari. Greg shared how the team: Saved 20+ hours per week by removing manual processes Relies on Clari as the single source of truth Seeks guidance from Clari’s “11 out of 10 customer service team – the best customer support I’ve expe

Here’s a Revenue Cadence Fast Assessment created by @Tom Williams Assess your own Revenue Cadence approach here. If you enter your data, you will get a customized assessment within 24 hours. 😀 

Now more than ever, it is critical that every revenue moment is captured and discussed at every level so that your organization can minimize revenue leak as much as possible. I have the amazing opportunity to work with some of the biggest and high growth organizations in the world, and there’s one topic in particular that always comes up as we begin to build out their revenue workflows in Clari:Should sellers/individual contributors submit a forecast call?Many organizations struggle with this as they want to be mindful of impacting selling time and also have uncertainty that the judgments at the seller level can be trusted or make an impact on the overall forecast. Below are a few reasons why companies should consider including the reps into the forecasting submission process:Encourages sellers to take ownership of their overall number. Even if your organization has extreme rigor and mandates the forecast match the opportunities they are calling in through forecast categories or stages

 Yes, 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? understanding of how to maintain current customers and foster stronger 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 how to develop operational and strategic ‘win’ plans. These plans involve gathering intelligence from all corners of the business to capture market insights and understand customer relationships. By taking a comprehensive approach, you’ll increase your chances of revenue success. Why communicating with customers at all levels is essential All customers matter, from senior executives to individual contributors. Building strong relationships and trust with clients requires regular and open communicati

If we think about building an entire revenue journey, having a foundational strategy like MEDDPIC grounds the motions in the revenue process. What is MEDDPICC?M: Agree upon Metrics and Mutual Business Objectives E: Identify an Economic Decision Maker in Team Roles D: Agree upon a Decision-Making Process and milestones D: Agree upon Decision Criteria in the MBO (Mutual Business Objectives) or POV (Proof of Value) milestone P: Manage Paper Process in a milestone I: Specify and Identified Pain in Mutual Business Objectives C: Identify a Champion in Team Roles C: Specify Competition in Clari Dynamic Dashboards — MEDDPIC ExampleQuickly pin opportunity data, forecast information, or insights from Clari’s analytics modules to your shared (or private) Dashboards. Using MEDDPIC field data, you can build a MEDDPIC Dashboard to help ensure that sales is adhering to your methodology/process and your forecast. Creating a dashboard provides you with a one-stop shop for understanding which deals are

 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:- 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. - 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 ensuri

In this video, Kevin Knieriem (EVP GTM & CRO @ Clari) chats with Gerhard Gschwandtner (CEO & Founder at Selling Power Magazine) about the importance of your ‘sequence of events’ and how a DIY-assembled ERP database + CRM database + Marketing database ≠ Revenue database. Watch it here.