Episodes
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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:
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.
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.
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
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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:
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.
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.
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
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Missing episodes?
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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:
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.
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.
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
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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:
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.
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.
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
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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:
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.
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.
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
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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:
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.
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.
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
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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 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.
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.
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
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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 strategy will help increase the LTV of each customer, contributing to healthier revenue.
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.
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
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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:
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.
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.
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
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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:
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.
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.
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
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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:
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.
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.
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
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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. 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.
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
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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:
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.
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.
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
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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 value to customers. By leveraging the strengths and resources of both your organization and your partners, you can tap into untapped growth potential.
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
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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:
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.
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.
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
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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:
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.
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.
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
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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. 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
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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:
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 standardize processes, quality control, and scalability, while still fostering collaboration and flexibility.
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
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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:
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.
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.
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
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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 ensuring the right actions are taken at the right times to optimize revenue processes.
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
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