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Best Practices, Learnings, Wins, & Tips

Best Practices, Learnings, Wins, & Tips

Come chat about industry, trends, roles, and everything in between.

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Andy ByrneClari

published in Best Practices, Learnings, Wins, & Tips

Your biggest ROI: Return on Culture (RoC)

Companies don’t grow by accident. Every successful venture includes sharp strategy and an innovative product. They have dynamic marketing efforts, airtight operations, and savvy sales professionals. But more than anything, they have culture. How the company lives and breathes. Their shared values. What they tolerate and what they don’t. Culture is not free snacks, generous time off programs, and other superficial perks to make the company look good to outsiders. It’s about how people act every day. How do employees show respect for each other? Or support a frustrated customer? Or decide when a feature is “good enough” or still has room to be great? It’s the invisible stuff that makes a big difference. I’m proud of the culture we’ve built at Clari. As the company has grown — in 2022, we raised at a $2.6 billion valuation — culture has been the key ingredient to everything we’ve done. Without a strong culture, the entire org falls apart. Employee morale and retention drops. Trust vanishe

2 days ago

Will PattersonClari

published in Best Practices, Learnings, Wins, & Tips

Trust: The Final Ingredient in Your AI-Enabled Revenue ProcessBlog

What’s your AI strategy? If you are a revenue leader right now, it is hard to avoid this question. But getting to a clear and actionable answer is not so straightforward.That’s why we’ve created 3 full playbooks to the process of identifying, organizing, and integrating AI solutions into your revenue workflow. To recap: Playbook 1: How to create an AI “habit loop” in your revenue processPlaybook 2: How to plug revenue leaks with cutting-edge techToday, we’re talking about a final key ingredient in making your AI strategy a success. The Human Element of AI AdoptionAs magical as some of these new AI technologies may seem, at this point they are anything but “plug and play” when it comes to transforming real business processes.Ideally, you’d identify the biggest source of revenue leak, point AI at it and watch your problems disappear. But there’s another factor you need to consider before pressing the “go” button. Trust.More than any other technology applied to the B2B revenue process in

3 days ago

Ryland KingNew Contributor

asked in Best Practices, Learnings, Wins, & Tips

Hierarchy Not Mapping to SFDC Roles

One of my managers does not have their subordinates rolling up to them in the Forecast.In SDFC, they have a Profile = Manager. And I’ve placed their SFDC insides and our SFDC Roles below.What might be causing this? How do I fix this? Thanks!

3 days ago

KennaCommunity Manager

published in Best Practices, Learnings, Wins, & Tips

What are the 7 Steps in the Sales Process? A Complete GuideBlog

Whether you’re a business owner, sales manager, or sales rep, you need to understand the steps in the sales process.If you skip or undervalue a step, it will directly affect how many deals you close. A prospect may stall and lose interest in your product or feel rushed and start to disengage.If you struggle to move leads through the customer journey, mastering each sales process step will help.In this article, we’ll explore each sales process step in detail, offer best practices, and share how you can create a unique sales process for your business. Table of Content: What is the sales process? Why does the sales process matter? The 7 steps of the sales process The sales process is unique to each business What’s next? What is the sales process? A sales process is a series of steps you develop to help your sales reps find and engage prospects and gradually turn them into customers. A typical sales process includes prospecting, preparation, approach, presentation, handling objections, and

4 days ago

Robert WebsterClari

published in Best Practices, Learnings, Wins, & Tips

Compare your pipeline today to this time last year

Q4 is back! I recorded a short video on Trend to show you how to look at where you finished this time last year, see if you have built more pipeline and how robust it is, and if your conversion rates stage over stage have improved compared to last year.

4 days ago

Andy ByrneClari

published in Best Practices, Learnings, Wins, & Tips

How to Run Revenue: 5 Unexpected Learnings from Managing $4 Trillion of RevenueBlog

4 trillion.As we announced last week, that’s the amount of closed-won revenue flowing through the Clari Revenue Platform.We’re the first company to surpass $4T of revenue under management, making us the Revenue Platform Category Leader. $4 TRILLION (with a T). For perspective, that’s the approximate market cap of Alphabet (Google) + Amazon. It’s more than the UK’s GDP.And thanks to our amazing customers, we know more about running revenue than any company on earth.Why? We’re constantly collecting terabytes and terabytes of revenue data and analyzing how companies manage their enterprise revenue process.All day. Every day.As the first RevTech company to cross $4T of revenue under management...We have the largest revenue database in the world, which fuels our best-in-class Rev AI. We have the widest and deepest product functionality on the market. We have the most expertise for running revenue of any player in the space. We have the largest footprint of massive multi-billion publicly tra

