Fundamentals are fundamentals for a reason. Why do you think Lebron James is so good at basketball? It’s because he puts the hours in and does the fundamentals over, and over, and over again. It’s the same for your team–put the hours in, do the fundamentals, and see revenue success.  In this episode, Jason Chapman talks all about the basics your team might be missing in order to build a resilient, reliant revenue machine. Jason is the SVP of Commercial Strategies and Operations at Infor–a software that builds successful businesses. Listen in as he shares how the best companies leverage their revenue teams to have a broader impact than just the bottom line, how the best sellers are collaborating with their customers, dissecting the key fundamentals of the revenue process, how to ‘earn the right’ to sell to customers, and more.   Here’s what’s inside:  Understand your trade-offs: Between your market reality, product reality, and your financial reality…Jason says if you’re hyper-focused on the customers that you can serve best and you're putting R&D dollars into the things that they care about, and then making sure that you've got the commitments from a revenue perspective, this will play a role in the rest of your business. Work collaboratively with your customers: Jason says now more than ever, it’s important to realize you are going on a journey with your customers, so it’s important to value them–sometimes more than you value your team. If your customer isn't willing to agree to give you access, data expertise, and most importantly, time, to do proper discovery, that’s a surefire path to revenue leak. Focus on the fundamentals: Jason says there is consistency to the secret sauce of success. It’s just like Lebron James…he practices, puts the hours in, and shoots over and over and over again. That’s why he’s so successful! It’s the same for the revenue process. It comes down to prospecting, qualifying, and managing to a rhythm. Get back to the basics with your team this week.   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  

Marketing team creates pitch deck. Sales team doesn’t like pitch deck. Sales team creates their own pitch deck. Marketing team gets frustrated.   And…the cycle continues.    Sales and marketing teams are working toward the same goal–revenue…so why do they so often work against each other to get there.    On this episode, Mike Weir uncovers his secrets of go-to-market team alignment as a former marketer to now CRO at the highly-trusted peer-to-peer review site G2. Listen as he shares how to close the information gap in sales to drive your revenue, leverage data and technology to create a better understanding of customer needs, the importance of personalized communications, and the power of developing a curious mindset to ask questions and seek answers.   Here’s what’s inside:  Train your reps to simplify: Mike says that your sales team needs to lead conversations that are different. They need to resonate with the customers and be ‘plain’ enough to connect with them. Do an empathy audit: Mike says empathy, as a salesperson or marketer, creates way more understanding, team success, value, and collaboration. When experiencing headwinds, this is what will help you rebound. Stay skeptical. Stay curious. Close the gaps.: Mike says this is how a rep closes deals. First, use data to help figure out what is not being said. Second, use your curiosity to bring value to your conversation. Third, use your skepticism to anticipate the buyers’ concerns.   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  

It’s a terrible feeling when new business deals are slow to come in and you’re watching your growth targets slip away after all of the hard work your sales team put in to reach new customers.  So how do we counteract this? Through the number one most important strategy in 2023: paying attention to net dollar retention. On this episode of The Run Revenue Show, Nick Mehta, CEO of Gainsight, author of multiple books on customer success and all around champion of delivering value to your customers, shared his insights on this strategy. You’ll learn the difference between customer support and customer success, the natural tendency for customers, sharing the value in your vision, and the key steps for turning your value into reality.   Here’s what’s inside:  Turn your value into reality: Nick mentions the main steps are to agree as a company what your value is, define how that value is translated into the product, orchestrate it into your business processes, and then to become brave. Stop building loyalty through personal relationships: Think relationships are more important than outcomes? Think again. Make sure that you have real outcomes and value as the foundation of your relationships. This will help you avoid revenue leak. Identify where you are leaking revenue on the customer side: Nick says there are multiple pieces to identify - the onboarding process, management, dollar churn, and price compression. From here, build a strategy for each piece. Audit the information flow between your Sales and CS teams: Nick mentions there are two sides you need to consider when collaborating between your sales team and CS. First, an account plan that shows how you are going to grow your customer base. Second, a success plan that shows what you are doing to drive the clients goals. Then, make sure these two plans align!   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  

Being a successful CRO isn’t just about setting goals for the sales team and driving revenue. It’s about having the right data and processes in place so that your sellers can collaborate and run revenue.   This is where partnering with the revenue operations team comes in to save the day.   On this episode of The Run Revenue Show, Adam Aarons, CRO at Drata, shares how he partnered with RevOps to gain a better understanding of what was happening within the business, identify areas of improvement, and make data driven decisions. You’ll gain insight on why this is a crucial move and how it ultimately builds a culture of trust and collaboration.    Here’s what’s inside:  Focus on relationships + data: The best way to build both of these muscles? Adam says trust, transparency, and collaboration. Audit your processes: Is your team actually adhering to your processes? Does anyone need a refresher? This week, take time to ensure everyone is on the same page. Adam says it’s how you’ll strike revenue gold.  Clean up your data: Make a plan to clean up your data this week. Identify where your bad data lives, before it’s too late. Adam says bad data is your biggest revenue killer.    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  

Every leader is at mercy of macroeconomic conditions these days, but still expected to hit an even bigger revenue target..   This episode is your playbook for realizing the power behind embracing downturns, upturns, and any-which-way turns the economy will throw at your pipeline.   On this episode of The Run Revenue Show, Steve, Managing Director at Madrona Venture Group, shares his learnings from leading his team at Concur through the ‘99 dot com burst, the 2008 financial crisis, and beyond. You’ll walk away with a playbook for how to use macroeconomic data to your advantage, keep your team informed and empowered, and solidify you no matter what.   Here’s what’s inside:  How to grow your revenue —without adding headcount  Why precise forecasting enables you to think more strategically about spending and where to make your investments. What effectively instrumenting your business looks like and why it should be a priority for you.    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  

It’s the end of the quarter. The lynchpin deal you were sure was coming through? It hasn’t. Clock strikes midnight, and just like that: it’s over. How did this happen? Deal slippage is ruining your forecast.  But, Kevin “KD” Dorsey knows how to avoid it. On this episode of The Run Revenue Show, Kevin, SVP of Sales at Bench Accounting, shares his secrets for avoiding slipped deals.  Here’s what’s inside:  The ONE thing to create if you want to stop deals from slipping Questions managers can (and should) ask reps to maintain control of their pipeline Step-by-step process for keeping your team aligned and your pipeline healthy Grab this week’s checklist 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 number one enemy of every sales team is revenue leak. As a sales leader…what are you doing to beat it?  This is The Run Revenue Show, with Kyle Coleman—SVP of Marketing at Clari.  Join Kyle every Monday for behind-the-scenes access to executive conversations with the best revenue pros in the world, and get their tips, strategies, and real-life stories for how they stop revenue leak, achieve revenue precision, and lead their teams to success.  Ready to run your revenue? New episodes weekly.  Every drop of revenue counts. See how Clari's Revenue Platform helps you win more deals, protect your customer base, and achieve revenue precision—even in a downturn. PS: Follow Clari on LinkedIn: https://www.linkedin.com/company/clari/