The Run Revenue Show

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  

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

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

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

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

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

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  

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  

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

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