9 days ago

Katy BaylessClari

posted in Best Practices, Learnings, Wins, & Tips

Sales Enablement vs. Sales Engagement: Similarities, Differences, Tools and MoreBlog

New sales technologies mean new opportunities to help your sales team perform at their best. Sales enablement and sales engagement can help lay the foundation for high-performing reps.Many think these terms are interchangeable. However, different approaches optimize different aspects of the sales process.This guide will explain the similarities and differences between sales enablement vs. sales engagement. You’ll explore examples, strategies, recommended tools, and more.Table of content:What is sales enablement? What is sales engagement? What are the similarities between sales enablement and sales engagement? What are the differences between sales enablement and sales engagement? How do sales enablement and sales engagement work together? Why have both sales enablement and sales engagement strategies? How to effectively implement sales enablement and sales engagement strategies Sales enablement tools vs. sales engagement platforms How to know which tools are right for your business Wh

13 days ago

Holly ProcterNew Member

published in Best Practices, Learnings, Wins, & Tips

9 Keys to Success According to Top CRO

The best chief revenue officers know how to build a strong culture, hire well, and focus on simplicity in a sea of complexity as they lead their revenue operations teams. With over 500 CROs leveraging Clari, there's no shortage of top leaders to learn from. Here’s some of the top tips I’ve learned from CROs. Hire strong overseas"The further away the hire is from you physically, the stronger they need to be."Relativity Chief Sales Officer Peter KimNew market expansion is a top priority for revenue leaders, and it starts with hiring. According to a study Clari commissioned with Forrester, 51% of revenue leaders say expanding into new geographies or vertical markets is a top priority. Penetrating new markets can propel a company to new heights, so getting it right is mission critical. It all starts with hiring right.Knowledge is power — leverage all available resources“Encourage your reps to follow people’s Twitter feed. It gives you some insights into what they think about.Bloomreach CR

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13 days ago

Kurt LeafstrandClari

published in Best Practices, Learnings, Wins, & Tips

Driving Growth with Consumption Revenue ModelsBlog

Unless you've been hiding under a rock the past five years, you are very familiar with the rise of consumption revenue models if you're in SaaS or any related business. Simply put, in a consumption or usage-based model, you don't pay an up-front cost for unlimited use of a product or service. You pay only for what you use.You can think of a consumption model as analogous to a utility, like electricity. The utility is connected to a meter, through which usage levels can be measured and billed. The rise of cloud-based applications has made this kind of usage metering possible for software, giving way to a rise in consumption-based business models.Why use a consumption model?Customers often love consumption models because they only have to pay for what they use, and they can ramp their spend up and down according to their needs. This is especially beneficial for companies that leverage third party cloud solutions as part of their own products that they deliver to customers—they don't wan

13 days ago

Andy ByrneClari

published in Best Practices, Learnings, Wins, & Tips

How to run revenue in the age of AI

Clari hit a massive milestone this month. Clari passed $4 trillion in revenue under management. That’s how much revenue is flowing through the Clari Revenue Platform. As a point of reference, that’s more than the market cap of Google and Amazon combined. Thanks to our customers, we know more about how to run revenue than any company on earth. And with every dollar, we gain a clearer picture of the market and where revenue teams are running into roadblocks. Today, I’d like to use this eye-opening data to discuss revenue in the Age of AI.Here are 3 lessons every revenue leader can use to position themselves for future success. Let’s take a look. 1. You’re not missing targets because of low pipeline coverage Attainment is low because of revenue leaks. These breakdowns in your revenue process drain dollars every single day. And until you plug them, metrics like pipeline coverage won’t solve underlying issues. On average, you’re losing 14.9% of your annual revenue because of revenue leak. W

16 days ago

Scott K WilderClari

published in Best Practices, Learnings, Wins, & Tips

How to Create an AI “Habit Loop” in Your Revenue ProcessBlog

THE AI “HABIT LOOP”From the moment we all had our first magical interaction with ChatGPT, the past year has been dominated by curiosity about generative AI. My first ChatGPT moment was laughing with my wife about the creative excuses it generated for why we couldn’t perform our household chores…. On a more serious note, I’ve observed revenue teams getting deeply curious about ChatGPT’s impact on the most important business process in the enterprise.Which tasks is AI best suited to streamline and automate? How is it going to impact my work on a daily basis? How will this change roles and companies?But so far, there have been more questions than answers. This phase is common for new technologies – it takes time to digest the potential impact of a new technology and incorporate it into our lives. Now, the curiosity window is quickly closing — especially for companies that want to be at the cutting-edge of AI. In 2024, the name of the game is habitual use and value: shifting from GenAI as

17 days ago

Robert WebsterClari

published in Best Practices, Learnings, Wins, & Tips

How to do your QBR with Clari

For most sales teams, Q1 has just finished and it’s time to reflect. It’s QBR week. Sales and leadership teams all over are reflecting on their performance at the start of the year, reviewing closed won deals, pipeline generated, what worked and what didn’t. I recorded a 2-minute video on how many customers, and myself, answer all of these questions and more with Dashboards.

