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

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

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  

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

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  

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

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  

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

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

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