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17 days ago

Robert WebsterClari

published in Best Practices, Learnings, Wins, & Tips

What's your "words per minute"? (when you're listening, not typing)

Did you know that we listen at 125-250 words per minute, but think at 1000-3000 words per minute? When we are on a discovery call or a demo and the customer is dropping golden nuggets of information, we hear and process it much slower than the reply that is already being formulated in our brain. We miss stuff.CI tools are rife these days and most of the capabilities are table stakes. For Clari Copilot customers, there are 3 main differences: Being able to bookmark important moments in a call to go back to, making sure we are intently listening to the customer. Having calls in Clari, meeting them where they work and being able to inspect the insights from conversations against revenue data. *Whispers* - it’s better value for money. I’ll walk you through it in this short video that I recorded.

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17 days ago

Robert WebsterClari

published in Best Practices, Learnings, Wins, & Tips

Are you checking in on your accounts?

Ah Q3—The penultimate quarter before the big one to finish the year, and it’s starting to heat up, just like the weather (us Brits love to reference the weather). You’re across all the deals, driving pipeline rigour and helping the team close business, no doubt. What about the accounts themselves though? How do you know where your reps are spending their time and is it in the right places? At the halfway point, are there any customers or prospects that you could spend more time with to drive more top of funnel? I recorded this 3-minute video to walk you through Account Engagement in Clari and how it helps sales teams prioritize accounts and see where they should spending their time.

18 days ago

Scott K WilderClari

published in Best Practices, Learnings, Wins, & Tips

How to Run a Successful Business in 2024: Bootstrap or Seek Venture Funding?Blog

What do growing businesses need? Enough capital to ensure consistent growth. There are two ways to do this: You either bootstrap or seek venture capital (VC) funding.But how do you determine which option will work best for your business? If there’s someone who knows how to answer this question with confidence, it’s Justin Borgman, chairman and CEO of Starburst.Justin founded his first company, Hadapt, in 2010, which was acquired by Teradata in 2014. After a stint at Teradata as VP and GM, Center for Hadoop, he founded Starburst. He chose to bootstrap the company but switched funding lanes later.We recently had the pleasure of hosting Justin on our Run Revenue Show, where he shared his nuggets of wisdom on the bootstrap vs. VC funding conundrum.Bootstrap or get VC funding: Pros and consBootstrapping gives you a lot more room to be experimentalThe initial stages of building a product and finding the right market fit take a lot of iterating. As amazing as it would be, nobody gets these ri

20 days ago

JoshMClari

posted in Best Practices, Learnings, Wins, & Tips

Revenue Cadence - How Quickly Do You Adapt?

RevOps leaders! We have all been there. We set up the meetings and provide a focused agenda as a template for all revenue roles to run 1:1s, weekly forecast meetings, and of course, Quarterly Business Review/Planning calls, (QBR/QBP) to review or prepare for the next quarter. Then something inevitably happens; a new leader comes in, you miss a quarterly number, or a change in your GTM strategy occurs, and disrupts the agendas and rigor of your revenue cadence. One of my favorite quotes is the famous Mike Tyson one, (which has different variations, but rings so true!): “Everyone has a plan until they get punched in the mouth.”When ‘combat’ begins, meeting agendas change, topics are re-arranged, and it is very easy to lose focus and standardization in your process as the business works to quickly adapt. At this stage, it is even more important to double down on your revenue cadence and assure that all bases are covered. The best organizations I have seen running revenue have their cadenc

20 days ago

Scott K WilderClari

published in Best Practices, Learnings, Wins, & Tips

Beat Tech Fatigue: How to Consolidate to Stop Revenue LeakBlog

What gets measured gets improved. This saying — popularized by legendary consultant Peter Drucker — made sense in an era when measuring business performance was costly and difficult. But now, we’re living in the age of data and AI. Measurement is great – but it needs to be strategic and efficient. If not, your teams will run headfirst into a wall of tech fatigue.Too many systems. So much messy data.It’s overwhelming. To tackle the challenge of tech fatigue, two 2024 RevOps Award Winners, David Hayward (Senior VP GTM, Yext) and Deborah Fritz (VP, Global Field Ops, LiveRamp), sat down with Devin Reed (Head of Content, Clari) for a recent webinar. Here’s what they talked about. More tools, lower adoptionToday, it’s common for revenue teams to juggle an average of 7-10 tools. And every tool introduces: Data inconsistencies Navigation challenges Additional costsHow did we get here? As Deborah notes, revenue tech stacks build up over time.“As we've grown, we've definitely experienced people

26 days ago

Scott K WilderClari

published in Best Practices, Learnings, Wins, & Tips

What is Revenue Optimization? Strategies and Advice for 2024Blog

Revenue growth doesn’t happen by accident. It’s a process you need to build, execute, and optimize. Enter revenue optimization.Revenue optimization encourages businesses to take a holistic approach to revenue. One that doesn’t just rely on a single source of growth like new customer acquisition but that brings together sales, marketing, and customer success to build a sustainable and resilient revenue pipeline.This article explains revenue optimization, why it’s so important, and five strategies you can use to optimize your revenue today. Table of content: What is revenue optimization? Why revenue optimization matters 5 revenue optimization strategies to implement today How a revenue platform can optimize revenue ConclusionWhat is revenue optimization?Revenue optimization is the management of acquisition, retention, and expansion strategies to improve profits. Typically, businesses only focus on one or two of the following ways to generate revenue:Acquisition: bringing in net new custo

27 days ago

Andy ByrneClari

published in Best Practices, Learnings, Wins, & Tips

3 ways to stop revenue leak and drive growth

Revenue leak happens every minute of every day. Companies struggle to capture revenue they've worked hard to earn. Opportunities vanish, deals fall through, and business walks out the door. At Clari, we get a 360-degree view of revenue leak. With over $4 trillion under management, our revenue database is packed with data points that tell a story of missed opportunities and growth barriers. Clari Labs found the average annual leak is 14.9% of total revenue. How do you stop leaks and run revenue more efficiently? Today, let's look at 3 ways your company can identify and plug revenue leaks. Plus, see how a major healthcare life sciences company used this playbook to capture more revenue. Let’s get into it. 1. Conduct a revenue leak assessmentTo stop revenue leak, you have to identify where it’s coming from. When Clari walks into a new company, we kick off with a thorough revenue leak assessment. An end-to-end look at the revenue process and where there are gaps. With this assessment, we s

1 month ago

Scott K WilderClari

published in Best Practices, Learnings, Wins, & Tips

Revenue Projections vs. Forecasts: What’s the Difference?Blog

When planning future sales or marketing efforts, you need reliable estimates of your sales numbers.Revenue projections and revenue forecasts are two different approaches that can help you achieve this. However, their methods and applications are quite different. How do you know which one is right for you?That’s what we’re going to explore in this comparison article. We break down exactly what revenue projections and forecasts are, highlight key differences, and cover the best forecasting methods for go-to-market teams in 2024.Table of contents:What are revenue projections? What are revenue forecasts? 3 key differences between revenue projections vs. forecasts When should you use revenue projections vs. revenue forecasts? Get more accurate revenue projections and forecasts with AI and broader data Use other smart tools like deal scoring to help your reps close more dealsWhat are revenue projections?Revenue projections are a company’s estimated earnings for a given period. They’re often

1 month ago

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Best Practices, Learnings, Wins, & Tips

Trust: The Final Ingredient in Your AI-Enabled Revenue ProcessBlog

What are the 7 Steps in the Sales Process? A Complete GuideBlog

How to Run Revenue: 5 Unexpected Learnings from Managing $4 Trillion of RevenueBlog

Conversational AI: What Is It, Benefits, & Best PracticesBlog

AI Integration: How to Plug Revenue Leaks with Cutting-Edge TechBlog

The 10 Best Sales Engagement Automation PlatformsBlog

Sales Enablement vs. Sales Engagement: Similarities, Differences, Tools and MoreBlog

Driving Growth with Consumption Revenue ModelsBlog

How to Create an AI “Habit Loop” in Your Revenue ProcessBlog

How to Run a Successful Business in 2024: Bootstrap or Seek Venture Funding?Blog

Beat Tech Fatigue: How to Consolidate to Stop Revenue LeakBlog

What is Revenue Optimization? Strategies and Advice for 2024Blog

Revenue Projections vs. Forecasts: What’s the Difference?Blog

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Clari customers and employees can click the first blue Log in button below. Align, Copilot, or Groove customers, Clari Partners, or other guests can enter a username and password below to log in. Please reach out at community@clari.com if you need any help to log in.

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Create your account

Clari customers and employees can click the first blue Log in button below. Align, Copilot, or Groove customers, Clari Partners, or other guests can enter a username and password below to log in. Please reach out at community@clari.com if you need any help to log in.

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